October Update

Good Morning, Happy Friday!

It's nice to welcome the FALL, right?!  Crockpots, hoodies, changing leaves, and fantasy football - all balanced with extra doses of Vitamin C to ward off the cold temps & office bugs.  I threw in a new experience too (besides that whole "dad" thing) - the picture here captures it.  More on that in the Chicagoland section below.

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 piques 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 snippets are of interest to you or someone you know, and perhaps offer some across-the-board perspective.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charity

Chicago 826 - this non-profit writing & tutoring center is located in Wicker Park.  It has different iterations across the U.S. taking on varying, fun themes - a Pirate Supply store, a Super Hero Supply Store, and in Chicago - a Spy Supply Store.  Curious?  Take 4 minutes and listen to the founder, author Dave Eggers, discuss his vision.      

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Sales Ideas & Practices

Remember Ned Ryerson from the movie Groundhogs Day?  BING!  I've seen too many salespeople overstep the line into that annoying zone -read some ideas on how not to do that.

Calling back a prospect to keep the process moving along is tricky business.  When I reach back out, I always try to add value - be it a relevant article or a potential lead or networking contact.  Here is an article chock-full of excellent ideas for when a prospect disappears into the black hole...

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What I'm Working On...

Sales Empowerment Group – our interim VP of Sales program can be a great fit for an owner attempting to manage/coach/lead a growing sales team.  We help them with the people, process, & tools needed to take things to the next level.  *Best fits are B2B companies >$5M in revenue*

Precision Payroll – the fourth quarter is classically the time when companies evaluate payroll services for the following year.  I'm happy to help with any questions, quotes, suggestions, or referrals (rewarded with a personalized mix CD)! 

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Random Joy

In which month do you think the most birthdays occur?  This cool infograph shows the answer in black & white (and every shade of gray in-between).

15 Surreal Landscapes made from Food.  Couldn't have said it better myself - this "artwork" is equally fascinating & funny.    

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Chicagoland

The picture above is of the Windy City Jammers - banjo pickin' for the last 40 YEARS!  They play every Monday night (I was told 50 nights a year, skipping Memorial & Labor Day) at Lincoln Restaurant - something to add to your Chicago bucket list!  They're not the best live act I've seen, but easily the most heart-warming.  

Next month is Movember - the worlds largest fundraiser for Mens Cancer Awareness.  Here is the local Facebook page to find ways to participate, besides the obvious of growing a stache (here is inspiration)!  

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Music

Leagues - this Nashville-based band bounces with jangly guitars and rollicking drums; they just played a sold-out Chicago show last week.  If you clicked on "happy Friday" up top you already heard them.  If you haven't, get on it & enjoy some background tunes while you finish reading!

One of my favorite drummers is Glenn Kotche from the (local) band Wilco.  This rhythmic commercial caught my eye & ear the other day while I was watching football - he's crazy talented!   

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Quotes

The hardest thing to learn in life is which bridge to cross and which to burn. - David Russell 

The town where I grew up has a zip code of E-I-E-I-O. - Martin Mull

It is the mark of an educated mind to be able to entertain a thought without accepting it. - Aristotle 

It is far more impressive when others discover your good qualities without your help. - Judith Martin (Miss Manners)

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! 

Ned Ryerson? BING! Don't Be That Guy...

I absolutely love the movie Groundhogs Day, for numerous reasons.  This scene with Ned Ryerson especially... it's what we all want to do when we encounter an annoying, in-your-face salesman.  This old stereotype of the glad-handing, always be closing, aggressive salesperson is slowly going away.  The modern day sales person has to be socially aware and have a high level of emotional intelligence (if that phrase is unfamiliar read this).  With that said, many sales people still come across as too eager & pushy, treating their prospective client like a piece of meat they're about to grill.  I wanted share a few simple ideas on how to temper your eagerness -don't be that guy (or gal).    

 "Life is pain - anyone who says differently is selling you something."

- Westley from The Princess Bride

Here are some things to remember when in front of a potential customer: 

1. Immediately be aware of Body Language (arms crossed or leaning in?) and the eyes (furrowed brow or wide-eyed).  You'll be able to tell if this person views you as a friend or foe.  Be sure you're respecting their personal space and don't be a close-talker.    
2. Practice Empathy. Where has this person just been?  What's on their plate?  What job duties do they grind out day in & day out?  Understanding their perspective will help guide your meeting in purposeful manner.
3. Know when to build Professional or Personal Rapport - this was one of the hardest lessons I learned early in my career.  You're in an office not a bar.  Sure, you can reference the picture on the wall or the family photo on the desk.  But be ready to discuss trends affecting their industry and pertinent info based on their job title, age, and industry. 
4. Selling is Not Telling!  Selling is ASKING QUESTIONS.  Know the questions you'd like to ask before you go into the meeting.  The last thing people want is to be TOLD why they should buy from you.
5. Don't Subject People to Selling off Brochures - learn instead how to share a powerful story about the work you've done for another client or trends you see in the industry.  If people want brochures they'll ask for them. 

Got more helpful ideas or been in some situations that have made you cringe?  Please share in the comments.  Don't be a Ned Ryerson - go forth, be aware, and Happy Selling! 

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.

August 2013 Update

Good afternoon, happy Tuesday!

Hello again to my friends, colleagues, clients, and business partners.  I am very fortunate to be out every day networking with an eclectic group of people.  I’m always interested to hear about what others are reading about, listening to, watching, or just flat-out DOING.

With that in mind, this monthly digest shares the latest Chicagoland findings, music I’ve enjoyed, new ideas I’ve been exposed to, the latest in the world of Sales Empowerment Group & Precision Payroll, as well as other things that may be of interest to you or someone you know.  Thank you for your recommendations and thoughts, as well as taking time out to enjoy it.

Well, I finally had to give in to an email marketing platform.  Ends up Google frowns upon BCC-ing hundreds & hundreds of people...who knew?!  So, I'm not trying to track your clicks or benchmark data or anything… just trying to stay out of federal prison so I can take care of my (almost) newborn child (With that said, I may start trying some fun things - baby steps...).  So…thanks Mailchimp!  You were the cheapest and easiest to set-up. :)

Featured Charity

Chicago Children’s Advocacy Center takes on the critical work of helping children heal from the devastation of CHILD ABUSE.  Thankfully the unbelievable people at CAC take these children out of these environments, help put the perpetrator behind bars and most importantly heal the children.  One of their best annual events coming up is called ‘Guys Night Out for the Kids’.  Phenomenal Chicago Athletes attend, such as 85’ Superbowl Champs (Richard Dent and Dan Hampton), Chicago White Sox pro’s Ron Kittle and Dan Pasqua, and Chicago Pro Cheerleaders. Come enjoy food, spirits, cigars and atmosphere – an excellent event to bring friends, clients and important relationships for entertaining.  This event is Thursday, September 12th - Here is a link to purchase tickets.  Please let me know if you plan to attend - thanks!  

Sales & Business

• Emotional Intelligence is often an over-looked component of success.  This article describes it four key factors.  It helped me take a quick inventory of how I am with the four attributes and where I still have room for growth.

• This month in my Sales Drummer blog I discuss change – its inevitability and how we sometimes need to do it voluntarily.  LEAP! …and the Net Will Appear.   

Sales Empowerment Group & Precision Payroll

• Sales Empowerment Group – a recent article in Harvard Business Review speaks to the growing trend toward inside sales (5 min read here).  This is EXACTLY the type of model we are building with our newest division, Sales University Group.  We’re employing young hungry sales professionals looking to become the best in their field.  We are breeding a culture of success and energy @ our new Sears Willis Tower headquarters.  

• Precision Payroll – NEW TECHNOLOGY ALERT!  Now check stubs can not only be emailed, but also text-messaged to employees!  Owners/CFO’s can also be texted the overall cash-flow summary before their bank account is debited for payroll.  Email me if you’d like to get your company set-up or learn more.      

Web 

• Check out Medium.  I can’t put it any better than their slogan – “A better place to read and write things that matter.”

 
Chicagoland

• 25 years ago last August they turned the lights on at Wrigley.  Cubs fan or not, you will no doubt enjoy this funny dialogue (first 2 minutes of clip) between the great late Harry Carey and Bill Murray – absolutely classic. 

 
Music 

• The song Blurred Lines has been one of this year’s summer anthems.  So, I love it and hate it.  However, Jimmy Fallon & The Roots (and Robin Thicke) put a smile on my face with their fun acoustic version.

A beat-boxer extraordinaire, Tom Thum comes from Australia and can mimic just about any noise you can imagine.  He showcases his unique talent in this TED Talk. 

Quotes
The fool tells me his reasons. The wise man persuades me with my own. - Aristotle

The time to stop talking is when the other person nods his head affirmatively but says nothing. – Henry S. Haskins

The true measure of a man is how he treats someone who can do him absolutely no good. – Samuel Johnson (1709 - 1784)

I take the view, and always have, that if you cannot say what you are going to say in twenty minutes you ought to go away and write a book about it. – Lord Brabazon (1884 - 1964)

The real art of conversation is not only to say the right thing at the right place but to leave unsaid the wrong thing at the tempting moment. – Dorothy Nevill
 
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.  Next time I write you, I'll be a DAD!      

LEAP! ...and the Net Will Appear.

I’m about to do something I’ve never done before – be a dad.  From what I’m told, it’s the wildest ride I’ll ever go on.  Am I super excited?  Absolutely.  Am I super scared?  Yes.  However, it’s not because I have to be a dad now; it’s because I’ll never not be a dad again.  I am no longer the care-free young man with limited responsibility.  I have to shed this old skin and grow into a new one. 

“If you want something you've never had, you must be willing to do something you've never done.” ― Thomas Jefferson.

So it got me thinking the other night as I sat with Lindsay, freaking a bit about our last fleeting days of freedom…  Anytime we go through changes in our life and career (which are inevitable), there is going to be some fear and anxiety – and it’s good for us.  It drives us to put our head down and try harder.  That leads to greater tenacity & resilience. 

Another way to view the Thomas Jefferson quote above… To do something you’ve never done, you have to become someone you’ve never been.  Or as Einstein alternatively put it - “The definition of insanity is doing the same things over and over and expecting a different result.” 

In professional sales, there are always ways for us to be faster, smarter, and better.  So why don’t we change our habits?  …No time?  Or no guts?   Here’s a thought – what can you adjust or add to your sales routine that seems a bit scary, but in the end will make you better (not to mention happier and wealthier)?  If you’re internally motivated, you probably already think about these things.  If you’re externally motivated, then consider this the kick in your butt!  

It’s easy to keep doing the same thing over and over – it’s comfortable.  And if you do that, it’s also easy to keep pointing the finger when things don’t go right, instead of pulling the thumb.  I get it.  But if you’re not hitting your sales quota/goal, what can you do different – what must you do different?  …Is it picking up the phone more?  Getting up a bit earlier?  Staying up a bit later?  Not checking your personal email at work?  What is it?  I bet you already thought of something, didn't you?

The cool thing is – I know you can do it.  And once you make that change – you will embrace it and inevitably make the best of it.    If you already have that scary change in mind, share it below in the comments and what you can will do to overcome it. 

If I don’t get back to you right away, it’s because I’m a dad now and super busy!  In the meantime, take that frightening LEAP! 

July Update

Good morning, happy Monday! 

Hello again to my friends, colleagues, clients, and business partners.  I am very fortunate to be out every day networking with an eclectic group of people.  I’m always interested to hear about what others are reading about, listening to, watching, or just flat-out DOING. 

With that in mind, this monthly digest (and TWITTER account) shares the latest Chicagoland findings, music I’ve enjoyed, new ideas I’ve been exposed to, the latest in the world of Precision Payroll & Sales Empowerment Group, as well as other things that may be of interest to you or someone you know.  Thank you for your recommendations and thoughts, as well as taking time out to enjoy it.

My theme the last 30 days – CHANGE!  Some might say that’s the only thing that’s constant in anyone’s life.  But for me, some SIGNIFICANT ones lately…

1. I moved – from the lovely west side of Lincoln Square to its east side.  I still get to ride the brown line downtown, but now I have beautiful Winnemac Park close by and an extremely family-friendly block. Speaking of…
2. I’m nesting – the baby is not here yet, but holy cow are we preparing.  I had no idea kids require so many accessories! 
3. I’m growing – in my career.  As you may have noticed by the email change, I am shifting my focus from payroll to sales.  While I will continue my working relationship with Precision, Sales Empowerment Group is where my passion lies.  So excited to be part of this great team!  My new information (vcard) is attached.

Featured Charity

SPECIAL OLYMPICS ILLINOIS – For the second year, a team at Precision is participating in the Ducky Derby on August 8^th, where last year they dumped 44,000 rubber duckys in the Chicago River and raised over $300K for the Special Olympics Illinois.  Our Team Captain Wes Green is heading up the fundraising effort and you can CLICK HERE to adopt a duck and support the great cause – thanks!

Sales & Business

• In conjunction with my move to SEG, I’ve started a new blog, Sales Drummer – Creating Rhythm in an Off-beat World.  If you enjoy this newsletter, you’ll enjoy these posts related to the world of sales & music.  Here is my first – Whoa, Whoa Buddy…You’re in the Wrong Place.  This is a true story about my first day on the job as a professional salesman.  And the lesson(s) I never forgot. 

Sales Empowerment Group & Precision Payroll

• Sales Empowerment Group – I am on the lookout for polished sales professionals.  Whether they have one year or 20 years of experience, I like meeting salespeople that enjoy the trade and may be looking for new opportunities down the road.  I appreciate any connections!

• Precision Payroll – though my energy shifts to SEG, I cannot say enough about the wonderful team at this company.  They prove again and again every day why clients stay for years.  I will continue to be a resource for businesses Payroll/Human Capital Management needs, while directing my time/energy to key industry partnerships.   

Web

• Ever wonder how a used glass bottle becomes a new one?  Here are some animated gif’s that show the process – cool stuff!  (Interesting too, the company said it could use 3x the amount of recycled bottles to meet demand)

• One of the most effective marketing tools can be a well thought-out product demonstration.  This demo shows a new product coming to the market - I’m sold!  

Chicagoland 

• Summer weekends always seem to fill up quick with everything life throws at us.  However, if you’re still looking for some ideas on how to round out your summer, here are some fun suggestions for close-by weekend get-aways. 

Music

• Neko Case – a one-time Chicago native and employee at The Hideout, this woman has an amazing voice.  She has multiple albums under her belt and new one coming out.  Here is the first single, “Man”.  Enjoy!

 

Quotes

The most important thing in communication is to hear what isn't being said. – Peter Drucker (1909 - 2005)

Discovery consists of seeing what everybody has seen and thinking what nobody has thought. – Albert Szent-Gyorgyi (1893 - 1986)

Beware of no man more than yourself; we carry our worst enemies within us. – G. K. Chesterton (1874 - 1936)

Only the mediocre are always at their best. – Jean Giraudoux (1882 - 1944)

Only fools are positive. – Moe Howard (1897 - 1975) and MY MOM!

 

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.