Not Thirsty (Issue 752)
In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea. Read more »
sales tips
Competitor Links (Issue 751)
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »
Don’t Give A Hoot (Issue 749)
In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline. “Nobody gives a hoot about your products, Nick.” He may have substituted another word or two there, and his intent was clear. I was talking to another business owner about how our respective businesses are faring. “They don’t…really. They’re fine … Read more »
Before the Fall (Issue 748)
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »
Pantry View (Issue 746)
In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations. Read more »
Ruthless (Issue 744)
In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow. Read more »
Strawberry Festival – Change of Scene (Issue 738)
In which we are reminded to give our brains a break and change of scene, the better to generate ideas. Read more »
Dirty Work (Issue 738)
In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help. My wife and I are about to do the big “D.” Downsizing. We are leaving the home in which we have raised … Read more »
Rocky Path (Issue 736)
In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”. Read more »
On Giants’ Shoulders (Issue 734)
In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are. Read more »
We Are Seriously Social.