Monthly Archives: March 2013

The Value of “The Human Interface”


face to faceIt’s an unfortunate paradox, but one that is harder and harder to ignore.  The more energy we all pour into our computers, social media, and mobile interfaces, the less time we spend on our person-to-person, human interface.  There are many articles highlighting this dynamic – that social media is ironically making us less social human beings. A great Facebook-focused article on this topic can be found here in The Atlantic.

But you don’t need to do comprehensive research for this information, the anecdotal evidence is all around us – kids texting from across a school bus aisle, adults arguing via Facebook posts, even teens impersonating other teens using “text spoofing” and other electronic interfaces.

The Workplace version of this story took on a new reality last week.  Here is what happened, according to Tech Crunch:

While at a Python programming conference, a developer who used to work for a company called Playhaven apparently made a joke about “big” dongles and “forking someone’s repo.”

Adria Richards, a developer evangelist sitting in front of them, called them out on Twitter and in a blog post for making the conference environment unwelcoming toward women

A huge, nasty online exchange erupted on the social media universe, and ultimately, both the programmer and Adria lost their jobs.  Very serious.  Very sad.

What if instead Adria had simply turned around and told the programmer that she found his comments offensive?  It’s easy to imagine that with face-to-face communication, this conflict could have been resolved much more effectively.

So, what does this have to do with sales and marketing?  A lot, I think.

I believe that we as Sales and Marketing Professionals have also lost some practice with direct human communication.  We use voicemail, email, text, and even social media to carry out much of the communication that was once almost exclusively face-to-face with our customers.  Have there been efficiency improvements, absolutely.  But, I can’t help but wonder how much more effective some of our critical conversations would be if we delivered them on the human interface.

What Your Sales Manager Should Never Have to Manage


You

I found this awesome blog post by Anthony Iannarino @iannarino: What Your Sales Manager Should Never Have to Manage.  In his post, Anthony calls out many transactional and even strategic aspects of your sales career that should not have to be managed.  You need to power these aspects of your career (activities, beliefs, commitments, accurate CRM info, etc.).

Read his blog post and think about it: http://t.co/weQsAfXpiA.

Does You Customer NEED To Buy?


Need v Want

Picked up this tweet last week and finally read it – boy did it hit home.  Have a read…

Wanting To Buy Is Insufficient, Does Your Customer NEED To Buy? http://t.co/HEP4jIrMQD RT @davidabrock

How much time have you spent with people who honestly had the budget, authority and timetable to buy, but in the end did not actually NEED to buy your solution?  It’s very hard for them to prioritize and take action unless the want is really a NEED.

As David Brock says in his post – “No business case, No Deal.”

Don’t Tell Me You Don’t Have Time



No Time
Read a great blog post today.  Some blunt but true statements about a negative phrase that we have all repeated to ourselves on many occations…

I Don’t Have Time.

The blog post’s author, Brendan Howe, says that “One of the most important things any successful person can master is time management…If you EVER use this phrase or a variation of it, I will suggest two things about you:

  1. You are not as accountable as you should be
  2. You are bad at time management.”

Worth the read at:    http://t.co/13HAOcZr6B