Sales
Sales is the persuasive communications process of forging connections and building relationships with prospects and clients, inspiring them to say, “yes.”
Improving Customer Experience, Where Do you Start?
By its nature, customer experience touches all aspects of your business – marketing, sales, operations, finance, and maybe even your legal team. It’s an enterprise-wide strategy that focuses your entire organization on putting the customer first. And, in its entirety, customer experience can be daunting. The enormity of what should be done to improve the customer experience paralyses some companies into doing nothing at all – a tragic mistake that allows their competition to pull ahead with an experience advantage.
Who has the advantage?
An experience advantage… can be hard to define in just a word or two, but if you think about Apple, Zappos, American Express, and Southwest Airlines it becomes clear. These companies were early adopters of the customer experience discipline
Understanding “What Great Salespeople Do”
A review on Mike Bosworth & Ben Zoldan’s new book exploring “the science of selling through emotional connection and the power of story.”…
Disclaimer: Mike Bosworth has been my sales coach for more than a dozen years and has become a good friend. I’ve coached for Solution Selling, used the strategies at my own company, and participated in one of the first Beta workshop for Storyleaders.
That being said, I think I get a better understanding of the material because I know Mike Bosworth, and I know what he means when he says something.
And although I’ve only met Ben Zoldan a few times including the workshop, his writing style and voice he contributes to their book makes us seem like we been friends for
What Great Salespeople Do: An Introduction
…Ben’s Story: Zoe’s History Lesson
Before we get into what great salespeople do, I’d like to share a story about my daughter, Zoe, one that brought new meaning to the work Mike and I are doing.
Last January, my wife and I attended a midyear parent-teacher conference. Zoe was in sixth grade, and we were expecting the usual—a glowing report from her teacher. But this meeting was different. I could tell there was a problem from the moment we sat down with Zoe’s teacher.
“Zoe is struggling in history,” she said. She explained that Zoe’s test scores had dropped. Maybe it was Zoe’s comprehension, or maybe it was her recall—the teacher couldn’t be sure. The news hit me like a punch in the stomach. Something



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