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SalesNewz
A Sales Pitch isn’t A Relationship

By Paul Gillin

September 25, 2015

It had been pitched as a “get acquainted” call. The CEO really wanted to establish a relationship with me, the PR agency rep said. We would have a dialogue about what interested me and how the company could help me do my work.

I rarely accept such invitations, but I had worked with this particular public relations person several times before, and the topic of the conversation did look interesting. After brief introductions, the CEO began talking. He didn’t stop for 20 minutes. During the entire half-hour meeting, I said probably less than 50 words. Not once did he ask about my interests, my activities, or even my reaction to what he was saying. At least there was no PowerPoint.

I was a technology journalist for 23 years before leaving the field in 2005 to focus on social media marketing. Last year I returned to tech journalism on a contract basis, in part to help out a friend and in part because the site he ran badly needed attention.

Time Machine
The experience has been like stepping into a time machine. Although the [...]

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