Sophia’s
In which we are reminded to consider what draws people to us and why someone might go out of their way to find us. Read more »
Barlow Research
Sell the Back Story (Issue 1231)
In which we are reminded that our companies’ origins and values stories can be powerful tools to attract, enroll, and engage new clients. Read more »
Catch Them Early (Issue 1216)
In which we are reminded that one of our potential values as consultants or salespeople is to monitor clients’ activities so that, if they start to stumble, we can intervene quickly to forestall larger problems. Read more »
Something To Remind Them (Issue 1215)
In which we are reminded to put our prospects and inactive clients on routine “touch and refresh” cadences so the connection energy doesn’t die. Read more »
I Didn’t Know You Did That (Issue 1214)
In which we are reminded to share at least a glimpse of our full offerings even when clients or prospects engage us for only one product or service. Read more »
Changing Gears (Issue 1211)
In which we are reminded, when shifting from one sales environment to another, to be thoughtful rather than reacting from motor-memory. Read more »
Save Room for Dessert (Issue 1210)
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »
Snout Bumps (Issue 1209)
In which we are reminded that many prospects prefer to be introduced to potential new vendors by trusted third parties. Read more »
Bag of Bags (Issue 1208)
In which we are reminded that corporate amnesia helps our clients embrace change. Read more »
Bottlenecks (Issue 1207)
In which we are reminded that the pace at which we develop or recommend ideas or products to clients should be no faster than clients’ abilities to absorb and implement them. Read more »