Finding Tragic Flaws (Issue 835)
In which we are encouraged to look for unproductive patterns in our clients’ decisions lest they come back to cripple them later. Read more »
In which we are encouraged to look for unproductive patterns in our clients’ decisions lest they come back to cripple them later. Read more »
In which we are reminded that our “back stories” are, frequently, critical sales differentiators. Read more »
In which we are encouraged to devote meal times with clients and prospects to building connections and comfort… with business to follow. Read more »
In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »
In which we are reminded to help clients navigate delays by setting specific expectations and communicating frequently. Read more »
In which we are urged to look ahead four years at our sales roles and prepare for what’s (very likely) coming. Read more »
In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »
In which we are encouraged to understand context before we pitch recommendations. Read more »
In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »
In which we are reminded that good call “mechanics” will save us when we make mistakes. Read more »
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