News from Afar (Issue 612)
In which we are reminded that selling also includes sharing our perspective to help our clients advance. Read more »
trusted advisor
Tell Me Why (Issue 611)
In which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients. Read more »
Contingencies (Issue 609)
In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance. Read more »
Taken for a Fool (Issue 605)
In which we are reminded to be a little skeptical about what we hear from our prospects and customers. Read more »
Genuine (Issue 604)
In which we discuss the gentle art of the compliment. Read more »
Cave of Wonders (Issue 603)
In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays. Read more »
Slow Leaks (Issue 602)
In which we are reminded to fix diversions that slowly reduce our sales time and productivity. Read more »
How Will I Know? (Issue 601)
In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions. Read more »
Squirrels (Issue 595)
In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions. Read more »
Wind Blown (Issue 593)
In which we are reminded to focus on differences rather than routine questions when we write our call plans. Read more »
We Are Seriously Social.