Home Ice (Issue 538)
In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell. Read more »
trusted advisor
Matted Down (Issue 537)
In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »
Storm-Chasers (Issue 530)
In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble. Read more »
What’s Different (Issue 520)
In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same. Read more »
Planning Ahead (Issue 517)
In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »
What Will They Miss? (Issue 503)
In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »
We Are Seriously Social.