In which we are reminded that, without clear purpose or focus, it’s easy to flounder and feel overwhelmed by the number and variety of potential clients in our territories. I love books. My relationship with books is well-captured in J. B. Priestly’s thought: “I have always been delighted at the prospect of a new day, … Read more »
In which we are reminded to remove low value accounts from our books of business so we can concentrate on the best growth opportunities. Read more »
In which we are reminded to look carefully at details behind the narratives our clients are selling to us. Read more »
In which we are reminded to get the small details right, on brand and on purpose. Read more »
In which we are encouraged to avoid brand or reputational damage by guiding clients toward what we do best and away from our weak elements. Read more »
In which are reminded to not to leave clients and prospects in suspense when they’re waiting for our responses, proposals, or deliverables. Read more »
In which are reminded that, first, we have to attract prospects’ attention. Read more »
In which we are reminded that the methods that we use to sell one client may not be the right methods to use for another that looks just like them. Read more »
In which we are reminded to speak so we can be easily understood. Read more »
In which we are reminded that, in team or group selling, it’s helpful to have someone in the group step up as the leader to set the tempo. Read more »
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