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This morning, my Starbucks cup said, “thank you.” I think. The handwriting was rushed. Messy. Barely legible. It wasn’t a moment. It was a task. And that’s the problem. Because sitting on my desk is another cup I’ve kept since November. Two words: angry elf, with a little mad face drawn next to it. And here’s the thing. That morning, I actually was rushed. Not my usual cheery self. Probably a little short. It caught me off guard. Maybe even felt slightly insulting for a secon

Why does everyone in sales sound the same now? We optimized the personality right out of the process. And replaced it with discounts as “strategy.” But people don’t buy perfect. They buy human. If your conversations don’t sound like your best people on their best day, you don’t have a messaging problem. You have a culture problem. Fix that, and everything else gets easier. I didn’t really understand that until my first job out of college. I was trying to sound like what I tho