An Early Lesson (Issue 539)
Sunday, September 25th, 2011In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.
Archive for September, 2011
Home Ice (Issue 538)
Saturday, September 17th, 2011In 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.
Matted Down (Issue 537)
Saturday, September 10th, 2011In 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.
Totally Concrete (Issue 536)
Sunday, September 4th, 2011In which we are reminded to clarify terms we don’t understand before presenting ideas.