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 »
small business banking
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.