Why is failure so often a surprise? Why are we often shocked and/or unable to explain what happened to our plan? Why are we so overconfident? In love, it happens more than half the time: Most relationships where we thought we had “the one” don’t end in marriage, and half of marriages end in divorce. […]
Tag Archives: love and selling
Love and Selling, Relationships Sales, Sales Relationships
Showing Clients the Love on Valentine’s Day
09
Feb
Feb
It’s almost Valentine’s Day, which for a lot of people means an opportunity to refocus on loved ones and show the love in a special way. Doesn’t V-Day hold the same opportunity for sellers? Why not take a moment this week and show your customers and prospects the love? Taking the advice of the World’s […]
14
Dec
Dec
I disagree with Pat Benetar. I’m going to just presume that you know who Pat Benetar is, but if you don’t, here’s her Wikipedia page. Full Disclosure: Here are several true facts (not alternative facts!) about the relationship between Pat Benetar and me: There is no actual relationship between Pat Benetar and me. We have […]
Customers, Relationships Sales, Sales Relationships, Selling Tips
Customer-Centric Selling is Not Enough!
08
May
May
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 […]
19
Feb
Feb
Just the other day, I threw on some of my warmest gear and went running in the cold. And I mean COLD – the air temperature was -4 degrees Fahrenheit (-20 Celsius for my international friends). While I was stumbling through a five-mile (8K) festival of frigid, I had some time to think. Many of […]
02
Nov
Nov
One of my favorite parts of this job is the chance to be a part of a great many sales meetings – from big, giant conferences to everyday district or team meetings. This past year, for example, I experienced sales meetings on four continents and seven countries, some of them outstanding. While every meeting is […]