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 »
branch small business training
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 »
Bear Marketing (Issue 522)
In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »
What’s Different (Issue 520)
In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same. Read more »
Pathways Overlooked (Issue 518)
In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all. Read more »
Planning Ahead (Issue 517)
In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »
Can’t Get There from Here (Issue 516)
In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected. Read more »
We Are Seriously Social.