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I spent last week at my favorite resort, Rancho La Puerta, and was inspired to write this newsletter, “Show Me You Know Me.” If you’ve ever been to “the Ranch,” you’ll have felt the deep level of personalized service. And your customers want the same experience! Read the newsletter for my thoughts on today’s key competitive advantage: differentiating your customers.
Read the newsletter: Show Me You Know Me
Improvising sales conversations - ditching the pitch - isn't difficult, if you form the right habits. In today's newsletter, The Seven Ditch the Pitch Habits, I share an overview of ...
Can you imagine if Apple had decided not to include the features of an iPod on the iPhone, for fear that it might cause them to sell fewer iPods? Companies does ...
My newsletter today is a 90-second video. Here's the message: Ditching the pitch requires you to improvise, but don't worry: You are an awesome improviser. In fact, it's much more natural ...
Do your customers love you? Do you know why they would love you? Can you think of a more important question you need to ask related to your brand? Have a look at ...
When was the last time your company made a daring, bold decision that turned out to be wildly successful? Not that recently? Not ever? But how likely is it that your ...
As Shakespeare wrote in Twelfth Night, "some are born great, some achieve greatness and some have greatness thrust upon them." In our day and age of meritocracy, greatness usually comes only ...
Want to sell more? Don't Think So Much is the topic of today's newsletter. And ... you'll see how the director of comedy studies at Second City and a professor of ...
Does it irritate you when a sales person talks too much? (It irritates me!) Doesn't it make him or her less effective? (I think so!) Today's newsletter, Say Less. Sell More., focuses ...
Here's a recent post I wrote for tompeters.com, titled Size Matters. The point: Humans didn't evolve to merge into ever bigger and bigger groups. We evolved to split up our ...
Sales people are often too smart for their own good. They quickly figure out exactly what their customer needs, and then tell the customer everything ... all at once. Today's newsletter, ...
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In addition to writing, I spend most of my work time helping companies unleash their potential by creating better connections with their customers. This happens through my speaking events and through Yastrow & Company consulting engagements, where my team and I help companies figure out who they intend to be in the future, and then engage the entire company in creating that future through strong "We" customer relationships.
Before starting Yastrow & Company in the mid-90s I was vice-president of resort marketing for Hyatt Hotels. My experiences in the hotel business showed me clearly that most marketing doesn’t happen in the marketing department. Customers are paying attention to all interactions with a company, not just the promises made in traditional "marketing communications."
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