Basketball legend Michael Jordan? No, number 23 is not the right Mike.
Jackson 5’s most iconic member? No, he’s not the right Mike, either.
The Mike that sparked these words? Mike Anderson, Transmission Digest Account Executive for 17 years until his passing this past November. And for the past 6 years or so while I’ve been his customer, he’s been one of our most loyal REMAN U readers – and one of my favorite industry friends.
As with any loss, sudden or otherwise, memories and moments come back in full force. What was said and done remains. But, it’s not all that’s left – or all that will be.
A sales guy, connector, and dedicated “company man”, here are 5 business (and life) lessons that I learned from Mike:

1. Ask for the sale, but know your stuff. Good sales reps know how to ask for a sale. Great ones know how to respond to hesitation or an outright “no” because they’ve done their homework and have framed their pitch around what’s important to you. Build relationships by being an expert in your field.
2. While everyone else is busy being polite, be genuine. My inbox is saturated with “have a great day,” “hope this finds you well,” and “we appreciate your business.” Write politely and blend in, or use the words you would if you were standing face to face to almost bring yourself right into the same room.
3. It’s ok to take your work home. What you do 8+ hours of the day occupies a significant amount of your time, energy, and brain power. When you’re really proud of how you tackled the week’s biggest problem, talked a customer off of a ledge, or read an article that made you laugh, share it with those who matter to you most.
4. Want to have a presence? Participate. Every year, I signed an advertising contract with Mike. Signature in hand, he could have disappeared until the next inking was due. Instead, he stopped by our booths at various trade shows to say hi, emailed to give his 2 cents on a new YouTube video, or called if a free press opportunity opened up.
5. Patience is a very human virtue. Mike had a knack for picking up on a particularly busy week and proactively asking if a deadline needed flexing. Sense that someone you’re working with could use some extra breathing room? Give it if you can.

When facing problem X or obstacle Y, what would Mike do? I’m not sure. I wish I could ask him or call for his opinion on our latest print ad campaign. What I am sure of, though, is that Mike would be as helpful as he could and never lose sight of who is on the other end. My job (and likely yours, too) is nothing without people, be it a long-time customer turned brand advocate, driven Customer Loyalty Specialist in the office, or vehicle owner venting via social media. Without customers to buy from you, people to sell for you, experts to create for you, and competitors to push you, all you have is a product. The most sophisticated, technologically-advanced product on the market, though? Pales in comparison to the impact of a person who cares.

From an industry connection to a friend, the Woman Behind the Curtain remembers one of hers and the lessons he taught (intentionally or otherwise) this week. Who is your Mike? Share below or with Jennifer directly.