- Producer10/10/2016Beach Wolf Fairy Garden (Guest Author)"It was a fairy dream and a monster dream and there was a bear. The helicopter saved us from the monster. It took us to the beach. It has shells and it has an ocean for us to swim. I had to have my floaties on so I don't sink. Now I can go!"The...
- 06/10/2016Mike Bosworth speaks about prospectingMike Bosworth, Story Seekers®, Fill Your Pipeline (Sales Acceleration Summit 2016) Mike Bosworth, the creator of Solution Selling® and "What great Salespeople do" has created a program, Story Seekers®, that enables salespeople and other...
- Producer30/09/2016Getting Intimate with Your Consumers is 100% NecessaryI absolutely love getting intimate with my company's consumers. Stop right there. It's not like that!I could walk into any corporate building in any city, and the marketing and sales teams could tell me all about their target customer age, income...
- Producer22/09/2016What can we learn from Wells Fargo?Picture CreditAlthough most of us in small business can’t even imagine operating a company of that size, a lot of what has happened in recent days concerning WF is applicable. The first thing we can recognize, trust is something...
Comments22/09/2016 #8 Harvey Lloyd#7 @Tausif Mundrawala, I believe that market segmentation has occurred across many industries. The advent of social media has allowed folks to cluster in large groups and they can't be ignored. But trust is a value that cuts across all of the groups. They may not like something you have and it is your role to figure that out, but they can still trust your brand. Listening to some of my Gen X daughters talk with friends i hear brands being discussed and many can't "find" anything but they "love" the store. A trusted brand can always expand into different groups. Brands without trust are usually busy trying to keep what they have.22/09/2016 #7 Tausif MundrawalaCatering to customer needs is the most prominent aspect of doing business. Nowadays in apparel industry they rope in plump models in order to endorse their brands. Gone are the days when only size zero models were the faces of various brands. Companies can't thrive on one size fits all factor. Thanks for sharing this post.22/09/2016 #1 Aurorasa SimaTrust is the ultimate currency (said the SAP CEO, Bill McDermott). I laughed when he gave an example for customer loyalty back from when he owned a Deli: “When we want good food and fun we come to you, Bill. When we want to steal, we go to the 7-Eleven.”
I love your article (I have to as we seem to share some beliefs and "values").
- Producer28/06/2016Able Marketing to MillennialsUNDERSTANDING THE MILLENNIAL MARKET...There it was in front of me, and I hadn't a clue how it got there. An article on marketing to millennials. On my laptop screen. Right there. On LinkedIn.Weird, because my LinkedIn user account was shut down by...
Comments29/06/2016 #8 Praveen Raj Gullepalli#2 New Gen, Next Gen, X-Gen, Now Millenials or may I say - Text Gen ;) ...sure looks like another Marketing ruse! :) It is easier to bunch em and munch em cos that way you get a bigger bite, right? God know how braintucky-fried this generation is gonna be in another 5 years from now...with so much necking into small screens, posturing improperly, using them hands and fingers that way. Gonna hit the neck, the back, the eyes, the hands, and of course the brain...not just information overload but the radiation too! I dunno about them living longer than our generation...they are already getting run over by trains and buses and cabs and bikes texting-strolling with earphones blaring, out on the streets :) It is an epidemic! Are they making the brain (now replaced by the OS and Apps) and thought (replaced by influencer recommendations and trend-spotting) redundant? Am keeping em crossed! ...Now that's hard to do while texting! :)
- 14/09/2016The ALL BUSINESS hive is all about business, and ONLY ABOUT BUSINESS. Get the business=related content you want, from authentic, real-world business people... and AVOID WHAT YOU DON'T WANT. https://www.bebee.com/group/all-business
- Producer14/09/2016The Cost Of Bad Hire In SalesHow you can protect your investment Jim is a Senior Account Manager in the Finance Industry. It´s been six years now since he first had the pleasure to choose his company car.Jim´s is selling IT Outsourcing. Only the big fishes.He still remembers...
Comments15/09/2016 #8 Aurorasa Sima#6 Absolutely, dear @Gert Scholtz, we are also involved in team-building and lucky to welcome different professionals, from Lawyer to Board Member. As you so rightfully say many of us depend on the ability to influence change, even though they do not have "sales" in their job titles.
Hahaha, yes, you´re right. Story Seekers could also help fighting less with your wife or persuading your kid to stop using their cell phones while driving. But we don´t market it like that (;
That said, another group that can benefit is job seekers. It has become hard these days to score your dream job, and a connective approach will help you to shine in interviews.14/09/2016 #6 Gert Scholtz@Aurorasa Sima I would think the skills you teach at Storyseekers is important not only for sales but for all in business, or in life for that matter. Forming emotional connections, the ability to listen and developing the talent to tell a story - all of which you show so well on beBee.14/09/2016 #3 Aurorasa Sima#1 You are exactly right. And there is a second factor: After 18 months, the performance of most new hires goes down. When they have become experts, know every possible problem and constellation, and stop listening to clients. Only then will you find out if they possess the social skills needed to be a top-performer.
So there are two factors why in B2B why Managers can make costly mistakes when hiring salespeople. I´ve seen that you are an expert in the field and it´s great to hear your feedback and pick brains.14/09/2016 #2 AnonymousMore than ever, soft skills on sales world are very relevant. Years ago the figure of a sales man telling slippery jokes was common, or as I named them, cup-of-coffee sales people. When I joined a multinational company as Sales Manager, the prior Sales Manager was one of those, and his last 3 years were -7% -9% and-11% of negative trend. The first year I joined, sales increased 5%, and next year grew up to 15%. Was I better sales man? No. I am a technician. Had I more experience on the product? Not at all, as the prior one had his company starting from 0 along 25 years until the point he sold it to the multinational. The key was that I visited all the distributors encouraging them, and together with them we visited "conflictive" customers to solve problems and settle conflicts. Listened carefully about their worries, and quickly provided solutions when it was possible, or if not, we discussed alternatives.
Again, soft skills are more important than ever.14/09/2016 #1 Julio RodriguezGreat article! The longer the sales cycle is, the harder it is to determine if a salesperson is performing poorly, or if they are struggling with a particular part of the sales process. Ongoing communication critical especially when managing from a distance. Luckily, technology allows for face to face communication that can give managers a closer style of communication with their remote teams.
- 11/09/2016"People have the same attention spans they’ve always had—the difference is interest spans...The purpose-told story is the marketing story, and it, too, holds attention—which is the definition of entertainment. You’re entertained when time goes by and you don’t notice. But when it climaxes, it has to trigger an action."Why Brand Storytelling Is the New Marketing: An Interview with Robert McKeewww.skyword.com To many in the film industry and business arena, Robert McKee is the world's foremost educator on story craft and brand...
- Producer11/09/2016The Sensational Language of EngagementImage: www.tom2tall.com Annie Sullivan, Hellen Keller and Phillips BrooksS This blog (first appeared on Therapists site April/2016) is dedicated to Gretchen Schmelzer whose work has often inspired...
Comments13/09/2016 #20 Sara Jacobovici#18 Thank you @Deb Lange. Looking forward to the publication of your book. Very exciting and wishing you all the success!
Re safe holding space, from my perspective, we internalize that original space and spend all our lives either sustaining it or modifying it. In my discussions with @Irene Hackett I have expressed that I am beginning to think that the space referred to by Viktor Frankl when he says, "Between stimulus and response there is a space. In that space is our power to choose our response. In our response lies our growth and our freedom.", is connected to our original space.13/09/2016 #18 Deb LangeI agree @Sara Jacobovici . Just as the child needs a safe holding space to grow, so do we need to keep creating a safe holding space for our interactions with one another at all ages and stages in life. The holding space is sensory and energetic. Today more than ever, I believe it is the time to name, these unseen but felt spaces and to intentionally care for them and create them with what allows us to cooperate with one another. "We" have attempted to take away the sensory and replace it with the abstract and the theoretical during the times when our 'God" has been the God of logic and rationality. But, it has not worked. We are starved of our sensory experiences in the world of logic and reason, which is almost like being starved of our own humanity. I have attempted to write about this in my book, 'Trust Your Senses", which will be published in October. And there is much more to be written as you have so eloquently done here. We are in the middle of a Senses (r) evolution. We are being called to return to our senses.11/09/2016 #17 Deb Helfrich#4 "When the child is developing, his or her senses are what provides meaning. Only later does the child begin to "think". Yet because these sensory experiences are pre-verbal and pre-cognitive developmentally, the behaviours stay on as patterns, as you say. Only an awareness, a conscious understanding of what we are doing and exploring the why, will lead to change."
What a tremendously important quote, @Sara Jacobovici. This is the crux of why we behave as we do, which can be bafflingly unrelated to our conscious thoughts. We learned so much via direct sensory experiences before our cognitive processing was up to our current level of rationality. We have chunked together actions and behaviors from external triggers that can be truly hard to interrupt because these patterns are run by our subconscious.
This is where building a new habit of creativity just might help, as if we practice trying to 'see' things differently we may begin to notice when we run on auto-pilot staying in a rut, even though we have pledged to change something in our life.11/09/2016 #16 Ali Anani#15 Dear -@Sara Jacobovici- it is enough that I write about triads; it is equally important that my writing finds good listening". Your triad is super and I find it very relevant. This makes me happy and even happier than with response for my own writing.
Is there a better way than a drop of honey resulting in bubbling honey with ideas> You made the honey bubble dear Sara with this profound triad.11/09/2016 #13 Sara Jacobovici#12 Agreed @Aurorasa Sima. I have a Hive https://www.bebee.com/group/defining-creativity because I am very interested in this topic and I do believe that there are different ways for us to express our creativity. It's interesting that today there is a title of Creative in the corporate world. (That's another story.) My premise is that we are made up of the triad; we are a sensory being, a conscious being and a creative being. I often say that adaptation is one of our most creative abilities. I do look forward to putting some thoughts down. Hope it comes out OK. Thanks Aurorasa.11/09/2016 #12 Aurorasa Sima#10 I am interested in your definition what creativity is and how it ... surfaces. That said, only if it´s a topic you would like to expand on.
Personally, I am of the opinion (understanding that creativity is not just art) that I am not creative at all. People try to tell me that everyone is creative. I am good at combining things I have seen in new ways. But that´s not creativity as I understand it.
And then I thought that that topic might be interesting for a lot of other people too.11/09/2016 #9 CityVP ManjitEven in our Toastmasters club environment where college students come to learn public speaking and engage in leadership activities, the first principle of our college club is to create a safe environment. That creation of safe space is an act of creativity in its own right, but how often do we prepare the ground that way - instead the economic blindness we base our decisions on may lead us to writing off what Annie Sullivan did so well, to have the patience to create the room that Helen Keller needed to find herself and in so doing reveal the extraordinary women that Keller was, hidden by what she could no longer see or hear. We think of this as the work of caregivers, therapists and healthcare professionals - and this is economic blindness - the insight here is all of us can do this and it begins first with preparing that ground.11/09/2016 #8 Aurorasa SimaIt is a paradox like many things in life. What a wonderful post, dear @Sara Jacobovici. "We discover ourselves through our communication with the other and through the sensory language of engagement" and humans are blessed to be the life form with the ability to tell stories. I would love to read your take on creativity. Shared to story seekers.11/09/2016 #5 Ali Anani#4 Your response relieved me dear @Sara Jacobovici. Now, I am more encouraged to proceed on a series of buzzes on trees as metaphors for a diversity of ideas such as trees and tears (senses), and trees as metaphor for storytelling with a new perspective. My first question is are trees fearful?11/09/2016 #4 Sara Jacobovici#2 Wonderful to "hear" you thinking @Ali Anani. You expand the concepts in the discussion and you ask questions that lead to more thinking.
You write, "The distorted senses may lead to patterns of repeated behaviors." Couldn't agree more. When the child is developing, his or her senses are what provides meaning. Only later does the child begin to "think". Yet because these sensory experiences are pre-verbal and pre-cognitive developmentally, the behaviours stay on as patterns, as you say. Only an awareness, a conscious understanding of what we are doing and exploring the why, will lead to change.11/09/2016 #3 Sara Jacobovici#1 Thank you @David Navarro López for your comment and your link. I just finished reading your Buzz and commented.
What you call an "Oxymoron", I call a paradox. For me the difference is that in a paradox both states exist at the same time while an oxymoron cancels each state/other out. What makes Winnicott's holding environment so potentially successful is that it blends the caregivers qualities of holding and allowing. There is no "doing" for the child or letting the child do whatever he or she wants. It is an integrated environment as opposed to the "theory of the day" parenting or where has the pendulum swung; discipline or "freedom".
You are obviously a caring and aware individual and parent David. My sense is that you have the main factor needed in this discussion, a big heart!11/09/2016 #2 Ali Anani"In order for an infant to develop a sense of self as independent from others, it is dependent on the other to provide the environment in which to develop this sense."What captured the attention of David @David Navarro López is what re-captured my attention. THis time with different interest than last time dear @Sara Jacobovici. Infants store their memories as they grow up. If a father treats a child with anger and threat the child shall develop fear from others and seek help. and I wonder if we influence the infants for far longer times than we may influence their thinking. The distorted senses may lead to patterns of repeated behaviors. Developing infants senses is a huge challenge for us to allow them to develop without exploiting the infant's need for our attention to feel safe and beloved.
“It is only in being creative that the individual discovers the self.” Great, and this this also to rediscover the value of upgrading our thinking. Sometimes, few people are so close to us that we rediscover ourselves when we rediscover ours. I wonder if when we share love or whatever feelings, we would share our senses as well like twin brothers.
Great and beautiful mind you have dear Sara.
- 10/09/2016“Speak when you are angry - and you'll make the best speech you'll ever regret.”― Laurence J. Peter
- 09/09/2016Selling to Europe vs. the U.S. has always required a different approach; however, with changes occurring in B2B sales, there are even greater contrasts in how you need to sell to these two markets. If you sell, or plan to sell, to Europe or the U.S., you need to understand the differences and be sure your sales team is equipped to succeed.How to Sell in Europe Versus the U.S.www.salesforce.com I’m from the U.K. In my 20+ years of sales experience, I’ve worked extensively in Europe and the U.S. and – for the past several years – Silicon Valley has been my home. Selling to Europe vs. the U.S. has always required a different approach;...
- 09/09/2016You can learn a lot from these noble old storytellers.Thought Leadership Lessons from Mississippi Delta Bluesmenwww.owlishcommunications.com What can we learn about thought leadership from the Mississippi Delta bluesmen? This may come as a surprise, but these folks were true thought...
- 07/09/2016Perceived value vs price.Seth's Blog: A hierarchy of value when everything functionssethgodin.typepad.com When two things offer simply the same appropriate level of function, we'll choose the cheap one. But if one offers more connection than the other, it is worth more. This hotel over that one. Where is the tribe, do...
- 07/09/2016#brandstorytellingWhy Do They Come? | The Story of Tellingthestoryoftelling.com It's not possible to tell your story effectively without knowing why your customers choose your...
- Producer03/09/2016Death and Resurrection of a SalespersonEddy was a salesperson. He was thrilled when he scored a job at a company that sells digital training for children. Just look at the size of his new market: Schools, private tutoring - Eddy could nearly feel the warm sand under his feet. Soon he...
Comments07/09/2016 #39 Aurorasa Sima#38 You brought up a great point, @Vincent DiBisceglie. We cannot expect to be treated like humans when we treat buyers like a "piece of budget". Routine, rejection, and pressure are a difficult combination for salespeople, even more so if they do not possess a great deal of social competence.04/09/2016 #33 Franci Eugenia HoffmanThis is great story telling Aurorasa Sima. Your story reminds me of when I was a production underwriter. I wore many different underwriting hats due to the frequent changes in my organization's strategy. I was traveling in Arkansas with my field rep and found we were consistently being upstaged by our competition because we did not have the latest technology. We still lived in the paper world, where our competition brought up quotes and stats on their laptops.
You can't beat the competition if you don't have the right tools and/or the right training. In our case, we weren't even keeping up with the competition. So like Eddy, we didn't win every deal but because of many hours of hard work, we were able to close some nice accounts.
And with many large organizations, where is that "ear" when you need someone that is ranked to listen? We got the usual "they" runaround.04/09/2016 #32 Aurorasa SimaMostly, Mike and his team work for corporations. In the public workshops, all kinds of people come together. This one might have reservation against the phone salesperson while that one gives the marketing manager a look of contempt. And, oh, what is that lawyer guy even doing here? It is nothing short of rewarding to see how already during the first workshop day people develop empathy. Even the struggling salesperson that felt like his manager put him in detention lightens up when he sees how Story Seekers helps him to help his clients better and be more successful. The best is: The euphoria people feel after this class is not a temporary hype. Soft skills stay. If we taught nothing else: The ability to understand the motives of others alone is priceless when you´re in sales-related jobs.03/09/2016 #30 Phil Friedman#24 #18 - Alan @Alan Gelleraps this is a tangential point, but I like the story, and it embodies a punch line that I have used many times through the years in the circumstances that Alan describes. A customer walks into a shop to buy a pair of power shears. The price is $80. The customer says to the shop owner that he can buy them about a mile away for$50. The shop owner asks the customer why he doesn't then buy them at the other store. The customer replies that unfortunately the other store doesn't have any in stock to sell. To which the shop owner says, "Well, when I don't have any in stock, my price is only $40. A number of peripheral factors, beyond price, affect buying decisions -- as I think Aurorasa is pointing out. Sales intelligence involves understanding how these factors all combine to create perceived value. Good article, good discussion. Cheers!03/09/2016 #29 Mohammad Azam Khan#28 When we're in the public sector we're paid from taxpayers money and so work for them. To keep us organised we are overseen in various shapes like by supervisors, managers, administrators, secretaries (like COOs) and minister's (CEO). These supervisors have a responsibility to ensure good services to the public - which is the profit on the public sector investment. Now here I presume that the need for anything else is removed except for empathy for the public. A straightforward transaction. And, so make the point that in role reversal from private sector selling, these public sector supervisors all should improve their skills on empathy, connection, trust amongst themselves to deliver their responsibility.03/09/2016 #27 Mohammad Azam KhanVery aptly put and revealing including on the quality of trainings' required. I wonder if I can reverse the seller for the public sector role of a managers fiduciary responsibility of delivering good services? A manager pushing for designedly approved services through administrative lapses would require the support and backing of the stewards and captains to reach the client and deliver their rights. Now I suppose it would require further empathy and connection of the administrators' with the public to achieve successful delivery. Or let's say something like that.03/09/2016 #26 Aurorasa Sima#13 @Irene Hackett You must be a very mindful and positive person. From your profile, I can only guess how many times you have been on the receiving end of problems with software projects. And, well let´s call it "overconfident" promises of salespeople. Very glad to hear that you appreciate our approach.
@Robert Cormack mentioned advertising. Advertising is a great example of the fact that some people, as well as businesses, still prefer the BS way. It´s harder to sell if you are telling the people the truth - but more sustainable.03/09/2016 #23 Aurorasa Sima#17 Sales is a part of Marketing, but it´s the only part I understand. I can only thank you for sharing your experience and allowing us to learn from it. You´re the expert.
I think that people with a high EQ are pretty immune to marketing tricks as they try to create emotions that route the impulse to the primitive brain and cause us to act before we can think.
Are you creating brochures or ads in magazines?
Funny anecdote. I bet the doctor felt pretty embarrassed. (:03/09/2016 #21 Aurorasa Sima#15 Extremely important, @Randy Keho, thank you for bringing it up. Why don´t you create a post about it? This important topic deserves more than a little sentence in Eddy´s story. I´m sure I left a lot of business on the table in my active times ... most salespeople don´t make asking for references and referrals a habit.03/09/2016 #18 Aurorasa Sima#16 And when you entered the body shop did you think that distance was a potential issue? I am not saying you can win every deal. But once you know that distance is a key factor you can offer to pick him up personally. Or something-something. If we have a connection I´ll tell you the reason for not buying from you, likely before I sign with the other guy.03/09/2016 #17 Robert CormackEarly in my career (mid seventies), I loved long copy ads—not because they filled every sentence with product promise, but because they actually told a story. Over the years clients wanted shorter copy, shorter headlines. They didn't trust customers' attention spans. That wasn't the problem. Consumers have short attention spans because nobody knows the difference between a story and a long-winded sales pitch. The difference is enormous. I remember one time I was promoting a drug that reduces angiotensin II. Since I didn't know what that was, I did research, I built a long story, based on some scientific summaries, picking out what I found fascinating. We went into research and the first doctor pushed the ad away, saying, "I know what angiotensin is." The moderator was a brilliant young women who leaned across to him and asked, "Can you explain it to me?" The doctor said, "Sure, it' a type of buildup in the vasculature that...well...does pretty much what it says here." He pulled the ad around and read from it. Nobody should ever underestimate storytelling. It's a story, it is not a long-winded sales pitch. One advertising agency in twenty understands that. One client in a hundred understands that.
- Producer02/09/2016The Power of Storytelling in SalesStory Telling / Story Tending Why do we love to hear storiesDo you remember when you were a kid and your parents read a "good night" story to you? Didn´t you love it? Stories inspire our fantasy and enable us to create visions.We see pictures. We...
Comments13/09/2016 #37 Henri Galvão#36 haha you're welcome!
you're right about many musicians being great storytellers. Bob Dylan, for one, always had the journalists wondering from the very beginning of his career.
I don't know much about these computer games, but I'm sure it's really serious work :-D13/09/2016 #36 Aurorasa Sima#35 Two great comments on one day? I feel blessed @Henri Galvão (:
That is an awesome point. I never thought about musicians. You got me thinking and now I think there are many that are gifted storytellers. I don´t know much about the White Stripes (just the song they played in Clubs forever). Some make their album a story, some their life show or a single song.
I´m "analyzing" computer games at the moment. Telltale and The Talos Principle (hey, that´s serious work!)13/09/2016 #35 Henri GalvãoPretty cool text, and very enriching comments as well! This is something whose relevance has been more and more evident for musicians.
In fact, a band that is often cited as an example of great storytellers were the Stripes Whites. Not only because they had their whole thing about only using three colors (black, white and red), but also because the relationship between Jack and Meg White was always ambiguous (were they siblings, lovers, or ex-lovers?), and it just captured everyone's attention even more.
But, of course, their music was also great!03/09/2016 #32 Anonymous#28 You have shown a perfect example, @Aurorasa Sima with this video.
It leads me to another thought.
Successful storytelling has always a base of basic and positive human values.
All humans have the need of catharsis, according to wikipedia, "the purification and purgation of emotions—especially pity and fear—through art or any extreme change in emotion that results in renewal and restoration"
This is what the video you shared is transmitting and its main message.
Product is just an add-on to the story.03/09/2016 #30 Ali AnaniI just want to share a little of "our story" you dear @David Navarro López and I. We have created our own story. Over the last three years we had enormous exchange of thoughts, of life experiences, of our love life and of our philosophy in life. We often agreed, but sometimes differed in style and due respect. There is a story to tell because it shows what started as small comments led to a formidable friendship. I am confident that readers of this comment if they would read any buzz by David, if they haven't done till now, will share my admiration of his mind and heart.03/09/2016 #28 Aurorasa Sima#22 I love your comment, @David Navarro López. It´s so thoughtful and knowledgeable. The car industry is great at corporate storytelling. Apple too. Many corporations. Our focus is to help salespeople develop social competence. Raise their EQ. We use story as a medium for sales people to connect with buyers and invite them to open up and share what´s on their minds. As important is story tending, the ability of the salesperson to fully understand the client´s story.03/09/2016 #27 Anonymous#26 Dear @Ali Anani this will be very useful to bees that did not know you before of your Bebee era. When I told you that I treasure your wisdom and friendship, I really meant it, so this was not necessary for me, as I know all of them by heart. And you have proven with your enormous amount of posts and presentations that metaphors and visual story telling are the most powerful way to transmit things. As example of your very smashing way to expose complex things on storytelling, which would be impossible to transmit so perfectly other ways, our bees community should not miss these ones, among others
http://www.slideshare.net/hudali15/phenomena-race-strategy-model03/09/2016 #22 Anonymous@Aurorasa Sima you have exposed very accurately a matter on which @Ali Anani and myself digged sometime ago, and that is visual storytelling. I completely agree that "Stories inspire our fantasy and enable us to create visions. We see pictures. We become part of the story. We abstract, we learn, we create." "Cavemen scratched and painted their life stories into the walls so that others could learn from them."
The oldest painting found is dated 50.000 years ago, while the oldest writing found is dated just 5.000 years ago, so that means that our brain developement, our culture, our knowledge, our communication skills have been growing by means of visual story telling.
Customers nowadays, as you mention, are not concerned about features, but about how they feel if purchasing the product involved.
In order to produce this feeling, the storyteller needs to engage his audience, involving them into the story, not boring about features they can find for themselves, and planting the seed of "What if I would have this product?"
The automotive industry, which traditionally are the bigger investors in marketing, know that, and tell us stories on how beatifully would we feel driving their cars.
Concernig to all this, I am allowing myself to suggest you having a look at
- 28/08/2016The Best LinkedIn Intro Message I Ever Gotwww.linkedin.com A few days ago, I received an email from Teddy Burriss, a professional I had just connected with on LinkedIn, simply titled "Thanks for the LinkedIn Connection Gilles". I figured it would be...
- Producer27/08/2016Story Seekers® are not Warriors of the LightWhat Story Seekers are - and what notStory Seekers Are not warriors of the light. They are warriors of goal achievement and overachievement.Are not people that sell freezers to Eskimos. They are people that LISTEN to the needs and visions of their...
Comments01/09/2016 #7 AnonymousThe traits you listed are quite impressive and I find them in the best people regardless of title. In business, we are all in 'sales' in one form or another. How wonderful that you have a mentor that has made such a personal impact. It is pleasure to connect with you here on beBee dear @Aurorasa Sima, I am enjoying your buzzes and quality comments!
- 27/08/2016Seth's Blog: Expectation is the brand killersethgodin.typepad.com There's a difference between speed and acceleration. This is hard for novice physics students to grasp. Velocity (speed) is how fast you're going. Acceleration is a measure of how quickly you're getting faster. Brands today are built on...
Comments15/09/2016 #4 Phil Friedman#2 @Aurorasa Sima - I am not sure why you want me to comment here. I think the author's thesis is more than somewhat confused. Brands are all about expectations. But branding is about building long-term, long-lasting expectation and emotional associations. Of quality. Of good customer service. Of listening and paying attention to customers. Of conveying prestige. Of... whatever. True, expectations can evolve, that is, a product line can change. But the brander wants the expectations to last -- for that is what selling on the basis of branding is all about. I buy a Ferrari not necessarily based what the auto in front of me is like, but on the basis of the expectations I have that are associated with the brand. If personal branding (talked a lot about on social media) makes any sense, then my "personal" brand raises expectations, when you see a comment or post with my photo, of reading something contentious and questioning. C'nest pas?27/08/2016 #1 Aurorasa Sima"Expectation is in the eye of the beholder, but expectation is often enhanced and hyped by the marketer hoping for a quick win. And there lies the self-defeating dead end of something that would serve everyone if it were a persistent positive cycle instead" @Phil Friedman.
- Producer14/04/2016Selling Bull Chips In a Paper BagIS COMMUNICATION EVERYTHING IN CUSTOMER RELATIONS?Back when I was working my way through college, I was often told that the measure of an ace salesperson was his or her ability to, "sell bull chips in a brown paper bag..." (or some less polite...
Comments27/08/2016 #14 Phil Friedman#13 Yes, @Jim Murray, the simile that always comes to mind is the surgeon who has a great bedside manner but an abysmal success record in the O.R. versus the gruff, unpersonable surgeon who, nevertheless, has a 90% plus success rate on the cutting table. I know whom I would choose. Thanks for reading and commenting. Cheers!27/08/2016 #13 Jim MurrayGood post, Amigo. I was very lucky during my agency career to work with companies who understood the necessity of building a real benefit into their products. Using that as the focus of our communication we were able to create advertising that actually sold the product instead of stuff that simply set the consumer up of a product performance let-down, which related directly to your point right above the smiley guy.27/08/2016 #10 Randy KehoWow! This is the type of discourse I'd hoped this hive would generate and we've only just begun.
You start with Phil's topic, written in his professionally conversational style ( does that make sense? Well, consider whose posing the question).
It generates responses from a number of equally experienced bees, which may lead to further conversations regarding the responses themselves.
Take the ball and run with it!
Having spent quite a few years in what I thought was customer service, I eventually discovered, while surfing job sites, that the current definition of customer service sounds a lot like telemarketing in reverse. Answer a phone while sitting at some desk located in Timbuck II, listen to the customer's complaint, empathize, half-heartedly tell them their important and that you'll gladly contact someone who will address their issue, and then introduce a new product you're selling for their consideration. What?27/08/2016 #9 Dale Masters@Phil Friedman In addition to your #1 factor, my #2 factor is "not being bothered by incessant (and mostly inane) advertising encouraging me to buy things I don't need with money I can't afford to use".
I understand the purpose of marketing, but to me, there's nothing more annoying than sitting down to watch a 2 hour documentary on something I'm intensely interested in, only to find out it's interrupted every 5 to 7 minutes (no exaggeration) by a plethora of ads by "excited" narrators, whose ads, when taken together, are nothing more to me than a phantasmagoric word salad.27/08/2016 #8 Phil FriedmanThank you, @Praveen Raj Gullepalli, for reading and commenting. You are spot on in understanding what this is all about. Hey, don't look so surprised at my saying that. You would be astounded by the number of people who just don't get it. And think that customer sevice amounts to a kind pat on the back and a kind voice. Cheers!27/08/2016 #7 Praveen Raj GullepalliGreat points of view dear Phil! The crux is indeed the delivery of the promise made, never mind the style or the build up to it. If the pudding's no good, it is proof enough of elaborate pretence! Communication only adds to a sense of conviction and self-belief that the customer is making the right choice. When expectations are smashed, so is the sense of that self-belief...throwing the customer into a vortex of self-doubt and breeding distrust towards all other pitches. Building brands is about building a relationships, and not sailing a few easy knots and jumping ship...or that bag of bull chips ;)27/08/2016 #6 Aurorasa Sima#4 The software industry was definitely one of them. I´d probably call it selling a vision with confident expectations .. but, yeah, I guess bull chips describes it too. I got all sticky when the bubble bursted. Part of the difficulty is the consumer who makes buying decisions for what sounds best even if he knows it´s not realistic. People buy diet pills knowing they will likely not lose weight. If one promises 10 pounds per week and the other a more realistic 1 pound ....27/08/2016 #4 Phil Friedman#3 Yes, @Aurorasa Sima, it is a disconnect. The idea that you can manage customers with "good communications", but never get around to actually delivering what was promised in terms of quality of goods or services. I tend to think the attitude was originally sown and nurtured in the computer software industry, where you can deliver an expensive product in little more than a Beta test version, then charge the client for correcting the defects that shouldn't have been there in the first place. Thank you for reading and commenting. Cheers!27/08/2016 #3 Aurorasa SimaThe classic disconnect. When the management fails to align the goals of the salespeople and marketing department with the company goals and considers customer service annoying after-sale costs. Salespeople don´t get paid for long-term relationships if they fail to deliver on the short-term goals. 40 % of salespeople get fired per year. As it´s hard to measure marketing results, especially in small biz, marketing people are even less held accountable. Then there was the second disconnect: Between sales and marketing. We agree about how clients should be treated. But in all of the sales employment contracts I have signed (with clause after clause) it never said "but we do care how" below the goals. I´m sure that applies to marketing employment contracts as well. Glad that businesses can come to you to sort out that mess.20/04/2016 #2 Phil Friedman#1 Well, Brian @Brian McKenzie, that was a legitimate selling of bull chips -- as I allowed in my postscript author's notes. What is not legitimate is promising customer service but handing off a bag of bull chips instead. Thanks for reading and commenting. And cheers!15/04/2016 #1 Brian McKenzieIt is a proven market - I have six summers of selling Horse Pucky in paper bags, put into planter boxes made from lumber of a downed barn and stapled with a packet of seeds for Tomatoes or Strawberries. $15.oo a planter box ;) It was my first Sales job, my first job was being paid to shovel the sh*t out of the barns to begin with.
- 26/08/2016Lessons From The Best In B2B Brand Storytelling | The Story of Tellingthestoryoftelling.com How could your company leverage the power of...
- 25/08/2016Uma equipe não é um grupo de pessoas que trabalham em conjunto. Uma equipe é um grupo de pessoas que confiam entre si.
Comments25/08/2016 #5 Reginaldo Afonso BobatoThere are reasons not to trust completely in gold, because of greed, iron, as rusts over time, the diamond because it shines too and overshadow our view, steel because it is hard more in myself and yourself because could and why not have a little too much or all of this and a little more.25/08/2016 #4 Reginaldo Afonso BobatoO ouro é couro é o louro e o mouro.
Há razões para não se confiar totalmente no ouro, por causa da cobiça, no ferro, pois enferruja com o tempo, no diamante porque brilha demais e ofuscar nossa visão, no aço porque é duro de mais, em mim mesmo e em você mesmo porque poderíamos e porque não ter um pouco ou em demasia tudo isso e um pouco mais.
- 25/08/2016Business bees are cordially invited to check out ALL BUSINESS, the beBee hive for real-world business women and men. https://www.bebee.com/group/all-business
Comments26/08/2016 #31 Phil Friedman#30 @Aurorasa Sima - Okay. First copy the link to your piece into your clipboard. Then click on the on the linke for the All Business hive https://www.bebee.com/group/all-business Paste the link to your post in the box for the link in the posting area at the top of the page (where your photo appears). Wait for the image to load. Add in the text box any intro you want to add.. If that doesn't work, send me the link to the post you want to share in the hive, and I will see if it will work from my end.25/08/2016 #18 Phil FriedmanI have to share with all you guys (term is gender-neutral) the most delightful thing anyone has said to me in my years on social media. This comes from a private message, so I cannot reveal the writer. "It will be interesting to see how many people dare to post in your group. The management team of Randy and yourself is not for the weak. You know .... Death once had a near-Phil experience (; (; (;" Seriously, though, Randy and I are not interested in arguing or criticizing. All we're saying is that All Business is for postings and engagement based on real-world experience, not social media fantasy. There is a complete mission statement at the Hive address above. Try All Business, you'll like it. Cheers!25/08/2016 #16 Phil Friedman#13 Sure, @Kevin Pashuk, if you think any Millennials out there can actually read an analog dial Do you think the graphic might be better as two dial faces, one as you have it, but one next to it that is digital, maybe with neat icons and animal faces to comfort the Millennials among us.
- 25/08/2016Five MORE Myths Perpetuated on Social Media About Small Businesswww.bebee.com A SECOND RUN AT MYTH BUSTING IN REGARD TO SMALL-BUSINESS... Preface: This is a second go-round in debunking myths about small-business that...
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All posts related to Sales, EI, Storytelling are WELCOME!
All posts related to Sales, EI, Storytelling are WELCOME!