Pantry View (Issue 746)
In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations. Read more »
Jack Hubbard
I Forgot (Issue 745)
In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them. Read more »
Ruthless (Issue 744)
In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow. Read more »
Getting Out for a Look Around (Issue 743)
In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale. Read more »
Being Social – Attracting Attention (Issue 739)
In which we gain some insight into the workings of the Web and social selling. Read more »
Strawberry Festival – Change of Scene (Issue 738)
In which we are reminded to give our brains a break and change of scene, the better to generate ideas. Read more »
Rocky Path (Issue 736)
In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”. Read more »
Early Preparation – Were You Thinking? (Issue 735)
In which we are reminded that winging it can reduce our credibility with clients. Read more »
On Giants’ Shoulders (Issue 734)
In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are. Read more »
Four Years! (Issue 730)
In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it. Read more »
We Are Seriously Social.