Go find your cat. I’ll wait. … No cat? Borrow one; people leave them everywhere. Now look the cat in the eye and ask, “how likely are you to recommend me to a friend or colleague?” I’m going to bet that if you have this conversation with ten cats, one of them will climb into […]
Dos & Don'ts for Agency Reviews
An agency review is a lot like cleaning out a closet. You keep putting it off because it’s messy and inconvenient, and it forces you to confront some decisions you are not entirely proud of. Deep down, though, you know you need to do it and you’ll feel so much better once it’s done. Guess […]
Dont Waste Your Sales Call Do-Over
There are so few opportunities for redemption in the cold, hard world of B2B selling. Deals are big, cycles are long, memories are longer. But just as tennis offers a second serve, sales offers the get-out-of-suckiness-free card in the form of the follow-up . Last week we met some lazy, ill-equipped and dangerously eager sales people […]
Six Ways to Not Suck at Selling Things to Me
Did I send some message into the universe that attracts bad sales people? Is there a rehab centre nearby for under-performers? Have suppliers everywhere been forced to hire chipmunks and voles instead of real Sales Squirrels? I’m in a new role these days, one that spends more than the old role. Plus I’ve been pretty […]
Every Little Thing You Do is Branding
(Originally published July 2012) Right after I realized I wasn’t going to be crushed by a furniture truck, I figured out a thing about brands that many companies forget. And that thing is that every action perpetrated near or by your brand should expect to generate an equal and opposite reaction. So the furniture truck […]