The Bony Fingers of the Past (Issue 988)
In which we are reminded to ask clients about “how you got here” when we discuss their challenges. Read more »
CBA
A Simple Game (Issue 987)
In which we are encouraged to raise continuously our performance through study and practice. Read more »
Leave That At The Door (Issue 986)
In which we learn to pay attention to obvious and less obvious loyalties and connections. Read more »
Lone Wolf (Or…I’d Rather Do It Myself) (Issue 985)
In which we are reminded to engage internal business partners early in the sales process so we don’t divert valuable sales time to tasks others should do. Read more »
Practice the Right Stuff Right (Issue 984)
In which we are reminded that, while practice is good, practicing the right stuff correctly is even better. Read more »
Again, Please… Slower (Issue 983)
In which we are reminded to speak slower, breathe, and pause so clients can follow us. Read more »
Try It, You’ll Like It (Issue 981)
In which we are reminded that offering free samples can generate demand for services. Read more »
Brighter Whites (Issue 980)
In which we are reminded that “honest assessments” can activate client defenses. Read more »
Lists (Issue 979)
In which we are reminded that clients are most delighted when we think ahead and bring them useful ideas. Read more »
Too Much Haste to Advocate (Issue 978)
In which we are reminded that one question isn’t a good discovery conversation, no matter what the reply. Read more »
We Are Seriously Social.