I just received a creative postcard in the mail – I thought I’d share it with those of you who are out selling. Bill Whitley, a good friend and colleague sends me a card picturing an Eskimo with the frequently seen red circle and slash – NO ICE FOR ESKIMOS…it’s part of his campaign to steer sales people away from selling clients things they don’t need. He says in his note, “I would much rather do the best possible discovery, understand my customer’s needs, and create a solution that they want to buy and will benefit from for years to come (and will thank me for). Well said Bill. You can reach Bill for more sales insights at www.billwhitley.com.