WHAT WILL YOU DO IF SOMETHING HAPPENS TO YOUR STAR?

Is your company operating on a lone star model? Do you understand the consequences of building a company around this model?

This happens more often than you think – companies that are built around one person and when he or she leaves everything tends to slowly fall apart. Think Apple years ago – there are several others too. You do not want this. Take the time to discover and nurture talent in every area of your organization.

It doesn’t matter how good a strategy or value prop you have, at the end of the day, you will need a well crafted organization filled with talent if you want to execute and build a successful organization.

In today’s knowledge economy, team building is one of the most important risks you need to manage – building a strong team can be difficult too, but possible when made a priority. Are you making it a priority?

Note: A strong team is not one where a single person disproportionally influences the team’s results.

Everyone seems to cherish the company champ, but if you want constant business growth, you better have organizational structures in place to ensure that the other team members are ready to take the lead when something happens to the champ.

What about you?

How are you building your organization?

 

TIPS TO UP YOUR SALES GAME

Are you trying to up your sales game and start ringing the cash register?

Here’s a few tips I’ve learned over the years.

According to a 2002 Harvard study, great salespeople have the following in common: They do not take “no” personally, they take responsibility for their results, they are empathetic, they are ambitious, they are very goal-oriented, and they find it easy to approach strangers.

Here are a few other tips on what it takes to be a great sales person:

The harder you try, the worse you’re going to do. The harder you try, prospects sniff out the desperation. Just back off a bit and let them be more intrigued with what you have to offer.

Don’t try to close the deal on the first date. Build rapport with prospects. Once they trust and like you, it’s all downhill from there. How do you build rapport? Listen, learn, and don’t put your needs first.

Your job is to help the customer get what he or she wants, not sell them what you want.

Always be listening for clues. People interpret information in different ways. Some people are visual, others are auditory, and yet others are primarily kinesthetic (feelings).

No doesn’t always mean no, it might mean many things – you just have to take the time to figure it out.

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DISCUSSION QUESTION:

What sales tips can you share?

 

QUIT MAKING LAME EXCUSES

Are you an innovator or just a lame excuse maker? Earlier this week, Mitch Ditoff posted an awesome blog titled ” The 100 Lame Excuses for Not Innovating”. After reading through the ENTIRE list, it made me realize how often I hear these excuses from friends, family, companies, and everyone in between.

How about this? I challenge you to take a look at the list (All the way through) and see what excuses are currently holding you back from innovating and ultimately making something happen.

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WET DOG SYNDROME

You’re out playing with the dog and you decide to throw a stick out into the water, what happens next? Immediately smiling from ear to ear, your dog leaps into the freezing cold water to dog paddle his way after it. He captures it in his mouth, swims back to shore, springs up, and bolts toward you. And as soon as he reaches you filled with excitement, he starts shaking water all over the place. You get it on your face, your clothes are drenched, and your pretty much over the stick throwing game at that point.

How often does this happen when you send your people out to a conference or a rah, rah event? Probably pretty often. Let me warn you about something very important and please beware. This is called wet dog syndrome. What is wet dog syndrome? It’s when you send your people out to these rah, rah shows, they get all wet and revved up with new found energy and enthusiasm only to come back to your organization and shake it all over everyone.

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BEFORE YOU GET ALL HOT AND HORNY ABOUT SOCIAL MEDIA, READ THIS

Organizations everyday, all over the world know they they need to be on top of social media and they are already investing more and more money into it, however they still have some reservations about ROI. Why the reservations about ROI? Because of the fact that there isn’t a standard means for measurement – you have some companies tracking traffic, while others are tracking short term sales.

Just in the past few weeks, I’ve had several executives ask me questions about effectiveness, ROI, goals, metrics, monetization……what should we do?

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SOCIAL ENTERPRISE: JUMP ON BOARD IT’S GENUIS

If you haven’t checked it out you should. You can actually watch Dreamforce live online here.

Today at Dreamforce salesforce.com chairman and CEO Marc Benioff welcomed some 30,000 or more people to the Social Enterprise, which according to Alex Dayon is considered the business strategy for the next decade of computing that bridges the divide between today’s social customers and the companies that cater to them. Can we say awesome!

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PREMATURE SCALING: LEADING CAUSE OF STARTUP FAILURE

I’ve failed at a lot of things in my life including start-ups, and you know what, I’m pretty excited about it. You would think that I would be sitting here crying a river like most people, but I’m not. Instead I’m reading, learning, studying, asking tough questions, reflecting on my screw ups, and working on a bunch of new start-ups with amazing and brilliant people.

Realizing that it is a combination of things that cause a start-up to fail, one question that I’ve asked myself over and over after having a start-up fail pretty bad is, “What makes start-ups succeed or fail?”

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