In which we are reminded that one small oversight in our delivery raises questions about everything else that we do for that client. Read more »

In which are reminded that we should adapt sales strategies to focus where there ARE opportunities rather than where where we assert or wish there were. Read more »

In which we are reminded about a strategy for reducing presentation anxiety. Read more »

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 »