Acapella (Issue 707)
In which we are urged to carve out the time needed to research and prepare for sales calls. Read more »
St. Meyer and Hubbard
Cachucha Fandango (Issue 706)
In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say. Read more »
Expertise So Clear… (Issue 706)
In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?” Read more »
The Right Rake (Issue 705)
Taking a risk I may lose the desert denizens and apartment-dwellers in the crowd… In which we are reminded to adjust our questioning to the circumstances rather than using ‘one size fits all’ profiling methods. Read more »
Superstitious Behaviors (Issue 704)
In which we are prompted to ask ourselves, “Are we working with a replicable, predictable sales process?” Read more »
Nothin’ But Trouble (Issue 703)
In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting. Read more »
A Table In Advance (Issue 702)
In which we are reminded: Get to our clients BEFORE they finish their budgets and plans for next year. Read more »
Buying Decisions (Issue 701)
In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues. Read more »
Keeping Up To Date (Issue 700)
In which we are reminded to document our sales and client management activities day by day (even ‘though that’s about the last thing in the world we want to spend time on). Read more »
I Want An Opinion (Issue 699)
In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions. Read more »
We Are Seriously Social.