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If Everything Is Expedited, Nothing Is

Overheard: “Our rep just told me that we have over 2000 expedited cases right now …

In the mad rush to close sales opportunities, and hit the aggressive year-end goals, salespeople are promising to “expedite” the sale to slip in before the deadline.

While this sounds great, as a customer, the problem becomes evident when too many people are allowed into the express lane. Even in a restaurant, there is an “expedite” button; one that moves the order to the front of the line (usually reserved for incorrect orders).

When sales reps use this as their hard close, the “front of the line”-line gets very long. If you can offer this expedited service to 2000 of your closest customers, why isn’t this your standard level of service?

About the Daily Marketing Minute

The Daily Marketing Minute is my project for the last quarter of 2014. Each day, I will deliver bite-sized, fat-free nuggets of sales and marketing insights.

In an increasingly noisy sales and marketing world, it is easy to lose track of why you do what you do. Ultimately, I believe that relationships will transcend the daily grind we face in sales and marketing. Every day, I’ll share insights and tips to grow your business and connect with your customers in a better (and more human) way.

Thank you for sharing your precious time with me.


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