Details, Details (Issue 1195)
In which we are reminded that one small oversight in our delivery raises questions about everything else that we do for that client. Read more »
Barlow Research
Sailing, Sailing (Issue 1194)
In which are reminded that we should adapt sales strategies to focus where there ARE opportunities rather than where where we assert or wish there were. Read more »
Opening Number (Issue 1193)
In which we are reminded about a strategy for reducing presentation anxiety. Read more »
AI yi yi AI (Issue 1192)
In which we are asking the question,: “What value will we bring to the table in addition to what our clients can get from AI platforms?” Read more »
The Book Sale (Issue 1191)
In which we are reminded that, without clear purpose or focus, it’s easy to flounder and feel overwhelmed by the number and variety of potential clients in our territories. I love books. My relationship with books is well-captured in J. B. Priestly’s thought: “I have always been delighted at the prospect of a new day, … Read more »
Pruning the Overgrowth (Issue 1190)
In which we are reminded to remove low value accounts from our books of business so we can concentrate on the best growth opportunities. Read more »
Save Room for Dessert
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »
Pique Curiosity (Issue 1163)
In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »
Clothes Make The Man (Issue 1162)
In which we are reminded to focus on the big picture rather than focusing one-by-one on specific needs we want to uncover or products we want to sell. Read more »
Past, Present, Future (Issue 1161)
In which we are reminded to invest time to understand our clients’ pasts before we seek to comprehend their presents and futures. Read more »
We Are Seriously Social.