Sounds in Darkness (Issue 580)
In which we are reminded that listening, really listening, involves more than words. Read more »
Barlow Research
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 »
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 »
We Are Seriously Social.