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Train Wreck or On Track: When Your Company CXO Meets Your Customer

I’ve been a buy-side executive most of my professional career.  I never counted, but my guess is I’ve “experienced” over two-thousand face-to-face encounters with sales people, five-thousand phone calls, and probably twenty-thousand emails, voice messages, text messages, and old-fashioned letters.  As you can imagine, I’ve seen all kind of sales strategies, methodologies, techniques and gimmicks ranging from the truly outstanding to the very ugly.

Interestingly, I only remember the extremes: the 10% of the very best sales campaigns and the 10% of the very worst.  The 80% in the middle are undifferentiated fuzz in my mind.  If I remember your name and the company you represented, there’s a 50/50 chance I either loved you or hated you … not personally mind you, but professionally.

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