To give or not to give? – Oh the GUILT.
Was walking to a meeting with a client in Boston earlier today along with one of my colleagues. On our way there, on the corner of...
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Two Weeks Notice.
A Touch of Emotional Relevance Every Two Weeks
- Mar 29, 2020
- 3 min
2 of 56 (or A great Title)
On the plane. Again. Heading home after a few days on the road. 2 days conference. 9 to 5 booth camp. Don't they realize even I cannot be...
- Mar 29, 2020
- 3 min
"What's in a name..."
A few days ago, I received another sales email from yet another software company. Usually I try to be cordial and reply to these emails...
- Mar 29, 2020
- 3 min
Stop calling it a DEMO as a demo, is a one way street.
You’ve been invited to sit at a technology demo by a supplier. Perhaps some new features of the platform you already use or a completely...
- Mar 29, 2020
- 3 min
Let them pay...
For years, my Turkish friend in NYC has been challenging me to a game of Backgammon. We have been teasing each other, threatening one...
- Mar 29, 2020
- 3 min
Who's your real boss?!
The place: Customer Service call center The time: Thursday 9:32pm A dreary representative watches his favorite episode of “Friends” on...
- Mar 29, 2020
- 4 min
“I’m on the Mother F&%$er”
When Jules calls Marsellus Wallace after he and Vincent killed that dude in the back of their car, Marsellus Wallace is “contemplating...
- Mar 29, 2020
- 3 min
The First Line is The Deepest
I asked 27 sales people from different verticals - during a sales cycle, on the first sales call, what are you trying to achieve? 21 of...
- Mar 29, 2020
- 3 min
2 stories about the cost of doing….NOTHING!
Story 1, part A: There is an urban myth about a technology sales guy at his best and final pitch to a large prospect. He walked into the...
- Mar 29, 2020
- 3 min
How many customers do you have? ONLY ONE I replied….YOU!
ook my car to the dealership for a routine treatment. Got there early so I can get out quickly. Not too many are there at 7:10am and the...
- Mar 29, 2020
- 3 min
Baltimore, 10 years and my dad or Make their day.
A couple of months ago, on a previous post here, I mentioned the importance of getting personal. The impact of letting your “corporate...
- Mar 29, 2020
- 3 min
Chicken or a Pig?
I spoke to a colleague over the weekend who asked for some advice. He isn’t sure about his current role. A recruiter had touched base...
- Mar 29, 2020
- 4 min
Emotional Relevance and….Elvis!
I was watching a documentary about Elvis the other day. Elvis, yes, “The King” himself. During his first audition at a major label in...
- Mar 29, 2020
- 4 min
Oh yeah, those guys...
do me a favor…think back to a time when you were planning to buy something. You had a few options to choose from, but you realized they...
- Mar 29, 2020
- 3 min
Emotional Anchoring
As I started talking and writing about Emotional Relevance, more and more people started asking me what it was, how to do it, how to...
- Mar 29, 2020
- 2 min
The death of customer service
If you ask me, 2019 should be the year where we all forget about customer service. Simply not good enough! The evolution of customer...
- Mar 29, 2020
- 2 min
Bird or Lime?
Remember the very first time you got on one of these scooters?? Go ahead, admit it! A bit reluctant, excited, nervous that turned very...
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