Genuine (Issue 604)
In which we discuss the gentle art of the compliment. Read more »
Barlow Research
Cave of Wonders (Issue 603)
In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays. Read more »
Slow Leaks (Issue 602)
In which we are reminded to fix diversions that slowly reduce our sales time and productivity. Read more »
How Will I Know? (Issue 601)
In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions. Read more »
Not Good Enough for Us (Issue 600)
In which we are reminded to learn and use our companies’ positioning language flawlessly. Read more »
Keep It Simple (Issue 599)
In which we are reminded to help our client make decisions by limiting the number of choices to a few. Read more »
Squirrels (Issue 595)
In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions. Read more »
Land of 1000 Delights (Issue 594)
In which we are reminded to set clear parameters and priorities in our territory plans. Read more »
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 »
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 »
We Are Seriously Social.