Four Drops (Issue 655)
In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us. Read more »
Buck Bierly
New Year’s Plans (Issue 653)
In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully. Read more »
Hands On (Issue 651)
In which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale. Read more »
Too Quick to Answer (Issue 650)
In which we are reminded not to answer questions before we fully understand their intent. Read more »
Excess Parts (Issue 648)
In which we are reminded to smoke out, early, internal competitors for our proposed solutions. Read more »
Sharpness of Breath (Issue 647)
In which we are reminded not to call another person’s baby ugly. Read more »
You Can Learn A Lot (Issue 646)
In which we are reminded: We expand our conversational repertoire by listening to others. Read more »
Extremely Natural (Issue 644)
In which we learn more about overcoming fear of strangers and drawing people out in conversation. Read more »
Unless We Measure (Issue 641)
In which we are reminded that precision in assessing client situations often leads to better, more predictable results. Read more »
Lead With Ideas (Issue 640)
In which we are encouraged to create demand for our services, not wait for clients to discover they need us. Read more »
We Are Seriously Social.