Cultivate the relationship. Not the opportunity.
Had lunch with a prospect a few days ago. A successful small business owner. Been in the business for over 30 years, built a reputation,...
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Two Weeks Notice.
A Touch of Emotional Relevance Every Two Weeks
- Jan 18
- 4 min
If nothing else, just don’t make them feel neglected.
I travel. Quite extensively some might say. And being that I live in Atlanta, naturally, my go to airline is Delta. Delta have been nice...
- Jan 7
- 4 min
Show them THEir way
One of the main differences between a good salesperson and a great salesperson (and the same goes between a good Client Success Manager...
- Dec 20, 2022
- 4 min
All the answers are out there. The answers...not the questions
Went offroading with my son a few weeks back with his '96 XJ Jeep Cherokee. Man were we happy together. At one point (as expected) the...
- Nov 28, 2022
- 4 min
What’s for lunch?
“The meeting with the client in the office is scheduled for tomorrow between 12noon and 2pm. When I see this what do you guys think goes...
- May 23, 2022
- 4 min
My Value Propositions. Plural.
One of the Account Managers I've been working with contacted me to help him get ready for an online call he has planned with one of his...
- Apr 11, 2022
- 4 min
Are THEY happy?
Was watching Bar Rescue with Jon Taffer the other day. Not a big fan of mister Taffer. Too rough around the edges in my opinion and even...
- Mar 24, 2022
- 4 min
Is there ROI for how they feel about you?
What I do is hard. It is hard for many reasons but one of the main reasons is the fact that the ROI is not immediate. It is also...
- Feb 2, 2022
- 5 min
Retention Rates measuring, even for when things do not go as well
Flying back from a full day of discovery with a new customer (#backtofacetofacemeetings). My mind is buzzing. Thinking about the day, the...
- Jan 20, 2022
- 2 min
Put your arm around them and look ahead.
Everyone knew the Titanic was state-of-the-art. Everyone was impressed by its size, its technological advancement, the décor, and its...
- Dec 6, 2021
- 4 min
Where are we on our TRUST Meter?
While working with a client's sales team, one of their sales engineers called me to ask for some advice. He shared an email response with...
- Nov 8, 2021
- 3 min
Business or Pleasure
My mom came to visit and the kids are off school. We decided to drive down to one of Florida’s beaches. Quick Airbnb search and we booked...
- Sep 8, 2021
- 5 min
So there is no doubt
When Abraham was asked to take Isaac to be sacrificed, God told him to take his son, his only son, whom he loved, Isaac. Scholars have...
- Jul 6, 2021
- 6 min
Get a room
A few years ago, an old boss of mine and myself went to pitch at a conference. We purchased in advance a 25 minutes pitch time in front...
- Jun 13, 2021
- 4 min
They want to know what love is. Show them.
Sitting in a nice coffee shop in the outskirts of Atlanta on a somewhat gloomy day. In the background, “I want to know what love is” by...
- Jun 1, 2021
- 4 min
I appreciate you
Emotional Relevance™ is based on an emotional experience followed by having that same experience triggered again, causing us to relive...
- May 13, 2021
- 5 min
Infrastructure of channels. Channels of communication
The other day I went through my list of prospects and realized I never heard back from this guy whom when we spoke about 2 months ago, he...
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