Staple Yourself to the Process(Issue 542)
In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers. Read more »
branch small business training
Before The Cold Sets In (Issue 540)
In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us. Read more »
Matted Down (Issue 537)
In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »
A Little Excitement (Issue 531)
In which we are reminded that we need to market (attract attention) before we can sell. Read more »
(Sometimes) It Isn’t Only About the Money (Issue 529)
In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »
We Are Seriously Social.