Clients Who Know (Issue 608)
In which we are reminded: We run a risk when we assume that clients correctly understand their problems. Read more »
sales training
Something to Talk About (Issue 606)
In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses. Read more »
Taken for a Fool (Issue 605)
In which we are reminded to be a little skeptical about what we hear from our prospects and customers. Read more »
Cave of Wonders (Issue 603)
In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays. Read more »
Slow Leaks (Issue 602)
In which we are reminded to fix diversions that slowly reduce our sales time and productivity. Read more »
How Will I Know? (Issue 601)
In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions. Read more »
The Value We Bring to the Table (Issue 590)
In which we are reminded not to fall for the bait of taking an order just because the customer asked for it. Read more »
Wide of the Mark (Issue 582)
In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level. Read more »
Transitions (Issue 577)
In which we are reminded to include transitions in our pre-call planning. Read more »
Take What the Defense is Giving (Issue 574)
In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »
We Are Seriously Social.