Long Term Goals (Issue 969)
In which we are reminded that, sometimes, our role as friend, advisor, or sales person is to understand and remind people about their long term goals so they don’t undercut them with short-term shiny objects. Read more »
talking business with small business
Pathetic (Issue 968)
In which we are reminded to ask (at least) several questions before deciding on a sales recommendation. Read more »
The Sure Thing (Issue 966)
In which we are reminded to include all significant client stakeholders in our proposal development and sales processes. Read more »
Beggars Can’t Be Choosers (Issue 965)
In which we are reminded that the longer we wait and the less we plan, the lower our influence over sales process outcomes. Read more »
The Value of our Sales Time (Issue 964)
In which we are reminded that not all opportunities are worth the effort to land them. Read more »
I Had It Painted (Issue 963)
In which we are reminded not to accept, fully at face value, the stories our clients tell us. When I received this story, shared by a good friend, I loved it immediately. Famous band leader Count Basie was upset because the piano on which he played was constantly out of tune. He told the … Read more »
Heirloom Tomatoes (Issue 962)
In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »
Assessing Buyer Risk Appetites (Issue 939)
In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. Read more »
Five Fast Ones (Issue 938)
In which we are reminded to prepare for five (or any) predictable sales objections. Read more »
Please… Show Me How (Issue 937)
In which we are reminded to be sure… really sure… that our clients know how to use and benefit from the stuff we sell them. Read more »
We Are Seriously Social.