It’s Your Choice to Play in Their Sandbox

Have you ever gone to a professional meeting and showed up early for the “networking” opportunities? Many of these pre-meeting networking sessions remind me of the grade school playground. Some of the attendees are “in” and others are made to feel “out.”  

As a newcomer to one these events , have you ever gotten “the look” from the old guard, been-around-for-a-while, in-crowd folks? Were you greeted by any Board Members and/or sponsors? You either find a cracker to munch on and a quiet corner and your iPhone with which to pass the time until the program starts, or you dive right in and meet-and-greet on your own. Polite handshakes, perhaps biz cards are exchanged.  Then they turn back to their conversation and leave you out. Again. Everyone’s got more important folks to speak with , other than you. [Read more...]

3 Tips for Developing Business, Not Busy Work

Are you an engineer who now sells? How about the CEO of your start-up? OK, I’ll open this up to sales people as well. It may be news to you that your first order of business is to understand your company’s business model, the way strategic goals are leveraged, and how money walks through your organization.

It’s an easier roadmap for selling if you understand the terrain before you start out on your business development journey.

All you thought you had to do was problem-solve or relationship-build. Leave the high level stuff up to the boss. Not in today’s globally competitive economy. [Read more...]

Customer Service Call or Selling Opportunity?

Several weeks ago, my electronics vendor sent a technician to my home to address on a customer service call. The objective: address some malfunctioning wireless interfaces. I know the President of the company personally. It’s a small business. They do great work, highly customized. When these folks show up, it’s not a quick visit. They are thorough, ask a lot of questions, determine the source of the problem. They make suggestions for alternatives as well.

During the service call, I spent a lot of time asking the service person about various alternatives to the current system. I was – and still am- interested in alternatives to my current configuration, which would provide a lot more functionality and convenience. [Read more...]

4 Tips for Customer Discovery Conversations

If you are the CEO of your startup, are you experiencing anxiety over having those customer discovery conversations with potential investors and early-adopters? What if you speak with a prospect and they don’t like your idea? How will you handle a negative response? Will you shut down your startup and take rejection personally?

Customer discovery conversations are where the rubber meets the road, where fantasy meets reality, and where startups get a healthy dose of the business world outside of a university setting.

There’s a fascinating anthropology involved as you identify the business ecosystem in which you would like to launch your venture.

[Read more...]

Wearing Your Value Proposition like A Second Skin

How many of you treat your value propositions like a closet full of clothes? You get up each day and decide which value proposition you are going to wear. In your mind, depending on the customer, your value proposition is disposable and subject to whim. In your mind, depending on how the prospecting conversation goes, you may swap out one value prop for another.

Really?

Value propositions are nothing less than the tangible benefit a customer or investor receives from doing business with your company. While you may tailor the tangible benefits side of the equation, your value proposition is nothing short of communicating your core values to your customers and investors. [Read more...]

Jettisoning Your Baggage

I bought a new SUV this weekend. It replaced the vehicle I had to purchase when my former SUV got totaled. My former beloved vehicle was the one I was driving when I got T-boned by an asphalt truck while leaving a client.

I enjoyed driving my rock-solid replacement SUV/truck (aka, tank).  I just didn’t fully realize how much baggage was associated with my SUV Tank until this weekend. When I felt relieved and liberated to be moving on.

There only were two vehicles on the road that fateful day, mine and the truck that plowed into me. The trucker apparently had decided that crossing the yellow line into my lane somehow made sense. Having no time to react, I realized I was going to have to let the truck hit me; at full cruising speed. I figured: This Was It. There probably was no more to my story. I was peaceful in this realization.

Got the picture? [Read more...]

A Note to Perfectionists

Are you a technical or sales professional striving for perfection in your professional performance? Do you also demand perfection in your colleagues’ and customers’ performances, as well?  Your intolerance for imperfection makes you crazy, doesn’t it?  Your perfectionist tendencies create perpetual impatience when others fail to grasp your meaning, the point you want to make, your objectives, your goals.

You don’t have to look very far to find imperfection, either. Until a few years ago, driving past forests used to make me nuts: I wanted to get out there and pull the weeds!  Except the underbrush has an ecological purpose. I knew I had to let it be (although it took a bit of work, and tolerance on my part).

Imperfection is the norm. 

[Read more...]

2013 Sales & LinkedIn Survey Results. Konrath-Albee Study

Hot off the presses! Jill Konrath and Ardath Albee published this important report this morning. Their survey research findings offer stunning insight into how usage of the LinkedIn social media platform impacts business and professional development.

There really is an Us versus Them effect in business development and revenue production, contingent on level of LinkedIn usage.

In late 2012, my colleague, Jill Konrath, contacted me about this survey. She asked me to participate. Then she inquired whether I would let my LinkedIn and social media / blog subscriber community know about the opportunity to participate as well. To those of you who chose to participate, our thanks and appreciation! Why? [Read more...]

Do.Be.Do.Be.Do.

For those of you have used the Plan-Do-Check-Act (PDCA) quality cycle, introduced by Deming, you know this tool as one which helps you manage change or solve problems in a methodical and rigorous way. For those of you who don’t know about this strategy, turn on the left side of your brain and enjoy!

No matter what side of your grey matter you use most often, the real issue is: what do you do when the problem is you?

Most of us have encountered an issue during our careers which led us to the unavoidable decision to take a good look in the mirror at where the buck stops. The real problem is not getting stuck wallowing in self-doubt or listening to other people’s second-hand opinions while trying to sort things out and move forward.

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5 Tips for Selling Your Venture to Investors and Customers

Does the thought of pitching to investors and selling to customers excite you or make you extremely uncomfortable? Some of you are very smooth at presenting, but not very successful at receiving funding. Others of you sound robotic, spitting out some artificial sounding sales spiel that you don’t believe yourself; you end up short-changing investors and customers on your viable venture.

Regardless of which one of the preceding scenarios describes you, Failure to Obtain Funding from investors and Failure to Acquire New Customers is the result of some mis-perceptions of your role as the CEO of your start-up. [Read more...]

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