Wind Blown (Issue 593)
In which we are reminded to focus on differences rather than routine questions when we write our call plans. Read more »
Barlow Research
The Value We Bring to the Table (Issue 590)
In which we are reminded not to fall for the bait of taking an order just because the customer asked for it. Read more »
The Reason to Buy (Issue 585)
In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t. Read more »
Wide of the Mark (Issue 582)
In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level. Read more »
A Little More Zip (Issue 581)
In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients. Read more »
Sounds in Darkness (Issue 580)
In which we are reminded that listening, really listening, involves more than words. Read more »
Small Orders (Issue 579)
In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders. Read more »
I Didn’t Know You Did That (Issue 578)
In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise. Read more »
Transitions (Issue 577)
In which we are reminded to include transitions in our pre-call planning. Read more »
Take What the Defense is Giving (Issue 574)
In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »
We Are Seriously Social.