Fully Ready (Issue 1042)
In which we are reminded that “feeling you’re ready” is different from “being fully ready”. Read more »
sales training
Beyond Our Scope (Issue 1041)
In which we are reminded that, sometimes, we have to help a client solve a problem or remove an obstacle that is outside of our normal scope so they can move forward with services we CAN provide. Read more »
Amplify the Melody (Issue 1040)
In which we are reminded that our proposals should emphasize one or two ideas clearly to ensure clients can hear them. Read more »
Personal Touch to Top of Mind (Issue 1039)
In which we are reminded that, the more deeply we know our clients’ challenges and celebrations, the more able we are to share resources that they find valuable and that elevate our visibility. Read more »
A Team Before the Storm (Issue 1032)
In which we are reminded, when selling to complicated or major accounts: Bring in the team early. Read more »
Grandi Ravioli (Issue 1031)
In which we are reminded not to assume that our clients know what they are doing when they ask for products or services. Read more »
Conversation Starters (Issue 1030)
In which we are encouraged while networking or going about our daily tasks, to wear something that stands out, breaks the ice, and starts conversation. (Offered with apologies to my Michigan State friends.) Read more »
Chasing Ravioli (Issue 1029)
In which we are reminded that, no matter how good our offer or relationship is, many clients will always have an eye out for ‘what else is out there.’ Read more »
Validate and Verify (Issue 1028)
In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should pause… and ask questions. Read more »
Walk in the Alternatives (Issue 1027)
In which we are reminded that, sometimes, we have to give even well-informed clients or prospects time to sit with our recommendations and their alternatives before they make decisions. Read more »
We Are Seriously Social.