Category Archives: Thoughts

Integrity in Sales: When Lifetime Value Approaches Zero

Recently, I had a run in with a sales person from  He had met my marketing person who thought that their service sounded like a good idea.  I met with them obtained a quote and let them know we were putting everything into the budget.  We decided to move some of our advertising dollars from a local paper to

The follow-up lost it for them.  The sales representative came to our office and explained to my marketing representative that the offer was set to expire that day unless I signed  the deal.  The sales representative informed my employee that he had explained this deadline at the meeting, emailed me about the issue, and called me to discuss the issue. The voice mail was left a couple of minutes before contacting my employee and there was never an email or any mention of a deadline.  We probably could have gotten the same deal if we wanted to today, but do I really want to deal with such silliness and lack of integrity in selling?

I do not.  Life is too short.  The medium they have to offer won’t make or break us, though it might expose us to a different audience than what we could get elsewhere.  But, I don’t want to work with sales people who treat my company this way.  More importantly, I don’t want my sales people to think that it’s appropriate to treat their customers in this fashion.

Clearly, services and products need to be sold, but the credibility of the sales person will disintegrate quickly once falsehoods and misrepresentations enter the equation.  It’s not as though the deal was tiny or unsubstantial. Our lifetime value (LTV) to the Web site would be measured in tens of thousands of dollars if he got us through the first year successfully. Instead, our LTV to is zero.

Thoughts on Blogging

So, this is my second blog post.  Over the last few days, I’ve been looking around at a number of other bloggers.  Some of my favorite bloggers are Johnson Cook (, David Cummings (, and Matt Candler (  I’m just starting this process.

Despite the last blog topic coming from an American Express article, I appreciated the conversation about discipline and habits.  In business it’s easy to get off track.  There is an urgent need that crops up.  A long term employee wants to quit.  An employee needs to be fired.  The Internet connection goes down, and yes, I’m the only one around who won’t freak out if the settings need to be changed.  There’s an vehicle accident. The email pops up.  Someone wants to chat.

The business leaders that I know and respect often have the ability to be very disciplined with their work; they get things done; and yet, they seem to have a lot of flexibility in their day for what comes up and the people that come up in their lives.

I think that is the first thing to strive for in this blog: discipline.  Make it a habit and explore the topics that will make this something interesting and useful.  I don’t if daily is going to work or not, but it’s got to be a regular occurrence.  I’ll figure out the what as I write.  Hope there are some interesting comments that come up.