Planting Seeds in Conversation (Issue 526)
In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. Read more »
small business banking
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 »
Planning Ahead (Issue 517)
In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »
Four Brushes (Issue 512)
In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. Read more »
Stop the Bleeding (Issue 510)
In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment. Read more »
New Ideas, Fast Fulfilled (Issue 507)
In which we are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast. Read more »
Triple Priced (Issue 506)
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
Frost Bite (Issue 505)
In which we consider how long to pursue cold prospects. Read more »
Toccata and Fugue (Issue 504)
In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience. Read more »
We Are Seriously Social.