Archives for the month of: March, 2014

Singulars and plurals: they’re usually really easy to differentiate, but sometimes they make you look like you’re not in command of your native language.

The most common one I hear in a business context is ‘criteria’. It catches folk out all the time. You see, criteria is a plural, and it’s not the kind of plural you can use in a singular context, like ‘data’ for example. You often hear criteria coupled with ‘success’, a popular entry in bullsh*t bingo.

So you have one criterion, from the Latin criterium and before that the old Greek kriterion, and you have multiple criteria from the Latin – you guessed it – criteria. Data has the same latin origins, but it’s so much part of our everyday language that it’s morphed into a collective singular noun and it’s quite acceptable to say ‘the data is awful’ for example.

Not so with criteria. You’ll hear even senior people in an organisation saying ‘which particular success criteria is the most important?’, which gives them away. Of course, mine’s the stiffer upper lip British diagnosis of the word. In other English-speaking territories, they’ve taken a slightly more lenient view. Then again you’ll sometimes hear people talk about the many criterias you can select from, yikes…

[Disclosure – this blog post contains adult sexual references, though not expressed in a vulgar way, because that would be a poor show.]

I thought I’d open, dear reader, with a warning, as I’d hate to see your double espresso do a U-turn as you read this. The adult reference is not to the title of the well-known song that you will find in the subject line of this blog post (and I can imagine there might be a slightly different audience finding this post as a result) but to an analogy for the difference between sales and marketing.

The rivalry, jibes and sometimes gulfs between sales and marketing is a path so worn away with words that I hesitated before I wrote the post, yet I think my point has merit.

In the old days, you could say that marketing was like sex for 1. A mainly solitary exercise, you would be crafting strategy, messaging and plans in your own company. Sales, on the other hand, was like sex for 2. You were building a rapport with that person, listening and catering to their requirements.

The connected economy has blurred those lines almost beyond recognition. If I’m a salesperson, my B2B customers can do their research online, see how people score what I offer, without ever having to dance with me until they’re ready, and on their terms. I don’t sell to them until they’re ready to start the relationship – unless I understand how to use the same processes to guide them to me.

If I’m a marketer, while I should always have been listening to the market, I can get instantaneous feedback on what I’m putting out there and can collaborate with my customers in real time to give them what they need.

The best salespeople, marketers and customers are those that understand the leveraging power of the Internet and use it to put themselves in the shoes of the other person. That way they can relate to them more, and partner with them better.

This blog is 6 months old – today. As I write this I have a very small blog audience – which I consider to be my customers – tiny in fact. But that doesn’t matter. As long as I enjoy writing it, and one person enjoys reading it, the connection is made and there is a fair exchange.

A rather good book I read last year advised that you should love the first customers you get. This is nothing new; they are the gateway to future success. Since this blog is 6 months old I would like to thank my best customer by sending them a present. I define best as the person who has interacted the most with my blog. And so Mr Gibson, my heartfelt thanks and gift goes out to you. And this has nothing to do with your recent milestone birthday which I could not attend…

There’s no harm being grateful when it’s also expedient :-).