Blog Archives

[VIDEO] Ditch the Pitch to Network!

On Steve's Mind: a Newsletter

Networking is the foundation of any salesperson’s success. Watch my networking video to learn how you can be a welcome networker in any situation– professional or personal. You just have to practice Ditching the Pitch. Watch the video: Ditch the Pitch to Network!

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Posted in Conversation, Customer Encounters, Ditch the Pitch, Newsletters, Sales

[VIDEO] Your Unscripted Career

Steve Yastrow asks the audience at AVI’s National Sales Meeting, “Do you ever have two days that are exactly the same?” Learn how to unscript your career and improvise! Watch the keynote video: Your Unscripted Career  Related Posts: [VIDEO] A Strong

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Posted in Conversation, Customer Encounters, Ditch the Pitch, Improvisation, Internal Marketing

Marketing is Mostly Human

On Steve's Mind: a Newsletter

The invention of advertising was a boon for sellers, merchants and craftsmen. Ads allowed them to delegate some of the hard work of customer communication to newspapers, signs and, eventually, radio, television and other media. In the last 20 years,

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Posted in Brand Harmony, Conversation, Customer Encounters, Marketing, Newsletters

3 Ways to Get on Customers’ Radar

On Steve's Mind: a Newsletter

I just received an email touting the value of putting logos on merchandise. It claimed that a cap receives 3,136 impressions over its lifetime. My first question: So what? My next questions: Did it sell anything? Did it change anyone’s

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Posted in Brand Harmony, Conversation, Customer Encounters, Ditch the Pitch, Marketing, Newsletters, Observations

‘You Have Cancer, Goodbye.’

On Steve's Mind: a Newsletter

Your excuses for delivering bad customer service don’t matter to your customers. “Mr. X, this is Betty from Doctor Y’s office. I’m calling with the results of your biopsy.” Mr. X is the name we will use for my close

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Posted in Conversation, Customer Encounters, Loyalty, We relationships

Break the Bid Mentality

On Steve's Mind: a Newsletter

Here’s a  tough B2B sales challenge: Buyers who think they know exactly what they need, and believe that their purchase decision should be based on finding a supplier who can fulfill these pre-determined needs at the lowest price. Because they

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Posted in Conversation, Customer Encounters, Ditch the Pitch, Newsletters, Sales

Present Like a Pro with my Public Speaking Hacks

On Steve's Mind: a Newsletter

People from my audiences sometimes share their public speaking challenges with me, asking me for advice. In the spirit of my Marketing Hacks article, here are some of my best public speaking hacks. Public Speaking Hack #1: Focus on what you

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Posted in Conversation, Customer Encounters, Ditch the Pitch, Improvisation, Newsletters, Observations

Your Team of Improvisors

On Steve's Mind: a Newsletter

On any given day, the people in your company encounter the unexpected. Surprises happen every hour. Even every minute. The typical human day is atypical. It is continually unpredictable. People are constantly navigating ever-evolving situations as the world throws curve

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Posted in Conversation, Ditch the Pitch, Improvisation, Newsletters

Imagine a Future of Communication Greatness

On Steve's Mind: a Newsletter

Imagine if your company communicated really well. Imagine if there was freedom to communicate within your company, and everyone who thought of an idea had confidence that they would be able to communicate that idea to others, and that the

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Posted in Conversation, Customer Encounters, Ditch the Pitch, Invent Your Future, Newsletters

Don’t Bore the Board

On Steve's Mind: a Newsletter

My father, Shelby Yastrow, has attended hundreds of board of directors meetings. As a senior executive at McDonald’s he attended every company board meeting, and he has served as a board member for companies like Great Clips for Hair, Cold

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Posted in Conversation, Invent Your Future, Latent Profit, Newsletters, Observations
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