Want to get more Steve? Check out the Newsletter Archive, or listen to one of his Cool Friends Interviews on tompeters.com
It’s time for Ditch the Pitch Habits #3 and #4 – Say Yes and Explore and Heighten in my series of The Seven Ditch the Pitch Habits. These habits are about creating mutual agreement and affirmation with your customer … pay attention to them and you will know How to Propel a Sales Conversation Forward.
What does it mean to be “disagreeable?” It means to say “no” to situations that present themselves. Do you know people tend to react to situations with “no, but …” instead ...
Which organization is likely to go out of its way for customers, a for-profit business in a very competitive marketplace, or a government bureaucracy charged with catching bad guys? It depends. It ...
The front page of the business section of yesterday’s New York Times carried a story about the $213 million dollar first quarter loss generated by United Continental Holdings, the parent ...
Do you ever have trouble transitioning a conversation into a sales conversation? Steve's latest newsletter encourages you to practice "The Gentle Turn" when talking with prospective clients. Not the Bat Turn. Read ...
Steve has a very interesting newsletter today about What businesses can learn from non-profits. His list of six takeaways include defining results as "What's at stake," and striving for win-win ...
Today's newsletter, Everything your customer says is true, reminds us that the customer is not always right, but even when the customer is wrong we need to figure out how ...
Why do people with all of the facts often fail to communicate? My father, Shelby Yastrow, coined a wonderful metaphor to describe this. Check out today's newsletter, "You know all the ...
One of my favorite food brands in Chicago is Ian's Pizza. (Full disclosure: My son Levi works at the Chicago location, so I get the occasional free slice.) This is ...
The people who work in your company, whether they number 5, 50, 500, 5000 or 50,000, share beliefs and stories about the company. Like any community of people, they form ...
How do I answer the question, "So Steve, what is marketing?" Read today's newsletter, "Definition of Marketing," to find out ... and then please share your comments here.SHARETHIS.addEntry({ title: "Definition of ...
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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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