Transitions (Issue 577)
In which we are reminded to include transitions in our pre-call planning. Read more »
Barlow Research
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 »
Under Pressure (Issue 569)
In which we are reminded that our success in sales depends, to a great extent, on practice and repetition. Read more »
Common Interests (Issue 568)
In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests. Read more »
The Subway Strategy (Issue 567)
In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »
It Ain’t Me Babe (Issue 564)
In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for. Read more »
Hold That Thought (Issue 563)
In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »
Two Months Free (Issue 560)
In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »
Softening Up Sales (Issue 559)
In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »
What D’Ya Got (Issue 557)
In which we are reminded to warm up and rehearse our calls before we sit down with clients. Read more »
We Are Seriously Social.