When I ask you whether your organization has a customer experience culture, how do you answer? If the answer is “Yes!” just what does your customer experience culture look like? Sound like? Deliver like? For starters, this phrase simply may pay lip service to the phrase: “customer experience.” In reality, there is no “culture” that… [Continue Reading]
My post today is featured on Robert Terson’s Selling Fearlessly blog. It’s title: Everyone is a Customer of Everyone Else, an excerpt from my book, Do YOU Mean Business. Enjoy your read. Tell me how the concept of customer plays out in your workplace and in how you serve your customers.
Twelve years ago I had a painful and embarrassing experience that not only provided an invaluable lesson, but also helped define the future of my career. I had just walked away from a company where I was the top performing salesperson on a team of 15. The owners sold the business to a gigantic public… [Continue Reading]
It’s hard to sell when your customer doesn’t get a word in edgewise. For all your lecturing, demo-ing, and just plain showing up and throwing up (ah, what a wonderful phrase), you finally come up for air. And the client is still looking at you. No comment. No interest. No way are they going to… [Continue Reading]
A Sales Aerobics for Engineers® Defining Moment Guest Post by Gary S. Hart Getting the sale was my priority until I realized that priority was holding me back from real success. When author Howell Raines coined the phrase “defining moment” as a reporter for the N.Y. Times in 1983, he had no idea it would… [Continue Reading]