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| About Keith Ferrazzi |
| Widely hailed as one of the world’s most “connected” people, Keith Ferrazzi is the author of Never Eat Alone, the international bestselling book about building relationships for success. Ferrazzi is also an acclaimed speaker and CEO of Ferrazzi Greenlight, a consulting and professional development firm that helps organizations drive growth through relationships. Earlier in his career, he was chief marketing officer at Deloitte Consulting and the youngest to be tapped for partner in the firm's history. Then, upon joining Starwood Hotels and Resorts, Ferrazzi was the youngest CMO in the Fortune 500. He also served as CEO of YaYa Media before founding Ferrazzi Greenlight. |
Recent Article:
Never Sell Alone
- For more on Keith Ferrazzi visit www.ferrazzigreenlight.com
Sales can be a lonely game. During an economic downturn, sometimes it can be downright depressing. One of the best ways to keep morale high is being able to look around and know that you're dealing with the tough times as a team. You don't have to weather the storm alone.
Take my cousin Wendy. Wendy's in real estate - not exactly the easiest business today. What's keeping Wendy strong is her business partner. These two share every responsibility and they constantly push each other. Thanks to mutual support, they're weathering both a down-market and what business writer Judy Barwick has aptly called the "psychological recession," that pervasive feeling of vulnerability that comes with unstable economic times.
Contrast this to my days as CEO and Chief Sales Officer of YaYa Media. I remember many cold, snowy nights - literally, since business often took me to Detroit, but also emotionally speaking when I was alone with the weight of the company's success on my shoulders. (As anyone who has run a start up knows, the one thing you can't live without is sales to keep the lights on while you work out the rest.)
Team selling can take many forms. Some companies have salespeople sell alone, but institute a group support system to celebrate success and troubleshoot challenges. Other times the team-selling environment isn't institutionalized, but happens naturally as the result of a tight-knit sales force.
And yet despite advantages for both team players and their customers in any economic climate, team selling seems to have fallen out of fashion. I'm guessing this is because structure and resources are often required to facilitate and sustain group processes, and in face of trouble, people tend to fall back on the path of least resistance. They sacrifice long-term success for short-term ease. I'd like to encourage people to stay the course.
Never Sell Alone - To learn more about this author, visit Keith Ferrazzi's Website.
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