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 »
small business banking
(Sometimes) It Isn’t Only About the Money (Issue 529)
In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »
Sell the Strengths (Issue 527)
In which we are reminded to sell the strengths we have rather than those we wish for. Read more »
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 »
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 »
We Are Seriously Social.