Matted Down (Issue 537)
In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »
small business banking sales training
Storm-Chasers (Issue 530)
In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble. Read more »
No Bonehead Mistakes (Issue 523)
In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »
Bear Marketing (Issue 522)
In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »
What’s Different (Issue 520)
In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same. Read more »
It’s A Trap (Issue 514)
In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early. Read more »
We Are Seriously Social.