After Shave (Issue 1018)
In which we are reminded to fully understand our customers’ specifications before recommending or delivering. Read more »
trusted advisor
We Are What We’ve Heard (Issue 1010)
In which we are reminded that, to continue developing, we need to listen more widely. Read more »
The Last Steam Engine Train (Issue 1009)
In which we are reminded that, to learn new technique, we must be patient. Read more »
The Walk (Issue 1008)
In which we are reminded that, sometimes, the most direct routes into major accounts are not the best. Read more »
Never Go Out Without Treats (Issue 1006)
In which we are reminded to notice, recognize, and reward or compliment our colleagues’ (or children’s) productive performance even when they perform well, routinely. Read more »
The Line to Get In (Issue 1005)
In which we are encouraged to consider other buyers or other account entry strategies when the usual approaches to clients or prospects are crowded with other salespeople. Read more »
That’s Just How It Is (Issue 1003)
In which we are reminded that ‘status quo’ is a challenging sales obstacle. Read more »
Simple Opening Questions (Issue 1002)
In which we are encouraged to begin client meetings with a simple opening question and silence. Read more »
We Are Seriously Social.