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 »
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 »
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 »
In which we are reminded that we need to market (attract attention) before we can sell. Read more »
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 »
In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »
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 »
We Are Seriously Social.