sales tips

Trip to Detroit (Issue 1128)

In which we are reminded … again … to confirm the gap before recommending a solution.  Read more »

Whether Forecasts (Issue 1127)

In which we are reminded that inaccurate or late-changing sales forecasts can create expensive consequences. We were, all of us, in a fluffle last Monday afternoon. The national and Boston-area weather forecasters were predicting a major snowstorm. For Cambridge, Massachusetts, where I live, they predicted 5 inches to 8 inches of heavy, wet snow driven … Read more »

Signs (Issue 1126)

In which we are reminded that too much focus may mean missed opportunities. Preparing to fly home from a city that shall remain nameless, I drove my rental car through the airport looking for access to the gas station from whose cool, subterranean tanks I needed fuel. I was feeling lucky. No traffic in front … Read more »

Make It Personal (Issue 1125)

In which we are reminded that introductions and referrals involve personal, not paper,  connections.   Read more »

Role Plays, Anyone? (Issue 1124)

In which we are reminded WHY we (should, really) practice. Read more »

Be Curious (Issue 1123)

In which we are reminded, when speaking with clients and prospects, to think through the lens of curiosity rather than judgment. Read more »

Pictures Don’t Lie (Issue 1122)

In which we are reminded that we can think we’re doing a great job until someone shows us a picture or recording. Read more »

The View From Lower Floors (Issue 1121)

In which we are reminded that sometimes, when we’re attempting to reach the top-most levels of a company, it helps to drop down a couple of levels to see the view from there. Read more »

Contrarian Perspectives (Issue 1120)

In which we are reminded that, unless we have something contrarian or different to say, our voices get lost in the noise of the crowd. Read more »

Different Voices (Issue 1119)

In which we are reminded that even clients that look and feel the same have different voices. Read more »

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