Intriguing idea, but I don’t know if I believe you one hundred percent….

But don’t get us wrong….We’re not advocating not taking our customers views to heart (heaven forbid!), but Doug’s point is that the views of our customer’s customers don’t usually sway what we end up with…

And we’re not suggesting salespeople are to be ignored. They’re the fountain of truth. The point is that they have a particular skill (selling) and we have another (communicating). The trick is to make the two into a powerful blend….

As for retreats, well, we’re up for anything? Are you up for it!? : )

This reader was confused by, under the heading “Listening is not …”

“… we listen to customers. Their responses to our work are incredibly important. Their opinions about our work are usually worthless.” My response may be my opinion but beyond that, if I’m the customer (the payer of your invoices) I’m not at all happy with having my opinions deemed worthless.

Later in the copy, next paragraph I think, we find, …”listen hard, take notes, nod a lot…” are you advising me on a cynical approach to my salesmen?

I think a firm as unique as Velocity can accentuate its uniqueness, grow more, penetrate deeper, and earn lots, lots more by offering programs such as retreats where sales force and marketing team communicate on many levels. Another program could center on sales in the modern marketplace, another could teach LISTENING for fun and profits (it works with your wife and kids too)…