In which we are reminded that “Not much” is a weak answer when a prospect asks, “What do you know about us?” Read more »

In which we are reminded that rising up a level often involves breaking things down to bits. Read more »

In which we are reminded to cut ties early to clients for whom we’re not a good fit. Read more »

In which we are reminded to notice and respond to the subtle signs that a client relationship may be going bad. Read more »

In which we are reminded to give our clients a good experience as well as a great outcome. Read more »

In which we learn to pay attention to obvious and less obvious loyalties and connections. Read more »

In which we are reminded to engage internal business partners early in the sales process so we don’t divert valuable sales time to tasks others should do. Read more »