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Sightings is a semi-monthly, short, fast-read, idea-packed publication. It provides insights into better, faster and more efficient firm management.

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Denial

PREVIOUS SIGHTINGS
pdf Remember: people buy benefits, not features
April 2010 pdf Empathy: The six parts of every proposal
pdf How is your client-satisfaction survey process?
pdf Invite me to be your digital friend…please
pdf The birds and the bears
pdf It Will Never Be The Way It Was
pdf Now get out there and sell something
pdf An Assortment of Good Things to Know
pdf Selling services in today's recession
pdf Writer’s Tools of the Trade
pdf 16 Things I Wish They Had Taught Me in School
The Softer Side of Service
Selling Services
The Rough and Tumble Game of Musical Chairs
The marketing savvy of dogs
The hidden power of testimony
Ask Good Questions
Winning Proposals - everyone needs enough time
Boldy go - why good design pays
Inertia: fierce competition
In tough times: six day underwear and getting back to basics
Over and Over and Over; Frequency Builds Trust
Vitameatavegamin for Referral Recruiting
Parallels Between Keeping Employees and Clients
Networking: The Redneck Games
Sticky Stuff
Best Marketing: Word of Mouth
Being Great
Get Inked
That 1980 Oldsmobile 98 Diesel Powered
Land Cruiser
Paul "Bear" Bryant
Lipstick on the Bull Dog
Profit Makers/Profit Takers
Suppositories
Nose In Fingers Out

Trade Show Top Ten

Silk Alley
Celebrating "B's"
Robber Cares
   
Generations at Work
Holes In the Bagel
Paying for Rain - Pay for the Performance of Your Key Sellers; Look for these Roles Within Your Teams
Going Postal (Cards); Essentials for Effective Direct Mail Campaigns
Developers Discuss Their Markets and Doing Business With Them; Why Helping Others At Work Builds More Than Productivity
Hungry for Change---Send Some of your Out-of-Date Practices to the Graveyard
Dragon Slayors - How Reputation Studies Benefit Firms
No Bull---Get Rid of Fluffy Language; Why Do We Need A New Office Location; Why Change Efforts Fail
  What A Pickle! Do You Have a No-profit Gorilla Client?
Eleven Rules for Networking
Retaining Clients When the Rainmaker Leaves
Stop the World---A model for Relationship Based Selling and Marketing/Words Equate Into Success
Persuasion Through Storytelling/Faux pas, Please/We Love Stories
The Marketing Savvy of Dogs/High Performing Employees
What Six Deep Pocket Owner Reps Taught Me
Know Your Street Reputation/Better Meetings
Ethics and Your Reputation/Ethical Decision Making---Helping Employees/Value Statements for Your Firm
Six Day Underwear-Back to the Basics/Effective Rainmakers Dance Harder in Tough Times/Nine Rules for Sellers
Avoid These Stupid Mistakes At Project Interviews / Words That Sell / What is Marketing?
The Art of the Smooze-Networking / How is Your Client Satisfaction Survey Process? / SMPS Foundation Awards Schrag Research Grant
Watch Your Language-Reduce Liability in Your Marketing Pieces / The Power of Image Studies / Sign on Bonuses Are Still Here / Pitfalls in Strategic Planning
Client Loyalty-Earning and Keeping It / Remove Fluff From Your Proposals / Weakest Link: Trust---Why Workers Leave Jobs

 

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