You Eat Like A Bird (Issue 840)
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 »
Source Media
Same Old. Same Old. (Issue 839)
In which we are reminded to bring new ideas and “change the mix” a bit with our existing, core clients lest they wander off in search of something new. Read more »
Memorable Headlines (Issue 838)
In which we are reminded to interpret the data we present to clients and prospects in a headline or memorable catch-phrase so that they can remember our selling points. Read more »
What Questions Reveal (Issue 837)
In which we are encouraged to interpret the patterns of our prospects’ and clients’ questions and probe for their ultimate outcomes. Read more »
Playing In The Future (Issue 836)
In which we are reminded that we provide great value when we help clients and prospects anticipate what’s coming. Read more »
Finding Tragic Flaws (Issue 835)
In which we are encouraged to look for unproductive patterns in our clients’ decisions lest they come back to cripple them later. Read more »
Back Stories (Issue 834)
In which we are reminded that our “back stories” are, frequently, critical sales differentiators. Read more »
Delay Doing Deals ‘Till Dessert (Issue 832)
In which we are encouraged to devote meal times with clients and prospects to building connections and comfort… with business to follow. Read more »
Five Pints (Issue 831)
In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »
Mothers Day Rain Delay (Issue 830)
In which we are reminded to help clients navigate delays by setting specific expectations and communicating frequently. Read more »
We Are Seriously Social.