November 2015 - Christmas Trees, Shopping, Calvin & Hobbs, and Sales!

Good evening, Happy Sunday! 

I've been back in Indiana over this long holiday weekend relaxing with my family.  It's been nice to unplug, take mid-day naps, not go Black Friday shopping, and eat Thanksgiving leftovers (my favorite meal(s) of the year).  Today we capped off our trip by going Griswold style - chopping down the family Christmas tree, strapping it to the top of our car, and heading back to Chicago.

I'm fortunate to be out every day meeting an eclectic group of people and businesses.  This monthly digest reflects my journey through sharing new sales & business ideas, Chicagoland happenings, new music for your soundtrack, and other things that caught my eye along the way.  I always appreciate your replies, thoughts, and ideas  - as well as taking time out to enjoy it.  

---

Featured Charity

Lemons of Love was the winner of this quarter's 100+ Who Care Event.  Through her own experience as a cancer survivor, Jill Swanson Peltier started this organization to help bring a smile to those going through chemotherapy treatment.  She provides hand-made goodie bags filled with all sorts of gifts for those going through treatment.  It's right in line with the 100+ Mission - simple idea, BIG impact.  The next 100+ Who Care Event will be Thursday, Feb 11th.  

---

Sales Beat

I've been having quite a few conversations with sales reps this month about 2016 planning.  In discussing the challenges faced during this calendar year, I seemed to be offering the same advice over and over again.  In this LinkedIn blog post, I share my top five suggestions to help make sales people better, faster, and stronger in 2016.    

At least once a month, Seth Godin hits me right between the eyes with one his short, on-point blog posts.  I love TO-DO lists and after reading this advice, mine have been changing.  

---

What I'm Up To

Reading a lot.  After recently finishing a great book, I'm renewing a New Year's resolution from a few years back to read one book per month.  While I have a few sales books in the hopper, I'll also be pulling from this list suggested by renowned author Malcolm Gladwell.  I lean toward non-fiction, business-related books - any recommendations are appreciated!

---

---

Off Beat

While I don't drink the stuff, 5-Hour Energy has become a cultural phenomenon.  The owner of the company is a self-made multi-billionaire and one hell of a guy.  He has pledged to give away 99% of his wealth to make the world a better place.  Check out this trailer for a new movie coming out called "Billions in Change", that highlights his impact on the future of water, energy, and health. 

Calvin and Hobbs is one of my all-time favorite cartoons.  My sister had the whole series of the big rectangle-shaped books and I used to steal them away and read them for hours.  Last month marked the 30th anniversary and here are a few short clips in homage to the dad in that comic - I forgot how ornery he was! 

---

Chicagoland

As you kick-off you holiday shopping, I'm going to share one my best kept secrets.  My favorite little gift shop tucked away in an overlooked stretch of Ashland Ave.  I love going into the charming RR #1 during the holidays to find that unique something for that unique someone.  If you're nice, the owners might even crack a beer for you while you're browsing.   

---

Music 

Oddisee - while hip-hop is not something I generally gravitate toward, this guy caught my ear and eye when I watched his NPR Tiny Desk Concert.  Listen to the first track and see if you get hooked too.  

Drumming Clip - this 18 year-old girl plays a drum solo tribute to the Japanese soccer team and rocks it!  

---

Quotes

Things turn out best for the people who make the best of the way things turn out. - John Wooden (1910-2010)

I know that you believe that you understood what you think I said, but I am not sure you realize that what you heard is not what I meant. - Robert McCloskey

Men occasionally stumble over the truth, but most of them pick themselves up and hurry off as if nothing ever happened. - Sir Winston Churchill (1874-1965) 

Listening, not imitation, may be the sincerest form of flattery. - Dr. Joyce Brothers (1928- )

I hope you enjoyed the newsletter and found something of interest.  I always welcome and appreciate your replies, recommendations, and referrals.  Wishing you joy and happiness during this holiday season!  
 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Action Generates Inspiration!

October 2015 - Farming, The Beatles, Potatoes, and SALES!

Good morning, Happy Friday! 
 

My Grandpa Lenhart owned a 120-acre working farm in Northwest Ohio, which is where my Dad grew up.  When my parents got married, they moved down the road onto another family farm, which is where my sisters were born.  But when I came along, and we needed more room, my parents moved us off to suburbia (a fact my sisters still like to remind me of to this day).  I grew up in a couple different small Midwest farming towns, and even though I never experienced "life on the farm", it's in my blood.  So you can imagine my delight as I got an up-close experience this month with my brother-in-law, who happens to be a full-time farmer.  I rode shotgun on this bad boy...a modern-day, GPS-guided, corn-eating beast!  I watched in awe as it plowed down 12 rows at a time and churned out shucked corn kernels on the other end.  Something I'm sure I've seen a thousand times driving along the highway, but incredibly fun and rewarding to have finally experienced it firsthand.   

I'm fortunate to be out every day meeting an eclectic group of people and businesses.  This monthly digest reflects my journey through sharing new sales & business ideas, Chicagoland happenings, new music for your soundtrack, and other things that caught my eye along the way.  I always appreciate your replies, thoughts, and ideas  - as well as taking time out to enjoy it.  

---

Featured Client

Akouba Credit is helping small-to-mid-sized banks reduce the cost and time associated with underwriting business loans.  Via Akouba's SaaS platform, banks can increase loan profitability by 2.5x, while cutting out 80% of the time normally taken to issue that loan.  Now banks can work with happier borrowers - faster.  Everyone wins.  They recently completed the Chicago TechStarsprogram and have banks on-board.  If you'd like more info or have connections into the banking space that may have interest, please drop me a line.    

---

Sales Beat

I've been getting a lot of questions lately about breaking through the email noise and motivating/enticing/begging your prospects to respond.  Hubspot, one of the leaders in email automation, has a couple great blog posts in regards to this on-going challenge: 

1. 8 Clever Tricks to Grab Attention - using humor and leveraging LinkedIn knowledge are two  methods I've always advocated.  They have six other solid ideas too! 
2. 7 Psychological Facts to Sending Better Email - I liked this article because it shares tactical lessons after each idea that are easy to implement (but will force you to change some habits - do it!)

"Social Selling" has so many facets.  It's not simply about posting a bunch of stuff on LinkedIn and Twitter and hoping people will like you.  Social selling is a full strategy and multi-part technique that covers every touch-point of the buying journey.  I enjoyed this article that discusses ideas on how Social Selling can help overcome some objections that many sales people hear every day.  

I recently finished reading Conversations that Win the Complex Sale and really enjoyed it (thank you to my friends at Walker Sandsfor turning me on to the book).  It helped me realize the power of messaging and how I work with my sales teams.  In this article, the book's author shares some thought-provoking stats  on what is really important to the modern buyer. 

---

---

What I'm Up To

I'm working several client engagements, dressing up Marleigh as Minnie Mouse for Halloween, and supporting my wife's efforts as she launches her amazing, much-needed business - Happy Balance RN.  Like many of you, we keep a busy household and embrace the adventure! 

---

---

Off Beat

My dad used to tell me stories of having to be on "KP" while in the Army; peeling potatoes for 1,000 men.  A shame they didn't know about this easy trick to make this boring process a breeze.  

I didn't find myself on the golf course as much as I would have liked this summer.  I did, however, 3-putt a lot less this year, helped in part thanks to a new putter (and the simple fact that I played less...).  Here is one of the best "three putts" I've ever seen.  

---

Chicagoland

Chicago Toy and Game Week is coming up next month, Nov 18th-22nd.  Lots of fun for the kiddos or your own inner child, but one event in particular on Friday sounds especially interesting and will be enticing for Chicago's tech community.  Tech for Toys & Games will take place at Navy Pier and feature companies like Hasbro, Mattel, Nickelodeon, and others hunting for the latest in advancement - start-ups in the space should definitely go!  Tickets are free, but space is limited - tickets can be reserved here.  

---

Music 

Har Mar Superstar - I've been on a R&B/soul music kick lately - from artists new and old.  A tune that recently caught my ear is from a balding, out-of-shape, middle-aged white guy - ends up he's one heck of a R&B Soul Crooner (contrary to his earlier electronic albums).  Listen to his lead track off his last album, Lady You Shot Me.  

Drumming Clip - Ringo Starr can be credited with banging out some of the earliest "Rock" beats still used today.  Here is a cool reminder, as one drummer skillfully shuffles through the entire Beatles catalog, CHRONOLOGICALLY, in five minutes.  

---

Quotes

The nice thing about egotists is that they don't talk about other people. - Lucille S. Harper

When everyone is against you, it means that you are absolutely wrong or absolutely right. - Albert Guinon (1863-1923)

It's a rare person who wants to hear what he doesn't want to hear. - Dick Cavett (1936-) 

Nothing inspires forgiveness quite like revenge. - Scott Adams (1957- )

Science is organized knowledge.  Wisdom is organized life. - Immanuel Kant (1724-1804) 

I hope you enjoyed the newsletter and found something of interest.  I always welcome and appreciate your replies, web recommendations, and referrals.  Have a great Halloween weekend, see you next month! 
 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Action Generates Inspiration!

September 2015 - Cubs, Dad Jokes, The Winning Edge, Pumpkins - and SALES!

Good morning, Happy Tuesday! 
 

It just so happens that last month I referenced Back to the Future II with the arrival of hover boards.  Well, that movie also predicted something that happens in the year 2015 that seems unheard of - The Cubbies winning the world series.  The city is holding it's collective breathe as they make a go of it.  As my good buddy likes to say, "I'm not sayin', I'm just sayin'..."  #LetsGo #FlyTheW

I'm fortunate to be out every day meeting an eclectic group of people and businesses.  This monthly digest reflects my journey through sharing new sales & business ideas, Chicagoland happenings, new music for your soundtrack, and other things that caught my eye along the way.  I always appreciate your replies, thoughts, and ideas  - as well as taking time out to enjoy it.  

---

Featured Charity

The Remix Project was created to help level the playing field for young people from disadvantaged, marginalized, and under-served communities. Their programs and services assist youth who are aspiring to enter into creative industries (Check out their academies) or further their formal education. They provide top-notch alternative, creative, educational programs, facilitators and facilities.  I'll be a fundraiser for them on Saturday, Oct 10th - consider joining for this unique event- tickets here. 

---

Sales Beat

Early in my career, my dad gave me a 6-cassette tape set from Brian Tracy - one of the top sales trainers from the modern era.  One of the principles that always stuck with me is his idea of the "winning edge" - the best sales people do all the little things that add up to a HUGE difference.

Most of us have struggled with those "pause words" in our vocab - Um, uhhh, aaaand, welll (that's mine) - here are a few tips.  Additionally, avoid words that diminish the power of your message and credibility - words/phrases such as: just, literally, honestly, possibly, hoping to, wondering if.  Those phrases will immediately put you down a notch in the eyes of your prospect.    

---

---

What I'm Up ToONLINE EVENT: Next Tuesday, Oct 6th, I'm giving an online webinar on Leveraging LinkedIn.  This is a free event via Big Marker and hosted by locally-based digital marketing agency Paradigm Next.  I will cover top to bottom my thoughts on the profile and then offer specific tactics, verbiage, and etiquette I've successfully used to build a powerful network.  REGISTRATION HERE

LIVE EVENT: The following Tuesday afternoon, Oct 13th, I'm excited to participate in Brew Your Skill, founded by my friends at HFI Consulting.  I will be co-presenting ideas on how to open more relationships and close more sales.  And if the name didn't give it away... Yes.  It's at a brewery (like I said - my friends).  Limited seats & beers - TICKETS HERE. (If you'd like to attend, send me an email and I have a small handful of discount codes to pass out)

---

---

Off Beat

Lindsay keeps accusing me of telling "dad jokes" - I guess it was inevitable.  Here is a funny PSA-style ad from children affected by the lame jokes their fathers have told. 

This is visually-impressive article depicts how social change sweeps across America.  As recreational marijuana begins to make it's footprint, it  uniquely shows the speed of adoption around issues such as women's rights, prohibition, abortion, and others.    

---

Chicagoland

Tis' the season - here's a list of the best pumpkin patches around Chicagoland. 

---

Music 

Nathaniel Rateliff and The Night Sweats - that's right.  If you like music, you'll enjoy this.  Don't ask, just listen or watch from their appearance on Conan earlier this month! 

Drumming Clip - Progressive jazz group Mahavishnu Orchestra was introduced to me when I was in college.  Their drummer, Billy Cobham, is still one of my favorites to this day.  Watch him jam here.

---

Quotes

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

Beware of no man more than yourself; we carry our worst enemies within us. - G. K. Chesterton (1874-1936)We are continually faced with a series of great opportunities brilliantly disguised as insoluble problems. - John W. Gardner (1912-2002) 

The time to relax is when you don't have time for it. - Sydney J. Harris

Fiction is obliged to stick to possibilities.  Truth isn't.  - Mark Twain (1835-1910) (*Is that saying Back to the Future II is wrong about the Cubbies?!)

I hope you enjoyed the newsletter and found something of value - forward on to a friend if you did.  I always welcome and appreciate your replies, web recommendations, and referrals.  Have a great week, see you next month - Go Cubs!   

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Action Generates Inspiration!

August 2015 - Birthdays, Hoverboards, Inc 5000, and Sales!

Good morning, Happy Thursday! 
 

I've succeeded.  I kept her alive and well for two years!  While Lindsay can take most of the credit, I have taught her to drum on anything she can find, do "raspberries" with her tongue,  and "cheers!" with her sippy cup.  Her constant curiosity, growing imagination, and great sense of humor keep us inspired and grateful.  I can only imagine the adventures that lie ahead.   

I'm fortunate to be out every day meeting an eclectic group of people and businesses.  This monthly digest reflects my journey through sharing new sales & business ideas, Chicagoland happenings, new music for your soundtrack, and other things that caught my eye along the way.  I always appreciate your replies, thoughts, and ideas  - as well as taking time out to enjoy it.  

---

Featured Charity

Illinois Council Against Handgun Violence - this organization was the lucky winner of the Q3 100+ Who Care event.  They take great strides in decreasing gun violence across the state and we were excited to see them take home the $10,000 donation.  Follow 100+ on Facebook to keep posted on our next event in November.  

---

Sales Beat

For many business owners, it's hard to be objective when managing long-term sales people.  Over time, accountability slips and mediocrity sets in.  Besides straight sales numbers, how do you rate your A, B, and C players? This article gives good questions to ask and some actions to take when you get the answers.  

"The Illusion of Control" - short blog post by Seth Godin (who I frequently reference and who's blog you should be following).  I see this all the time, and in sales, you must "control the controllables".  Take a look at your activity - are you doing enough to sustain a proper pipeline?  If you're doing the work, but not getting the results, then you may have a skill issue.

I talk to a lot of people who are considering a career in sales.  While a good smile is a good start, this article shares 5 Traits that can Predict a Promising Sales Career and pinpoints some key areas. (If you are considering, send me your resume - our recruiting team has over 20 positions open!)

---

---

What I'm Up To

Chasing Marleigh around is a never-ending, but fulfilling responsibility.  I joke with people that it's like living with a little drunk person - they climb on everything, talk incoherently, and cry for no reason.  I commiserate with these hero dads rescuing their kiddos.

Sales Empowerment Group made the 2015 Inc 5000 list of fastest-growing companies (#769)!  Like any young company, we've had our bumps in the road, but it's been a fun and educational ride.  We're pumped to see several of our clients on the list as well; when they succeed, we do too.   

---

---

Off Beat

 

For my birthday back in May, Lindsay got me the Looney Toons Golden Collection on DVD.  Ever since, any Saturday morning we are at home, the 4-disc set is on mandatory rotation from wake-up till around 10am.  This short piece highlights the work of Chuck Jones, the amazing visual artist that brought us the Bugs Bunny & Tweety Show and much more.  

Well, speaking of reliving the 80's...  Hoverboards.  Back to the Future promised them 30 years ago (its pearl anniversary celebration is coming up).  Well, they've finally arrived courtesy of Lexus; check out this video of hoverboarding riders (and the subsequent video that shows how it actually works).  

---

Chicagoland

Whether you're a native or a visitor, the new (to me) Choose Chicago site is really well done.  Up-to-date events, blog posts, and neighborhood guides to help you get the most out of our amazing city.  Now go plan a date night and surprise your better half!  And for some amazing photos, check out their Instagram series #takingoverchoosechicago.

---

Music 

Foo Fighters - will be at Wrigley Field this weekend in a long sold-out show.  Recently, 1,000 Italian Foo Fan rockers played "Learn to Fly" in unison, in an attempt to woo the band to come play Italy for the first time.  Dave Grohl did respond.

Drumming Clip - this little video/commercial illustrates what's happening in a drummers brain when they're playing (insert your own "mindless drummer" joke here). 

---

Quotes

Your true value depends entirely on what you are compared with.  - Bob Wells 

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

Boys will be boys, and so will a lot of middle-aged men. - Kim Hubbard (1868-1930) 

A kleptomaniac is a person who helps himself because he can't help himself. - Henry Morgan 

If people never did silly things, nothing intelligent would ever get done. - Ludwig Wittgenstein (1889-1951)

I hope you enjoyed the newsletter and found something of value - forward on to a friend if you did.  I always welcome and appreciate your replies, web recommendations, and referrals - enjoy the rest of summer, see you next month!   
 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

July 2015 - 100+ Who Care, Client Referrals, Downhill Fear, and Sales!

Good Morning, Happy Tuesday! 

It was taken on July 6th - just another Monday here on Earth.  I had a strong reaction recently when seeing this new "Blue Marble" image released from NASA.    It was this strange combination of "The more things change, the more things stay the same." and "Wow - I'm a speck."  Humbling and comforting at the same time (and, it still always makes me think of the ending sequence of Men in Black).

I feel blessed to be out every day meeting an eclectic group of people and businesses.  This monthly digest reflects my journey through sharing new sales & business ideas, Chicagoland happenings, new music for your soundtrack, and other things that caught my eye along the way.  I always appreciate your replies, thoughts, and ideas  - as well as taking time out to enjoy it.  

---

Featured Charity Event

100+ Who Care Chicago - simple idea - BIG IMPACT.  I am honored to be on the steering committee for the Chicago chapter.   After a successful inaugural event a few months back, we raised $10,200 for WINGS.  Who will be  next?!  Here is how it works:  

• 100+ people show up (Thurs, Aug 13th at Merch Mart), each with a blank $100 check.  
• During a cocktail hour and keynote celebrity speaker (Howard Tullman of 1871 this time!), you can put a charity’s name “in the hat”. 
• Three are drawn, each person gets a few minutes to speak on the charity’s behalf. 
• Everyone votes and one charity walks away with $10,000+.

You can win your charity $10,000+ in one night.  EVENT DETAILS & REGISTRATION.  

---

Sales Beat

I keep hearing about this idea that we're living in a '140 Character World'.  While long-form bloggers might disagree, when it comes to sales emails it couldn't ring more true.  Brevity is king.  Increase your chances of a reply by reading these nine examples of solid cold-email templates and come up with three or four variations for your own offering.

If cold-emailing isn't your thing, client referrals are out there waiting for you.  Sadly, most of us are either too afraid to ask or never think to do it.  I liked this systematic five-step approach to getting more client referrals than you can shake a stick at (my old man used to say that).

I see many sales people step over the line when developing new relationships... Meaning, they ask for too much, too soon - they make it all about themselves before seeing if the person even cares.  If there were 10 Golden Rules in Sales, these would be two of them.  

---

---

What I'm Up To

Enjoying summer. And, presenting!  Short notice, but tomorrow morning I'm teaming up with a couple local marketing aces to discuss Sales & Marketing Alignment - the lack of it and ideas on how to fix it.  If either or both of those topics are important to you, come check it out - DETAILS & REGISTRATION.  

---

---

Off Beat

 

I appreciate a good sleight of hand artist, especially this 15-year-old who seems to take great joy in the art form.  

Heading to DC in the next month?  Go check out these 1,000,000 translucent bulbs.

It's amazing how music can make this biker's scary & Impressive mountainside descent seem somewhat peaceful.  This is taken in a single shot and is sound-tracked by a classic Buffalo Springfield song.  

---

Chicagoland

Time-lapse videos are so 2014.  Take a new trip around our city via an amazing drone-shot video.  

---

Music 

Here is a list of NPR's 25 favorite albums of the year so far.  I'll vouch for Courtney Barnett and Alabama Shakes on this rundown.

Drumming Clip - this month's drumming clip can be seen live.  Grab a friend and come see me perform at the Abbey Pub this Thursday at 8:30-ish alongside local rapper Fenetik (listen here).  

---

Quotes

The man who doesn't read good books has no advantage over the man who can't read them.  - Mark Twain (1835-1910) 

My problem lies in reconciling my gross habits with my net income. -  Errol Flynn (1909-1959

It is dangerous to be sincere unless you are also stupid.  - George Bernard Shaw (1856-1950) 
 
We forfeit three-fourths of ourselves in order to be like other people. - Arthur Schopenhauer (1788-1860) 

Perfection is achieved, not when there is nothing more to add, but when there is nothing left to take away.  - Antoine de Saint-Exupery (1900-1944 | Author of the "Little Prince", one of my all-time favorites)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Thank you again for your remarks, recommendations, and referrals - have a great rest of the week!   
 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Action Generates Inspiration!

June 2015 - Hammocks, Blackhawks, Purging, and Sales!

June was a "blink" month.  With a month filled with travel, Blackhawks, a flurry of storms, and strange & shocking news stories - it was here and gone before I knew it.  Regardless, this summer has become exponentially better with the addition on this hammock in our backyard. 

 It's Marleigh's new favorite swing, and I love rocking in the breeze while watching the planes cruise into O'Hare.  Along with the newly-strung lights and fire pit, I'm looking forward to taking full advantage.   

I feel blessed to be out every day meeting an eclectic group of people and businesses.  This monthly digest reflects my journey through sharing new sales & business ideas, Chicagoland happenings, new music for your soundtrack, and other things that caught my eye along the way.  I always appreciate your replies, thoughts, and ideas  - as well as taking time out to enjoy it.  

---

Featured Business Partner
 

Culture Measures - As a business owner, have you ever thought about the real impact of your organizational culture?   How do you create a high-performance culture?  How does your culture relate to your overall business objectives?   Culture Measures has cracked the code on how a company’s culture can drive meaningful business results.  Today there is a way to measure your culture and align it to tangible business outcomes.  To learn more about Culture and how you can embrace this journey, check out their site and the upcoming workshops. 

---

Sales Beat

Earlier this month I attended the SAVO Summit.  I caught Jamie Shanks, the founder of Sales4Life, who discussed the finer points of social selling.  I've been getting his newsletter for months and am a big fan.  I couldn't stay for the entire 3-day event, but here is a good synopsis that reviews Jamie's session plus two other best-of-the-best sessions.

"Sell the hole, not the drill" - Mark Heinz.  This cool idea (along with 69 others) is in this article.  It's a formidable list of ideas, thoughts, and mindsets shared by 70 of the greatest sales minds out there teaching today.  Since I must have missed their call...here is a 71st idea for you: Never leave a prospect meeting without a Yes, a No, or a confirmed follow-up time on the calendar (that doesn't mean calling in "a couple weeks").  This will save you a lot of heartache. 

---

---

What I'm Up To

Sales Empowerment Group - we are hiring!  I am looking to connect with people interested in the world of sales consulting.  They must have a minimum of a couple years of sales leadership under their belt, be comfortable with project management and training, and an overall love of everything sales.  If you know someone that may fit the bill, please pass along this newsletter and an intro.  Thanks! 

Four years ago today I closed the biggest sale in my life.  Happy (4th) Anniversary to my wifey - love you Linds! 

---

---

Off Beat

 

Over the last 18 months I've met with 100+ companies in the start-up phase.  With that exposure, I found this TED Talk fascinating - The single biggest reason why start-ups succeed.  In this six minute talk, Bill Gross breaks down five key factors, and his findings surprised him.

This next article has caused a state of unrest in my family.  Out of these 21 stats, this is the one that's inspiring some change - the average American household has 300,000 items.  Crazy...  My mom, sisters, and wife have been on a mission to purge and simplify ever since reading it.  

---

Chicagoland

One of the main reasons I moved to this city and why it continues to hold my affection, is for the amazing variety and frequency of the live music.  While it can be an expensive vice, there is another reason to love this town - they give it away for FREE!  If you haven't checked out Millenium Park's concerts or events, do yourself a favor and get to an event this summer.

---

Music 

David Wax Museum - speaking of fabulous, FREE shows at Millennium Park, this group will be performing there on Thursday, July 23rd.  Lindsay and I caught them a few years ago at Newport Folk Fest and became immediate fans - beautiful harmonies, unique instrumentation, and infectious energy.  Take a listen and let me know if I'll see you there!

Drumming Clip - here is a killer drum solo from the 2012 Guitar Center Drum-Off.  Impressive speed, chops, and creativity.  

---

Quotes

Good advice is something a man gives when he is too old to set a bad example. - Francois de La Rochefoucauld (1613-1680) 

He who asks is a fool for five minutes, but he who does not ask remains a fool forever. - Chinese Proverb 

If at first you don't succeed, failure may be your style. - Quentin Crisp 

Happiness isn't something you experience; it's something you remember. -  Oscar Levant (1906-1972)
 
Character is what you have left when you've lost everything you can lose. - Evan Esar (1899-1995) 

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Thank you again for your remarks, recommendations, and referrals that many of you have shared.  
 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Action Generates Inspiration!

May Update - Adultrikes, Tasty Sounds, Street Fests, and Sales!

Good Evening, Happy Memorial Day! 

I hope this finds you well-rested after the holiday weekend.  I was lucky to spend mine at the lake back in Indiana where I grew up - barbecuing, boating, and listening to my daughter yell, "Gaa-Maaaa!" and "Hey Duuuuuude" at my mom.  Another fun activity - garage sales.  Lindsay and I had a few good scores, including this vintage "adult trike" that will be our new grocery-getter in the city.   

Of course, these simple joys that we cherish are protected daily by the sacrifices of our armed services - men and women like my father, uncle, cousins, and friends who make us all proud to be Americans.  Thank you for giving us peace of mind, body, and spirit! 

 

I feel blessed to be out every day meeting an eclectic group of people and businesses.  This monthly digest reflects my journey through sharing new sales & business ideas, Chicagoland happenings, new music for your soundtrack, and other things that caught my eye along the way.  I always appreciate your replies, thoughts, and ideas  - as well as taking time out to enjoy it.  

---

Sales Beat

 

Nothing will push away a potential client more quickly than an over-eager salesperson.  You need to respect the person and get out of the way.  Do what's best for the client and facilitate an open buying process.  Read these great insights on that idea (and then subscribe to the blog's author, Charles Green).  

The default objection that many sales people run into is, "We're already using someone else, we're good." That can be tough for even the most seasoned salesperson.  These are five solid responses for the next time you hear it.  Pick your favorite one or two, then paraphrase it to make it your own and natural sounding.   

When I ask people how they grow their business,  8 out of 10 people tell me the same thing - word of mouth and referrals.  But I rarely hear that their phone is ringing off the hook.  Seth Godin points out that you have to make it safe, fun, and worthwhile for your other clients to refer you.  I love that thinking.  Hint - one way to make it safe is  by not being over-eager (see first article!). 

---

---

What I'm Up To

Sales Empowerment Group and Sales University Group are fully moved into our River North offices at 6 W. Hubbard, Suite #400.  No more multiple elevators and security of the Tower.  Extra bonus - 20 minutes less on the commute!  If you're in the neighborhood, please drop me a line and come by to say hey!     

I'm having a blast with my recent client projects.  I am helping with a myriad of sales initiatives - hiring reps, building out a new format for a SaaS demo, designing new pricing models, rewriting marketing campaigns, and more.  The work is pushing me to continually learn, which has made the work all that more rewarding.  

---

---

Off Beat

 

We've all been asked the question... If you had one superpower, what would it be?  How about this one... whatever word you say, you get that taste in your mouth.  Well, this 'superpower' does exist (in a twisted way) in 4% of the population but is sometimes more of a curse than a blessing.  Read about this man who tastes sounds.  CRAZY.  

---

Chicagoland

I'm a sucker for a good time-lapse.  This artist has found some breathtaking views of our expansive, picturesque city.

However, if you're fed up with the city, here are 12 Michigan Hiking Trails to find a fresh-aired adventure.  I'm picturing a Fall Colors (Tri)-cycle-trip in October.  

---

Music 

While we did take Marleigh to Lollapalooza last year, I'm happy to succumb to more 'family-friendly' street festivals that the summer will offer.  Here is a comprehensive list (city & suburban) festivals that will entertain kids and parents (who still like to act like kids).  Here is one local kids musician we always try to catch.  

---

Quotes

There is no such thing as "fun for the whole family." - Jerry Seinfeld (He's never been to a Chicago Street Fest!!) 

Ask your child what he wants for dinner only if he's buying. Fran Lebowitz (1950 - )

Happiness is nothing more than good health and a bad memory. - Albert Schweitzer (1875-1965) 

Lack of money is no obstacle.  Lack of an idea is an obstacle. -  Ken Hakuta  

Don't knock the weather.  If it didn't change once in a while, nine out of ten people couldn't start a conversation. - Kim Hubbard (1868-1930) 

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Thank you again for your remarks, recommendations, and referrals that many of you have shared.  
 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236