The Hello Bar is a simple web toolbar that engages users and communicates a call to action.

May 2007

The Primal Scream of Low Price

by Chris Arlen

This week I spent several days training a contractor’s sales staff. Inevitably during training, the primal, fearful scream of low price comes up. And it usually sounds like this: “Customers only buy [...]

click to continue → May 24, 2007

RFPs = Written Interviews

by Chris Arlen

Imagine you’re in a job interview. You want the job. The interviewer needs to hire someone to fill an open position. Simple enough. In the beginning, the interviewer tells you lots of [...]

click to continue → May 17, 2007

Naming Names: Matching Customers’ Words

by Chris Arlen

Tolkien created wonderful character names like Gollum, Gandalf, and Gimli. These names belong to a unique world. When you hear them you know where you are. Same is true for customers. They [...]

click to continue → May 10, 2007

Change is the Hostage of Subtext

by Chris Arlen

Business improvement (aka change) is a hostage to subtext. Change doesn’t occur until subtext becomes text. You know what subtext is. It’s when we say “No”, but mean “Yes”. It’s the elephant [...]

click to continue → May 1, 2007