Are We Cannibalizing Our Customers?

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John drove to the country to visit his friend Bill who fled the city to live the farming life. While taking the tour, John noticed Bill's pet pig has only three legs and asks, "Bill, why does your pig have only three legs?"

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How is Are We Cannibalizing Our Customers?

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Flustered, Bill whispered, "Don't talk about his leg, you'll hurt his feelings. He's an spectacular, pig. When my wife was trapped in root cellar and suffocating, he dug under the door and saved her life. Please don't talk about his leg."

John's curiosity got the best of him, so when the pig was not in sight he asked about the leg. Bill sharply replied, "Don't talk about my pig's leg John. He's very sensitive and he's incredible. After my tractor rolled over and pinned me to the ground, that pig dragged me out and brought help. Please don't talk about his leg."

After dinner, as they were saying goodbye, John plead one more time. "Bill, please tell me what happened to his leg." John looked around to make sure the pig was out of sight and said, "John, when a pig is that good, you just can't eat him all at once."

After lunch with my dear friend Michael Erkel, we went to his office and had a conversation about the current state of the business culture. I quoted Steve Gershik of 28Marketing from aFocus Funnelholicinterview by Craig Rosenberg, "Often, marketing and sales depict the funnel as gravity fed - leads go in the top like meat into a abrasive and eventually all come out as hamburger at the bottom."

Do we beyond doubt want chopped meat for customers, or would we prefer fillet mignon?

Ethan, Michael's son, added a story about his son that asked about a cow that he had never seen before, "Do they give good meat daddy?" Ethan joked, "Sure we just milk a few pounds whenever we need some!"

Are we cannibalizing customers without realizing it?

Here are some of my thoughts on state of "Sales Affairs." I don't have all the answers and I'm not sure that mine are right or the best ones, but I hope this seeds conversations that improves our profession.

Automation has increased sales opportunities at the charge of quality. More leads means less time to cultivate and look after relationships. Shoe leather is expensive, and, it's easier and cheaper to send an email than make a phone call. Or is this a false perception?

An old bull and young bull are seeing over the herd of cows from a cliff. The young bull says, "Look at that cute one by the stream. Let's run down and meet her." The old bull says, "Let's walk down and meet them all."

Pipelines are filled with low probability opportunities, sales reps are missing quotas, and buyer loyalty is dying. Phone calls, emails, text, or public networking exchanges during client meetings are unconscionable, but these interruptions are commonplace. Maybe we need to shift our focus from metrics to individuals.

One last joke. Man goes to the physician and says, "It hurts when I lift my right arm." physician says, "Don't do that anymore."

Maybe we need to change our behavior, because there isn't going to be a digital magic wand that saves us.

Maybe during meetings, we should turn our phones and laptops off, take our watches off, roll our sleeves up, open a legal pad, listen to everything, and write down what the buyer tells us.

What's working for you and what isn't?

What are your thoughts?

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