Monarch Innovation Awards

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »

Pique Curiosity (Issue 1163)

In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »

Clothes Make The Man (Issue 1162)

In which we are reminded to focus on the big picture rather than focusing one-by-one on specific needs we want to uncover or products we want to sell. Read more »

What Calls You (Issue 1159)

In which we are reminded to honor what calls us to sales or other roles while admiring (without feeling “less than”) others’ strong magic. Read more »

The Orchard (Issue 1158)

In which we are reminded that late arrival to a market or a buying cycle does not necessarily mean we go home with empty baskets. Read more »

Dance with the Ones… (Issue 1157)

In which we are reminded to focus our sales efforts on  people who are attracted to what we do rather than on the people that we thought SHOULD be attracted (and are not). Read more »

Tell Me About It! (Issue 1156)

In which we are reminded to speak first when there are performance problems with our products or services. Read more »

The Audition (Issue 1155)

In which we are reminded to be brave… our prospects and clients almost always WANT us to be brilliant. Read more »

No Soap! (Issue 1154)

In which we are reminded that, if we can’t differentiate ourselves positively from other providers, our clients may make choices that aren’t good for them. Read more »

What Do You REALLY Do? (Issue 1153)

In which we are reminded to focus on the bigger picture of what we create rather than the activities we do day to day. Read more »

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