Comments on: B2B Sales and the Problem of Pain http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/ Content Marketing, SEO Copywriting, Blog Consulting Tue, 16 Mar 2010 20:32:19 +0000 hourly 1 By: Brad Shorr http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-15299 Brad Shorr Sat, 07 Feb 2009 17:33:56 +0000 http://www.wordsellinc.com/?p=1083#comment-15299 Hi Andrew, You are right about enjoying it while you can. Good health is a real blessing and you never know what tomorrow will bring. On the other hand, people can overcome all kinds of physical challenges and do the most amazing things. Your attitude makes a world of difference. I hope your back holds out for a long, long time. <abbr><em><abbr><em>Brad Shorrs last blog post..<a href="http://www.wordsellinc.com/blog/marketing/put-a-little-love-in-your-marketing/" rel="nofollow">Put a Little Love in Your Marketing</a></em></abbr></abbr></em> Hi Andrew, You are right about enjoying it while you can. Good health is a real blessing and you never know what tomorrow will bring. On the other hand, people can overcome all kinds of physical challenges and do the most amazing things. Your attitude makes a world of difference. I hope your back holds out for a long, long time.

Brad Shorrs last blog post..Put a Little Love in Your Marketing

]]> By: Andrew http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-15262 Andrew Sat, 07 Feb 2009 01:25:34 +0000 http://www.wordsellinc.com/?p=1083#comment-15262 Hi Brad, I'm sorry I missed this post whilst I was on vacation, but I am glad to hear that you are feeling a lot better. As a youngish man, I have not really thought a great deal about the issue of physical pain, and I guess I have taken a lot of things related to physical well being for granted. But no doubt as people progress through the natural aging process, the concept of experiencing physical pain during the performance of relatively simple tasks is an issue which virtually everybody person has to learn to grapple with. I myself was born with scoliosis (abnormal curvature in the spine), and whilst I am able to perform simple physical tasks with ease for now, I have no doubt that I will start to experience a significant level of back pain during the next few decades as I get older. In addition to the lessons about B2B sales pain, I think that your recent experience also highlights a very important lesson for all adults of whatever age who enjoy good health. That is to not wait - to get out and do some take advantage of physical capabilities whilst we have them. Because one day, our health may deteriorate to the point when we can no longer do them. Recently, I was hiking up a decent sized mountain (about 1,000m above sea level) close to where I live. I passed by a lady in her sixties on the way up, and it was obvious that the climb was causing a degree of physical challenge to her. I could see the look on her face as I bounded past her as she struggled up - it said "Boy, I wish I had young legs!" Whilst I had great admiration for her efforts in climbing the mountain in spite of her challenges, the thought also occurred to me that one day, I will be in her shoes, and I, too, will struggle to be able to go hiking. <abbr><em><abbr><em>Andrews last blog post..<a href="http://www.goodhonestdollar.com/how-healthy-is-apples-disclosure" rel="nofollow">How healthy is Apple’s disclosure?</a></em></abbr></abbr></em> Hi Brad,

I’m sorry I missed this post whilst I was on vacation, but I am glad to hear that you are feeling a lot better.

As a youngish man, I have not really thought a great deal about the issue of physical pain, and I guess I have taken a lot of things related to physical well being for granted.

But no doubt as people progress through the natural aging process, the concept of experiencing physical pain during the performance of relatively simple tasks is an issue which virtually everybody person has to learn to grapple with. I myself was born with scoliosis (abnormal curvature in the spine), and whilst I am able to perform simple physical tasks with ease for now, I have no doubt that I will start to experience a significant level of back pain during the next few decades as I get older.

In addition to the lessons about B2B sales pain, I think that your recent experience also highlights a very important lesson for all adults of whatever age who enjoy good health. That is to not wait – to get out and do some take advantage of physical capabilities whilst we have them. Because one day, our health may deteriorate to the point when we can no longer do them.

Recently, I was hiking up a decent sized mountain (about 1,000m above sea level) close to where I live. I passed by a lady in her sixties on the way up, and it was obvious that the climb was causing a degree of physical challenge to her. I could see the look on her face as I bounded past her as she struggled up – it said “Boy, I wish I had young legs!”

Whilst I had great admiration for her efforts in climbing the mountain in spite of her challenges, the thought also occurred to me that one day, I will be in her shoes, and I, too, will struggle to be able to go hiking.

Andrews last blog post..How healthy is Apple’s disclosure?

]]> By: Monday Reading Roundup Take #20 http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14814 Monday Reading Roundup Take #20 Mon, 26 Jan 2009 13:02:05 +0000 http://www.wordsellinc.com/?p=1083#comment-14814 [...] Brad Shorr of Word Sell Inc. discussed the issue of business-to-business sales and how managing daily pains helps build or demolish businesses and indiv.... [...] [...] Brad Shorr of Word Sell Inc. discussed the issue of business-to-business sales and how managing daily pains helps build or demolish businesses and indiv…. [...]

]]> By: Brad Shorr http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14651 Brad Shorr Wed, 21 Jan 2009 12:13:54 +0000 http://www.wordsellinc.com/?p=1083#comment-14651 Hi Robyn, Yes, there is definitely healing power in humor! My post today features a cartoon ... it's so nice to know you like them. <abbr><em><abbr><em>Brad Shorrs last blog post..<a href="http://www.wordsellinc.com/blog/marketing/cartoons/the-lighter-side-of-banking/" rel="nofollow">The Lighter Side of Banking?</a></em></abbr></abbr></em> Hi Robyn, Yes, there is definitely healing power in humor! My post today features a cartoon … it’s so nice to know you like them.

Brad Shorrs last blog post..The Lighter Side of Banking?

]]> By: Robyn McMaster http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14637 Robyn McMaster Wed, 21 Jan 2009 04:17:35 +0000 http://www.wordsellinc.com/?p=1083#comment-14637 Brad, I did not realize you were in such pain, but oh how glad I am that you are now out of it. I thought your insights about possibilities the best way to move into action. here's just one that is so appropriate coming from you... "Pain has trouble grappling with pure ideas. Pain needs comfort and reassurance and perhaps the distraction of a good joke or cartoon." A good belly laugh can change your mood and I look forward to more of your cartoons upcoming. <abbr><em><abbr><em>Robyn McMasters last blog post..<a href="http://brainbasedbiz.blogspot.com/2009/01/no-holding-ella-mae-johnson-from.html" rel="nofollow">No Holding Back Ella Mae Johnson from Inauguration</a></em></abbr></abbr></em> Brad, I did not realize you were in such pain, but oh how glad I am that you are now out of it.

I thought your insights about possibilities the best way to move into action. here’s just one that is so appropriate coming from you… “Pain has trouble grappling with pure ideas. Pain needs comfort and reassurance and perhaps the distraction of a good joke or cartoon.”

A good belly laugh can change your mood and I look forward to more of your cartoons upcoming.

Robyn McMasters last blog post..No Holding Back Ella Mae Johnson from Inauguration

]]> By: Brad Shorr http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14591 Brad Shorr Mon, 19 Jan 2009 20:34:35 +0000 http://www.wordsellinc.com/?p=1083#comment-14591 Hi Bill, Thanks (I think)! :) Don't worry - I have a whole other knee waiting in the wings for future grumpiness and blog posts. <abbr><em><abbr><em>Brad Shorrs last blog post..<a href="http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/" rel="nofollow">B2B Sales and the Problem of Pain</a></em></abbr></abbr></em> Hi Bill, Thanks (I think)! :) Don’t worry – I have a whole other knee waiting in the wings for future grumpiness and blog posts.

Brad Shorrs last blog post..B2B Sales and the Problem of Pain

]]> By: Bill Welter http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14590 Bill Welter Mon, 19 Jan 2009 20:33:06 +0000 http://www.wordsellinc.com/?p=1083#comment-14590 Brad, I think I'll miss your "normal" grumpiness! But on a serious note, you did a brilliant job of teaching a business skill through the story of your bum knee. Keep it up. Bill Brad, I think I’ll miss your “normal” grumpiness! But on a serious note, you did a brilliant job of teaching a business skill through the story of your bum knee. Keep it up.
Bill

]]> By: Brad Shorr http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14583 Brad Shorr Mon, 19 Jan 2009 17:15:03 +0000 http://www.wordsellinc.com/?p=1083#comment-14583 Hi Joanna, I think you are right. From a sales perspective you have to get a prospect to start thinking differently, envisioning a different future. Or perhaps simply envisioning a future. Today, with the economy in a shambles (as Karen points out so well), companies develop a bunker mentality and stop even thinking about what comes next. This I think is a normal human response. It is hard to think ahead when you are suffering. <abbr><em><abbr><em>Brad Shorrs last blog post..<a href="http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/" rel="nofollow">B2B Sales and the Problem of Pain</a></em></abbr></abbr></em> Hi Joanna, I think you are right. From a sales perspective you have to get a prospect to start thinking differently, envisioning a different future. Or perhaps simply envisioning a future. Today, with the economy in a shambles (as Karen points out so well), companies develop a bunker mentality and stop even thinking about what comes next. This I think is a normal human response. It is hard to think ahead when you are suffering.

Brad Shorrs last blog post..B2B Sales and the Problem of Pain

]]> By: Joanna Young http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14582 Joanna Young Mon, 19 Jan 2009 17:00:05 +0000 http://www.wordsellinc.com/?p=1083#comment-14582 Brad, glad to hear you're on the road to recovery. Good point about the things we get used to... I guess part of the solution is to break state (to jolt out of the state of numbness or being accustomed to pain) without doing it so abruptly that you break rapport or remind someone of their pain and make it worse! <abbr><em><abbr><em>Joanna Youngs last blog post..<a href="http://feeds.feedburner.com/~r/ConfidentWriting/~3/516391957/" rel="nofollow">Audacious Faith in the Future</a></em></abbr></abbr></em> Brad, glad to hear you’re on the road to recovery. Good point about the things we get used to… I guess part of the solution is to break state (to jolt out of the state of numbness or being accustomed to pain) without doing it so abruptly that you break rapport or remind someone of their pain and make it worse!

Joanna Youngs last blog post..Audacious Faith in the Future

]]> By: Brad Shorr http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/comment-page-1/#comment-14581 Brad Shorr Mon, 19 Jan 2009 16:57:44 +0000 http://www.wordsellinc.com/?p=1083#comment-14581 Hi Karen, Yes, today some companies are in extreme pain because of the economy - you would know that better than most being in Detroit. Isn't it true that many companies in this situation pull back on advertising and marketing? Really, that is not good business, but it happens time and time again. Alina, You've expanded on my point in a way I never thought of! I was thinking about company pain, associated with company activities and processes. You add a whole new layer of personal pain, which also has tremendous impact on company decision making. <abbr><em><abbr><em>Brad Shorrs last blog post..<a href="http://www.wordsellinc.com/blog/sales/b2b-sales-and-the-problem-of-pain/" rel="nofollow">B2B Sales and the Problem of Pain</a></em></abbr></abbr></em> Hi Karen, Yes, today some companies are in extreme pain because of the economy – you would know that better than most being in Detroit. Isn’t it true that many companies in this situation pull back on advertising and marketing? Really, that is not good business, but it happens time and time again.

Alina, You’ve expanded on my point in a way I never thought of! I was thinking about company pain, associated with company activities and processes. You add a whole new layer of personal pain, which also has tremendous impact on company decision making.

Brad Shorrs last blog post..B2B Sales and the Problem of Pain

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