Penetrating Oil (Issue 1048)
In which we are reminded to develop client internal champions who can lubricate decision processes. Read more »
RMA
Home Made One of a Kind (Issue 1047)
In which we are reminded to ensure that we align what clients see with the brand we promote. Read more »
Curious (Issue 1046)
In which are encouraged to be curious about and interested in our clients’ stories beyond the business opportunities we seek. Read more »
What Were They Thinking? (Issue 1044)
In which we are reminded to understand both how and WHY our clients and prospects have organized things the way they have. Read more »
Five Whys (Issue 1037)
In which we are reminded that we find more benefits that really matter if we ask “why?” more than once. Read more »
Pinballs (Issue 1036)
In which we are reminded that being thoughtful, generating ideas, and adding value, takes time. Read more »
Trigger Warnings (Issue 1035)
In which we are reminded to identify and monitor ‘trigger events’ that tell us when prospects or clients may be thinking about issues with which we can assist. Read more »
Cookies (Issue 1034)
In which we are reminded to put things where they belong and to use checklists before meetings. Read more »
Icy Patches (Issue 1033)
In which we are reminded to anticipate, through pre-call research, the impact of past events on clients or prospects we’re seeing now. Read more »
A Seller’s Guide to Gift Giving (Issue 885)
In which we are reminded that, frequently, the best gift ideas are the ones not requested. Read more »
We Are Seriously Social.