Blog Archives

[VIDEO] Timing is Everything!

The improvisational technique of When Before What is critical in your career. Marketing and sales speaker Steve Yastrow challenges the AVI National Sales Meeting audience to get the timing right. Watch the keynote video: Timing is Everything!  Related Posts: [VIDEO] Your

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

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

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

4 Ways to Keep the Magic Alive After the Sales Call

On Steve's Mind: a Newsletter

“During our meeting the customer was really excited about working with me.  I was certain I’d be able to close this sale. But then I was never able to get him to answer my phone calls or emails after that.”

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

Oops! Make Accidents Work

Hey, no salesperson is perfect. You need to make accidents work for you, and I explain this improv concept for use in your sales conversations. Related Posts: Sales Pitches Don’t Work! Ditch the Pitch Habit #6: Don’t Rush the Story

Posted in Ditch the Pitch, Improvisation, Newsletters, Sales

The Most Dangerous Thing About an Elevator Pitch

Think you know what it is? Related Posts: Buy Now – Save $3 on Ditch the Pitch Detecting The Pitch Tear up your elevator pitch Why I don’t believe in the “Elevator Pitch”

Posted in Ditch the Pitch, Newsletters, Sales
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