Weekly Sales Thoughts

In which we discuss the merits of pacing oneself through the sales year.

(We offered this column for the first time in 2002. We repeat it annually  to mark the passing year.)

Last Thursday, my family and I, complete with children and grand mothers, celebrated Thanksgiving. I married into a family that believes Thanksgiving dinner was successful only if the dining table legs threatened to buckle under the weight of the food on the table. This year was no exception.

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Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.

My Urban Spoon app wouldn’t open on my iPHone. Neither would the other apps I’d downloaded.

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In which we are reminded…. and  reminded… and reminded… to remind out clients about the value we’re creating with them.

“What time is your flight,” inquired my driver? I climbed into his cab at 5:30 pm, leaving my hotel in Chicago bound for O’Hare airport. “7:10 pm,” I replied.

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In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.

“So, what is your Plan B,” I asked?

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In which we’re reminded to call even our smallest clients at least once per year to check in.

“I’m really disappointed in how your firm has taken care of us,” I said to the managing partner.

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