Stay Away from the Tourists (Issue 1234)
In which we are reminded to go where others don’t and slow down enough to converse when we’re networking or building community. Read more »
retail banking
Start with the Problem (Issue 1233)
In which we are reminded, if we want to attract peoples’ attention, to start with their problem. Read more »
Sophia’s (Issue 1232)
In which we are reminded to consider what draws people to us and why someone might go out of their way to find us. Read more »
Sell the Back Story (Issue 1231)
In which we are reminded that our companies’ origins and values stories can be powerful tools to attract, enroll, and engage new clients. Read more »
Details, Details (Issue 1195)
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 »
Sailing, Sailing (Issue 1194)
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 »
Opening Number (Issue 1193)
In which we are reminded about a strategy for reducing presentation anxiety. Read more »
The Book Sale (Issue 1191)
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 »
Pruning the Overgrowth (Issue 1190)
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 »
Behind the Story (Issue 1143)
In which we are reminded to look carefully at details behind the narratives our clients are selling to us. Read more »