Category Archives: Newsletters

12 Indicators of Relationship Decline

The CEO of a Fortune-100 company I was advising got an unexpected call from the CEO of their largest technology supplier. The technology company CEO said he was going to be in New York City the following week and wanted…

Eight Strategies to Grow Your Business in Any Market Conditions

One of my clients, a global consulting firm, wanted to build a relationship with a Fortune-50 company in the Midwest. This company never used consultants, and my client had virtually no preexisting relationships with their management. However, my client was…

Want More Share of Wallet? Grow Your Share of Mind

Everyone would like more of their client’s business—more “wallet share.” But few are willing to invest the time and effort to do what it actually takes to earn that additional share of their client’s expenditures. The strategy to gain more…

Seven Ingredients that Make You Truly Authoritative in Your Clients’ Eyes

Do Your Clients See You as an Authority? One of the greatest accolades you can receive from a client is the declaration that you are an authority in your field. Even better still is to hear you are a “leading authority” or…

What to Do When Clients Are Unresponsive

One of my favorite New Yorker cartoons was drawn in 1993 by Robert Mankoff. It shows an executive at his desk, fielding a telephone call from someone who wants to meet him. “No, Thursday’s out” he replies to the caller, adding, “How…

Is Virtual Selling Really Different? Here are the Facts

By Andrew Sobel In the last few weeks my inbox has been bombarded with articles about how you need to dramatically change your business development approach in order to sell in a virtual environment. Puzzling Headlines I’m actually a little…

Empathy Costs Nothing but Is Priceless

Are you really listening, or just waiting until YOU can talk? We need empathy more than ever Empathy is the ability to sense other people’s emotions, and also imagine what they are thinking and feeling. It’s a fundamental skill that…

Now Is the Time to Build Your Level 3 Relationships

The current environment is stressing many types of relationships. Clients are being forced to postpone contracts with long-standing providers. Parents and adult children are living under the same roof for the first time in years, at times uneasily. Loved ones…