Category Archives: Customers

Customer-Centric Selling is Not Enough!

It’s been real popular over the years for sellers to define themselves as “customer-centric.”  A search for the term on Amazon yields more than 3,000 book results!  There’s everything from customer-centric selling to marketing to service culture…and I think it’s wrong. What’s wrong with all the focus on customer-centricity?  Being focused on customers is a […]

Make 2017 the Year of Intimacy

Hold on – I didn’t mean it THAT way! Here’s what the almighty Google says I mean by “intimacy”: Close familiarity or friendship Closeness Select synonyms: closeness, togetherness, affinity, rapport, attachment, familiarity, friendliness, friendship, warmth, confidence – Yes, there are other definitions, but we’ll stop there – this is LinkedIn, not Facebook! Sales Relationship Checklist […]