Nothin’ But Trouble (Issue 488)
Monday, September 27th, 2010In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting.
Archive for September, 2010
Follow the Steps (Issue 487)
Monday, September 20th, 2010In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.
More Than A Gut Feel (Issue 486)
Monday, September 13th, 2010In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling.
Something to Talk About (Issue 485)
Monday, September 6th, 2010In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes.