small business banking

The “Short” Personal Story (Issue 911)

In which we are reminded to craft short versions of our personal stories that prompt conversation. Read more »

You Eat Like A Bird (Issue 910)

In which we are encouraged to look back at a client’s history of decisions and progress before moving forward with recommendations for next steps. Read more »

Get In Early (Issue 909)

In which we are encouraged to proactively approach our clients and prospects rather than waiting for their RFPs. Read more »

Compère Lapin (Issue 908)

In which we are reminded that personalized  attention to  small details can make us memorable. Read more »

Walk Around The House From Time to Time (Issue 907)

In which we are reminded to broaden our range of contacts within each of our clients, beyond the “side of the house” through which we enter. Read more »

We Still Have A Role (Issue 906)

In which we are reminded, we still have a critical role as salespeople in a web-oriented economy. Read more »

Heirloom Tomatoes (Issue 905)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Cheering Section (Issue 904)

In which we are reminded that our  post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »

Needless Markdown (Issue 903)

In which we are reminded that we (probably) don’t have to offer price discounts if our clients fully experience our value. Read more »

Products That Don’t Sell (Issue 902)

In which we are reminded that, if clients don’t like, desire, or need one of our products, lower prices likely aren’t  the issue. Read more »