Join us for an exclusive webinar with Jeb Blount, author of People Love You: The Real Secret to Delivering Legendary Customer Experiences. This book and author discussion is the second for the Social Business Book Club, brought to you by Wiley and Social Media Today. Talk to the author and ask questions pertaining to their book. People Love You: The Real Secret to Delivering Legendary Customer Experiences explains how delivering a legendary customer experience is the single most important competitive advantage across all industries. In People Love You, human relationship guru Jeb Blount offers a playbook for interacting with customers in a way that creates deep, enduring connections that withstand pressures in the marketplace.

1. How to MakeHow to Make
CustomersCustomers
Love YouLove You

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Our Speakers
Tom Teicholz is an award winning journalist who has consulted to and created video
and written content for Intel, The Museum of Tolerance, The Milken Foundation,
Universal and Fox/TV Studios and whose work has appeared in The New York Times
Sunday Magazine, The Daily Beast, The Huffington Post and PurpleClover.com.
@TomTeicholz
Jeb Blount, CEO of Sales Gravy, is a leading expert on how human
relationships impact account management, customer experience, leadership and
sales. He helps many of the world's leading organizations accelerate revenue
growth and profits through a focus on interpersonal relationships. Under Jeb's
leadership, Sales Gravy has become a global leader in sales enablement solutions,
including sales recruitment and staffing, sales on-boarding automation, custom
sales training program development and delivery, and sales coaching. He is the
author of six books, including People Buy You: The Real Secret to what Matters
Most in Business, and was recently named one of the world's 50 Most Influential
Sales and Marketing Leaders by Top Sales Magazine, and in a March 2014 Forbes
article, as one of the Top 30 Social Selling Influencers in the world. @salesgravy

4. President and CEO of Sales Gravy, Inc
Growth Enablement and Leadership Strategist
Bestselling Author of six books
Top 50 Most Influential Sales and Marketing Leaders
Top 10 Most Influential Sales Expert to Follow on Twitter
Top 30 Most Influential Social Selling Experts
Sales Leadership Customer ExperienceSelf-Mastery
Clients Include: Microsoft,
Lockheed Martin, Miami
Heat, Boston Celtics,
Sprint, Express Scripts, US
Air Force, MIT, Morgan
Stanley, Verizon Wireless,
AT&T, ADP, Alaska
Communications, PayChex
Jeb@SalesGravy.com

5. Each interaction with a
customer creates an
experience that they will feel
and remember. These
experiences are
cumulative. Over time they
become the foundation of
long-term relationships and
loyalty.

6. 3 Things You CAN Control3 Things You CAN Control
Your Actions
Your Re-actions Your Attitude
and Beliefs
Mastery over self
has more impact
on success in
sales than any
other element
including raw
talent, knowledge
and skills.

7. What’s Love Got to Do With It

8. Customers are People

9. Customer Experience is
Woven Into the Fabric of
Imperfect Business
Environments

10. Most Customers are Lost
Due to Neglect

11. You cannot differentiate
when everything looks the
same

12. People Are
Under Intense
Emotional
Pressure to
Avoid Mistakes

13. The Real Secret to Delivering Value
{If You Wish to Deliver Value, YOU Must Be Valuable}
Leverage the Pull Strategy

14. •Generic features and benefits,
kitchen-sink-data-dump
•Leaves your customer feeling that
you don’t listen and makes them
feel unimportant
•Makes you look and sound the
same as all of your competitors
Stop Pitch Slapping
Your Customers

15. Managing The Buying Experience

16. Three Tiers of Problems
Strategic Partner
Order Taking
Trusted Vendor

17. Welcome to the NO PITCH ZONE
•Articulate value in context of
what is most important to your
customer.
•Be valuable across the entire
enterprise.
•Deepen your emotional
connections by demonstrating
that you GET your customer
and their problems.
People buy
for their
reasons, not
yours

18. Positive Emotional
Experiences
Anchor People To
YOU

19. Upcoming Webinars
May 13th
IT vs. Marketing: Who Owns the Data? Who Owns the
Platform?
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