(Sometimes) It Isn’t Only About the Money (Issue 529)
In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »
Prospecting
Stir ‘Em Up (Issue 524)
From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention. Read more »
No Bonehead Mistakes (Issue 523)
In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »
Bear Marketing (Issue 522)
In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »
Pathways Overlooked (Issue 518)
In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all. Read more »
Four Brushes (Issue 512)
In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. Read more »
New Ideas, Fast Fulfilled (Issue 507)
In which we are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast. Read more »
Frost Bite (Issue 505)
In which we consider how long to pursue cold prospects. Read more »
We Are Seriously Social.