Mark McCarthy's Blog

Grow The Business

You’re Doing It Wrong

with 3 comments


You’re Doing It Wrong

Duh.  Sad part is at some points in my life (and some more recent than others) I’m guilty of every one of these.

  • Coaching to “gaps” first.  Neurological and observation data proves coaching to strengths first and more often than coaching to gaps, results in better performance.
  • Thanking a customer for calling.  How silly.  Welcome them, Greet them or Wow them and then Thank them (profusely) for the business at the end of the call.
  • Nobody has ever asked anyone, in the entire history of the world, for more PowerPoints to help them learn something. But we keep on giving.
  • If what you bring to the sales or service party is the exact same thing that can be found on your website, brochures or catalogs, you’re doing it wrong.
  • Thinking that in this global, democratized and highly connected world that the real selling is over when they “sign on the line that is dotted”. Au contraire – it is just beginning.
  • Time snobbery.  Obsessing and devaluing content, books, blogs and videos if their origination date is more than 6 months old. Newer is not always better or different or smarter. Quit it.
  • 8 days and near 24/ 7 hours spent in a war room to fix a run of bad performance and just 8 minutes on a conference call celebrating landing a large client or exceeding performance for the month.
  • In your office.  All day.  On the phone.  And you haven’t seen a manufacturing floor, the call center, some customers, suppliers or a lunch with a department in months.
  • Asking a question of a client or prospect that has no apparent immediate benefit to them to answer.  That’s just not smart.
  • Reading this post and agreeing (or not) and just leaving it there.  Pick one, two or six that resonate with you and make a plan and execute upon it today.


Till next time,

Grow The Business.



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Written by Mark McCarthy

December 11, 2013 at 10:52 am

3 Responses

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  1. Reblogged this on Stalkersales's Blog and commented:
    Some good points here we should all think about and implement!!


    December 12, 2013 at 6:32 am

    • Mark, thanks for the comment and I checked out your blog– great content – very focused in the moment – in the contact — important ideas for folks to read. Great work.

      Mark McCarthy

      December 12, 2013 at 10:53 am

      • Thanks Mark. I enjoy your blog as well. Your content is also spot on. Have a great new year!


        January 2, 2014 at 6:39 am

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