It was that time of the year again. Soapy and the misses were making their way north to spend Christmas with Soapy Junior, his bride and the grandkids. It was a pretty long trek from the sunny south where he’d finally dropped anchor in retirement but seeing family and old friends was well worth […]
Get more information…Deliver better service When that emergency call comes in, it’s time to pause. Of course the customer on the other end is more often than not either worried, angry or panicked. That pause, can pay off – but only if we use it to get more facts so that we can better understand […]
What’s behind…door number one? Every time we get out of the car, open that prospect or customer’s door, we’re entering territory that’s either totally uncharted or that’s at least somewhat unknown. The people on the other side of it might be having the best … or worst day ever. That means that we have to […]
Are you born with it…or is it a learnable? Is leadership an innate talent that some are born with or is it a learnable skill? The answer is both yes and yes. Yes, there’re folks who, right of the box are born leaders. We’ve all no doubt encountered a few of them along the way. […]
Happy people…Happy faces You know the quip. about the guy who’s exhibiting every outward sign of being unhappy or upset but who, when asked says he’s totally happy and everything’s fine. Then the quips’ snappy line follows with, “Well, maybe you ought to tell your face that!”. Perhaps that’s something we might want to tell […]
Life to that…dead prospect That really attractive prospect you gave up on six months ago is still “calling your name”. And giving that opportunity just one more try is pretty hard to resist. Regrettably you know they’re still dealing with the same supplier and as far as you know nothing’s changed in their businesses’ landscape […]
Dead opportunities…And revisiting them So that prospect you wrote off last year as unsaleable after multiple calls is dead. Or is it? Now to be frank, if nothing has changed in terms of what you have to offer, the account’s management, or the quality of the current suppliers’ services, chances are that it still is […]
Noise and…Signal issues In almost all forms of electronics the term noise-to-signal-ratio is used to identify unwanted “noise” like static, from the desired signal. Too much noise and the real signal can’t get through. In our world that term also has meaning – although it’s a different kind of noise that’s the problem. For us […]
New ideas equal…new approaches Practicing real creativity can be daunting to most folks. That probably explains why most of us tend to believe we’re more doers than creators of out-of-the-box ideas. And as long as we believe that false idea that notion will always be true. But the fact is creativity is a process that’s […]
Covid, shutdowns and…rediscovering creativity Back when Covid had us its’s early grip and our bread-and-butter customers were shut down we got creative because we had to. Many turned to selling non-traditional customers to fill the gap that challenge created. That included new ideas – like selling sanitizers to police departments to safeguard them from Covid […]