September Update

Good afternoon, happy Friday!

Well…I was convinced we were going to have a little drummer boy when I looked up famous birthdays for August 23^rd; legendary drummer Keith Moon (The Who).  So when my new baby girl emerged letting out a giant concert scream, I did a classic double-take – a GIRL!!  Marleigh Suzanne was born that Friday afternoon, a healthy 7lb 3oz - she's got Lindsay’s dimples and my blue eyes (and hopefully my good rhythm).  And as everyone had told me…my life will never be the same!! 

(Back from paternity leave) I am extremely fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  And personally I’m always up for a good tangent if it peaks my curiosity (nice way of saying I have ADD!).

With that in mind, this monthly digest reflects my latest findings – new music obsessions, interesting ideas I've been exposed to, helpful sales tips, Chicagoland musings, and a brief update about the work I've been up to.  Hopefully these tidbits are of interest to you or someone you know, be it colleagues, family, or friends.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charity

A Just Harvest – is an anti-hunger organization in Rogers Park.  They run the largest stand alone soup kitchen in Chicago (last year more than 54,000 meals and distributed 296,000 pounds of rescued food), organize support for public policies that alleviate hunger and poverty and create neighborhood based economic development opportunities, including urban agriculture and micro-loans.  On Sunday, October 27^th they are having a special fundraiser at a place I’ve always wanted to go  - The Adler Planetarium.  Come support the cause by enjoying some drinks and the first floor exhibits, along with the movie Our Universe.  All information, including purchasing tickets, can be found here: http://www.ajustharvest.org/events/seeing-beyond/

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Sales Ideas & Practices

Football season brings out the fanatics - and there is a lesson to be gleamed from their die-hard, enthusiastic behavior.  Packers Fans are the Best Salespeople I Know – my trip to Lambeau reminded me of something I learned a long time ago...sales = a transfer of enthusiasm.

When cold calling/emailing – people shut down when they feel/hear/smell a sales pitch.  Instead, use these ideas about how to start a conversation with someone, which is far less offense and far more real.  Ditch the links & attachments – what would you say to the person if they were standing in front of you?    

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What I'm Working On...

Sales Empowerment Group – since moving into the SEARS tower three months ago, we have built our inside sales team to almost THIRTY reps (and room for FORTY MORE)!!  Our model is unlike anything out there and when I'm out speaking with people about it, they are getting excited!  I welcome and appreciate intros to anyone in your network that may be open to hearing about how we're helping companies grow.  *Best fits are B2B companies >$5M in revenue*

Precision Payroll – New Technology!  GPS-enabled time & attendance system.  Now your remote, on-the-road employees can use their cellphones to login in and out to track hours and location.  Perfect solution for landscapers, trucking/moving companies, maintenance, home health care, etc. 

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Random Joy

These are take-your-breath-away-scary-as-hell photographs of people doing things I wish I had the time, energy, and talent to do.  The base-jumping picture is my favorite – someday I'll convince Lindsay that it's a good idea for me to give it a try… 

I love it when I see people taking their work seriously.  Even when simply making Shawarma – this guy is a ninja.  

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Chicagoland

Check out the new Logan Square bar Analouge opening next month – for those that appreciate a made-with-love, hand-crafted mixed drink.

146 counties out of 3,000 = HALF of our population in the US.  Amazing.   

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Music

The Avett Brothers – I have mentioned this group before and am mentioning them again for good reason.  Their new album Magpie and the Dandelion will be out October 15^th.  Here is one of my favorite songs from their last album, “Laundry Room”. 

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Quotes

In three words I can sum up everything I've learned about life: it goes on. - Robert Frost (1874 - 1963)

Finance is the art of passing money from hand to hand until it finally disappears. - Robert W. Sarnoff

I'm a great believer in luck, and I find the harder I work the more I have of it. - Thomas Jefferson (1743 - 1826), (attributed)

Sometimes I think we're alone. Sometimes I think we're not. In either case, the thought is staggering.- R. Buckminster Fuller (1895 - 1983)

If you don't know where you are going, you will probably end up somewhere else.- Laurence J. Peter (1919 - 1988)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.  Have a relaxing weekend! 

Packers Fans are the Best Salespeople I Know

Happy Football Season!  Time for hooded sweatshirts, crockpots, and all day football Sundays.  It’s fair to say football fans are about as enthusiastic as they come.  Nothing reminds me more of this universal truth than my first Packers game - I was SOLD. 

A home game at Lambeau Field is an intoxicating experience, figuratively (and for some literally).  Those people are PASSIONATE.   I’d heard stories of lore about the frozen tundra, and seeing is believing.  But at Lambeau – EXPERIENCING, is believing.  The hours of traditional tailgating beforehand, the fans dressed up in dark green and gold football costumes & headdress, singing fight songs, the buzz of energy before kick-off…it was electric.  As a Chicagoan, I know it’s bad to say…but I walked away a fan.  They made me BELIEVE in the team, the town, the cause. 

Now can you imagine, walking out of a meeting with a prospect, and they feel like that?!  They become a fan?!  Impossible?  Perhaps, but how can we work toward that level of fandom?  It’s my view that not only do you need to share your excitement about why you can help them, you must also be open and willing to learn about why they’re excited about their work and fixing whatever problem they may be having. 

So, first off – seek first to understand, then to be understood.  Ask good questions - understand why you’re there.  What does success look like for them?  How is the current way of doing business not cutting it?  How will doing things differently improve their situation?  Was there a tipping point that prompted this meeting?  If you understand their “why”, chances are you can strike a common chord and empathize.  Everyone, including you, at one point or another, has tried to save money or be more efficient or just plain be BETTER.  By practicing empathy, you can in turn get excited about supporting them in realizing their definition of success.       

The second key?  Understand why you are there; this time, by “there”, I mean in your job.  What aspect of your job do you get excited about?  How does your widget help people?  What do you love about what you do?  And the biggest question – why do you do what you do?  If you can eloquently share and elaborate that with your potential customers, you’ll be two steps ahead of everyone else.  I encourage you to watch this great video by Simon Sinek (at least the first half) to explore this idea fully and help discover your WHY. (Side note - if you're not aligned with that WHY, start looking elsewhere)    

So, REMEMBER - sales is a transfer of ENTHUSIASM.  Sure, 72,928 impassioned fans behind you at your next meeting would help, but you don’t have that luxury.  Instead, practice and understand the above principles, combine it with a confident smile and positive body language, and you’re on your way to winning very enthusiastic fans.