When crafting prospecting messages, there's a trap plenty of sales teams fall into: focusing on the seller not customer problems. Make sure messaging shows intent to help, not sell. If you wouldn't respond to the message yourself, you need a better message.

Top performers focus on results. If you don't differentiate yourself, clients will only focus on price and force you to drop margin. The key is to do the upfront homework to showcase your differential value over competitors, using tools like the Client Vision Pyramid.

Here's the secret that top sales performers know that ordinary ones just don't.

Are you guilty of sending emails you wouldn't read yourself?

How should you follow up with people when you take a break?

What should you say to people who are already working with another vendor? Hint: it's NOT "hey the vendor you're working with is wrong for all the following reasons."

How many follow up calls is too many? Should I call, text, or email? How do I make my call something someone wants to reply to?

In January, United Airlines ruined a business trip with multiple failures #CXTrends. A good recovery can lead to a GREAT experience. Instead, they have not responded to multiple requests. After 1.25 Million miles, time for a change. Formerly, a loyal fan. Upcoming podcast with details.

My @uber option this morning. I think I'll take Lyft

Transhumanism is so over. Wrinkles are so back. NEW from Rachel Altman: thenewatlantis.com/publications/b…

🎙️ Scaling to billions wasn't luck—it was strategy. I'm on the Duct Tape Marketing Podcast talking about aligning sales & marketing, mastering the sales process, and the tech that brings it all together. youtu.be/ylG0cVZWmSA?si…🚀 #SalesStrategy #GrowthMindset #SameSideSelling

If you want to create the worst possible #CX experience, just emulate Verizon Fios Verizon Support. Newly upgraded service is not working and getting competent support is impossible.

Only United Airlines takes longer to deliver bags to baggage claim at Dulles than it takes to fly here.

What's up americanair ? You chose to use the original inbound aircraft for a different flight. I'm guessing this flight won't depart BEFORE the inbound flight arrives.

I was considering switching to americanair - not now. Canceled flight claiming weather. Other airlines are fine. They wouldn't switch to another carrier to get home. They'd rather spend more and piss of the customer than move the ticket. Horrible #cx

Arrived over an hour ago on United Airlines into Dulles airport. Still no golf clubs. They wonder why I switched to americanair. Bad service.

I remember when Xerox had great customer service. My new printer came with toner that wasn't full. 6 phone calls and hours later, still no resolution. Shouldn't it be easy to send replacement toner?

Pro Tip: When you create a bad #CustomerService experience, you can make a remarkable recovery OR, you can make a bad situation worse like americanair just did. They should invest in education with Joey Coleman or Jay Baer

Can anyone explain why Costco hasn't had large organic eggs in several months? The Gaithersburg #CX said it's a corporate decision. Is this a short or long term issue?

Update - Finally got a great rep Xerox who swiftly took care of the issue with an outcome that is better than what I requested. Nice work!