Take What The Defense Gives You (Issue 732)
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 »
Best Practices in Retail Financial Services Symposium
Sedimentary Segmentation (Issue 726)
In which we are reminded that tight focus and strong expertise brings customers to us. Read more »
Cachucha Fandango (Issue 706)
In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say. Read more »
Expertise So Clear… (Issue 706)
In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?” Read more »
The Right Rake (Issue 705)
Taking a risk I may lose the desert denizens and apartment-dwellers in the crowd… In which we are reminded to adjust our questioning to the circumstances rather than using ‘one size fits all’ profiling methods. Read more »
On the Trail (Issue 697)
In which we are urged to get out from behind our desks and go TO our clients to earn their business. Read more »
Why Do You Want to Work With Us? (Issue 687)
In which we are reminded to prepare answers to a fundamental client question. Read more »
Feet Keep Moving (Issue 685)
In which we are reminded at mid-year to focus on knocking down the short term objectives in front of us on our way to the year end goal. Read more »
Future Vision Benefits (Issue 684)
In which we are reminded to paint an inviting vision of the future when we’re positioning our benefits. Read more »
Sight vs. Sound (Issue 678)
In which we wonder, how much should we focus on the physical elements of our sales presentations? Read more »
We Are Seriously Social.