Onion Disruption (Issue 1051)
In which we are reminded to share with clients the full picture of purchasing and implementing a new product or service lest they find it not their taste later on. Read more »
trusted advisor
Look Ahead (Issue 1050)
In which we are reminded to look ahead, far ahead, in our strategic accounts, to anticipate conflicts and opportunities that may affect our sales progress. Read more »
Squirrels (Issue 1043)
In which we are reminded to set priorities and put boundaries around our sales efforts. Read more »
Fully Ready (Issue 1042)
In which we are reminded that “feeling you’re ready” is different from “being fully ready”. Read more »
Beyond Our Scope (Issue 1041)
In which we are reminded that, sometimes, we have to help a client solve a problem or remove an obstacle that is outside of our normal scope so they can move forward with services we CAN provide. Read more »
Amplify the Melody (Issue 1040)
In which we are reminded that our proposals should emphasize one or two ideas clearly to ensure clients can hear them. Read more »
Personal Touch to Top of Mind (Issue 1039)
In which we are reminded that, the more deeply we know our clients’ challenges and celebrations, the more able we are to share resources that they find valuable and that elevate our visibility. Read more »
A Team Before the Storm (Issue 1032)
In which we are reminded, when selling to complicated or major accounts: Bring in the team early. Read more »
Grandi Ravioli (Issue 1031)
In which we are reminded not to assume that our clients know what they are doing when they ask for products or services. Read more »
Conversation Starters (Issue 1030)
In which we are encouraged while networking or going about our daily tasks, to wear something that stands out, breaks the ice, and starts conversation. (Offered with apologies to my Michigan State friends.) Read more »
We Are Seriously Social.