According to Siri, it's -42 with the windchill. Ouch. I think I'll stay inside a bit longer. While we're sitting around, take a listen to this great artist, who brings to life the Madmen era with his retro-soul groves. He'll be in Chicago on Feb 21st at Lincoln Hall. Enjoy!
Thoughts on Sales, Music, and Anything Else That Gets Me in the Groove.
Monday, January 6, 2014
Music Shot - Nick Waterhouse
Happy Monday everyone!
According to Siri, it's -42 with the windchill. Ouch. I think I'll stay inside a bit longer. While we're sitting around, take a listen to this great artist, who brings to life the Madmen era with his retro-soul groves. He'll be in Chicago on Feb 21st at Lincoln Hall. Enjoy!
According to Siri, it's -42 with the windchill. Ouch. I think I'll stay inside a bit longer. While we're sitting around, take a listen to this great artist, who brings to life the Madmen era with his retro-soul groves. He'll be in Chicago on Feb 21st at Lincoln Hall. Enjoy!
Monday, December 23, 2013
Favorites of 2013
Good Afternoon, Happy Christmas Eve Eve!
This month I share my favorites from the last twelve months. This year was an especially memorable one filled with plenty of change - ups and downs, strikes and gutters - and Daddyhood! I'm thankful for all of it and hope this year brought you what you envisioned, along with a few surprises. Marleigh wishes you all a Merry (Instagrammed) Christmas & Happy New Year!
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.
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 points of interest, and a brief update about the work I've been up to. I hope these snippets are of interest to you or someone you know, and offer a quick reprise from the driving force of everyday life. I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.
Favorite Featured Charities
I have been happy to spread the word about all these great causes!
Cal’s All-Star Angels
Live to Support
The Holiday Heroes Foundation
A Giving Heart Foundation
Ducky Derby
Chicago Children’s Advocacy Center
A Just Harvest
WINGS (Women in Need Growing Stronger)
I have been happy to spread the word about all these great causes!
Cal’s All-Star Angels
Live to Support
The Holiday Heroes Foundation
A Giving Heart Foundation
Ducky Derby
Chicago Children’s Advocacy Center
A Just Harvest
WINGS (Women in Need Growing Stronger)
Favorite Sales Ideas & Practices
"Emotional Intelligence" continues to be a hot topic in the sales field and overall human interaction. Lots of articles out there; I like this one on Job Success.
Stop the sales pitch, start a conversation. (This article is by Geoff James - follow him on LinkedIn this year for more great sales tips)
Follow these tips for networking success.
"Emotional Intelligence" continues to be a hot topic in the sales field and overall human interaction. Lots of articles out there; I like this one on Job Success.
Stop the sales pitch, start a conversation. (This article is by Geoff James - follow him on LinkedIn this year for more great sales tips)
Follow these tips for networking success.
What are the Favorite things I'm Up To?
Sales Empowerment Group – This year was highlighted by our move into the Willis Tower for our new division, Sales University Group. There is aHUGE trend in the move to inside sales - we have the infrastructure built to launch new sales initiatives quickly and keep costs fixed.
Precision Payroll – 2013 marked 30 YEARS in business - we still have our first employee and first client working together. A true testament to the loyalty earned every payroll done by a hard-working team in Oakbrook Terrace. Also a new site this year!
Sales Empowerment Group – This year was highlighted by our move into the Willis Tower for our new division, Sales University Group. There is aHUGE trend in the move to inside sales - we have the infrastructure built to launch new sales initiatives quickly and keep costs fixed.
Precision Payroll – 2013 marked 30 YEARS in business - we still have our first employee and first client working together. A true testament to the loyalty earned every payroll done by a hard-working team in Oakbrook Terrace. Also a new site this year!
Favorite Random Joy
A 186-mph wind can contort your face into some memorable, laughable images.
Spring will be here soon (right?) and here is a wonderful suggestion... Have a meeting - take a walk!
A 186-mph wind can contort your face into some memorable, laughable images.
Spring will be here soon (right?) and here is a wonderful suggestion... Have a meeting - take a walk!
Favorite Chicagoland
Watch Harry Caray interview Bill Murray back in 1988. This year was the 25th anniversary of the lights coming on at Wrigley.
This meticulously-edited, Lego-ized version of one of my favorite scenes, from one of my favorite Chicago-based movies made me go home and watch the movie that night.
Watch Harry Caray interview Bill Murray back in 1988. This year was the 25th anniversary of the lights coming on at Wrigley.
This meticulously-edited, Lego-ized version of one of my favorite scenes, from one of my favorite Chicago-based movies made me go home and watch the movie that night.
Favorite Music
This is my favorite time of year to digest new music; streaming albums (free) on SPOTIFY has become my listening mode. This may be the first year since I was 14 years old that I didn't buy a single CD. I came pretty close to not even downloading anything. Technology enables music to be made easier, more accessible, and in turn harder to keep up with than ever before.
Here are a couple year-end best-of lists from my favorite critics: Bob Boilen from NPR and locally, the Boys from Sound Opinions. I'll vouch forTyphoon (13-piece west coast rhythmic rock), Langhorne Slim (Rollicking Storyteller), Jake Bugg (Up-and-Coming Brit Rocker), and Nick Waterhouse(Think...Madmen).
This is my favorite time of year to digest new music; streaming albums (free) on SPOTIFY has become my listening mode. This may be the first year since I was 14 years old that I didn't buy a single CD. I came pretty close to not even downloading anything. Technology enables music to be made easier, more accessible, and in turn harder to keep up with than ever before.
Here are a couple year-end best-of lists from my favorite critics: Bob Boilen from NPR and locally, the Boys from Sound Opinions. I'll vouch forTyphoon (13-piece west coast rhythmic rock), Langhorne Slim (Rollicking Storyteller), Jake Bugg (Up-and-Coming Brit Rocker), and Nick Waterhouse(Think...Madmen).
Favorite Quotes
Listening, not imitation, may be the sincerest form of flattery. – Dr. Joyce Brothers (1928 - )
Perhaps the most valuable result of all education is the ability to make yourself do the thing you have to do, when it ought to be done, whether you like it or not. – Thomas Henry Huxley
A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort. – Herm Albright (1876-1944)
The time to stop talking is when the other person nods his head affirmatively but says nothing. – Henry S. Haskins
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)
Love that last one - so true! 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. Enjoy the rest of your holiday celebrations and I wish you mostly Ups and Strikes for 2014!
Listening, not imitation, may be the sincerest form of flattery. – Dr. Joyce Brothers (1928 - )
Perhaps the most valuable result of all education is the ability to make yourself do the thing you have to do, when it ought to be done, whether you like it or not. – Thomas Henry Huxley
A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort. – Herm Albright (1876-1944)
The time to stop talking is when the other person nods his head affirmatively but says nothing. – Henry S. Haskins
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)
Love that last one - so true! 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. Enjoy the rest of your holiday celebrations and I wish you mostly Ups and Strikes for 2014!
Monday, December 9, 2013
When You're Offbeat, Take 3 Minutes and Do This
My old man was in sales for 30 years and he hustled. He would come home at the end of the day absolutely exhausted. He would have to be "On" all day while in front of prospects and clients. I can finally appreciate where he was coming from!
In July 2000 he passed away, and when I finally had the will to clean out his desk, I found this piece of paper (pictured above). Though I found many things, this particular suggestion has stayed with me - pinned to every cork-board, at every cubicle, where I've ever made a cold-call.
THREE TIMES A DAY
Take Five Deep Breaths
On the Fifth Breath Hold and Count Down 5 4 3 2 1
Close Your Eyes, and Then Count Down From 50 to 1
Then Count 1 2 3 and I am Wide Awake
With a beautiful new daughter at home, and a never-ending to-do list, my life continues to propel faster and faster. I'm guessing I'm not alone here, right? Everybody is running at break-neck speeds these days (not to mention with their heads down, transfixed in technology).
Next time you feel off your rhythm; you feel rushed, anxious, or just got hung up on by another prospect - take 3 minutes and try it. During that 50 to 1 countdown allow yourself to stop, listen, be grateful, and refresh. I encourage you to start working it into your daily routine (Disclaimer: I've tried this when I first wake up, but it just puts me back to sleep).
Enjoy the holidays, keep working hard, and remember to breathe!
Friday, November 22, 2013
November 2013 Update
Good Morning, Happy Friday!
I'm getting very excited about indulging in my favorite meal of the year - Thanksgiving Leftovers! In my family, that Friday after T-giving means that mom busts out her big cast-iron skillet, scoops in heaps of turkey, stuffing, green beans, mashed potatoes, and more...and then simmers it all in a bed of gravy. The flavors meld together to perfection. And...my mouth is watering. I hope you're looking forward to your upcoming traditions too.
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 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.
WINGS (Women in Need Growing Stronger) provides safe and secure refuge and support services for women and children who are fleeing the devastating effects of domestic violence or homelessness. WINGS began changing lives forever when it opened its 45-bed emergency domestic violence shelter in January 2005. WINGS is now expanding to the city of Chicago to increase the beds available in the city to victims of domestic violence by 36%. This will be the first emergency shelter built for women and children who are victims of domestic violence in the Chicago area in ten years.
In today’s hyper-connected over-worked world, people are working later into the evenings more than ever. Email on your phone is modern technology’s preeminent double-edged sword. Here is a simple best practice I've done for years to help me drive productivity, while also spending more time with those I love.
Here is one of the best articles on the true nature of networking that I've ever read.
Sales Empowerment Group – what does your revenue generation model look like currently? Do you have the proper people, process, & technology in place to succeed in 2014 and beyond? SEG can help evaluate these areas across the board to drive action, positive change, and increased sales.
Precision Payroll – this is the busiest time of year in payroll - January is the best & easiest time to make a move. If your company or someone you know is looking into changes, I appreciate introductions to those that may need help.
GE ran a contest asking a simple question - "How much science can you fit into 6 seconds?" The submissions are great and you might learn something!
Some beautiful bucket-list destinations for you. I've made it to two of these places (so far)...how about you?
A beautiful time-lapse of our expansive city.
Just what this town needs - coming January 26th, 2014...DONUTFEST!
Lindsay & I had the pleasure last month of seeing Janelle Monae at The Vic Theater. Hands down - the best live show we saw all year. She is a female version of James Brown & Prince rolled up into one - absolutely mesmerizing. Here she is doing her thing on a recent episode of SNL.
Democracy is a process by which the people are free to choose the man who will get the blame. - Laurence J. Peter (1919-1988)
You can't have a light without a dark to stick it in. - Arlo Guthrie
Education's purpose is replace and empty mind with an open one. - Malcolm Forbes (1919-1990)
I am extraordinarily patient, provided I get my own way in the end. - Margaret Thatcher
Progress isn't made by early risers. It's made by lazy men trying to find an easier way to do something. - Robert Heinlein (1907-1988)
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 great Thanksgiving and enjoy your traditions!
Tuesday, November 5, 2013
One Simple Habit for More Money & Family Time
In today’s hyper-connected over-worked world, people are
working later into the evenings more than ever.
Email on your phone is modern technology’s preeminent double-edged sword… Always know what’s happening, but interrupt
any moment in your life with the Pavlovion BUZZZZZ of your smart
phone.
Here’s a way to fight that urge & help you control your
productivity. Practice Five After 5. Simply do FIVE impactful things at/right after
5pm. These activities should help you focus on...
- Wrapping up your day
- Growing your business
- Teeing you up for a solid tomorrow
Here are prime examples:
1.
Call/Email
prospects you’ve had a difficult time getting a hold of. Chances are their “gatekeeper” is gone and
they’re done with their daily meetings.
If you email, chances are good they’re checking their inbox at the end
of a busy day and you’re now at the top of it.
2.
Reach out to a networking
partner(s) that you haven’t talked to in a while. Don’t call with any particular agenda, just
see what’s been going on in their world and let them know what you’ve been
doing. If it makes sense, schedule an
early coffee or happy hour drink in the near future. Beforehand review each other’s LinkedIn and
pick out some people you could introduce to one another.
3.
Make your next
day’s to-do list. Who do you need to
contact/call/email, what personal things do you need to address. I find it best to make it on an actual piece
of paper as opposed to on your phone.
That way you can draw a line through it & CROSS IT OFF!
4.
Read or Write for
15 minutes. This is a habit of
life-long learners. Pick up a sales/business
book, newspaper, or read your favorite business blog. Write down some ideas that will spark
creativity. There is nothing like
getting your ideas out on paper to help spark that next big idea – INVEST IN
YOURSELF.
5.
Follow-up
activities from today’s meetings.
You’re not sending those follow-up/proposal emails in the middle of the
day are you?! In professional sales,
your 9-5 needs to be spent in front of or trying to get in front of prospects,
not sending emails. Send that meeting
recap, write the thank you note, or finish that proposal after 5pm.
Get into the healthy habit of Five after 5. Let’s say you always decide to reach out to
five prospects – 25 more touches per week, 1,300 more touches per year. I promise you that will lead to more deals. After you complete your five tasks, close
your laptop, put your phone on the charger, and go spend time with your family
uninterrupted.
Friday, October 18, 2013
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.
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.
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...
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)!
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.
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)!
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!
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!
Thursday, October 3, 2013
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).
- Westley from The Princess Bride
Here are some things to remember when in front of a potential customer:
- 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.
- 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.
- 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.
- 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.
- 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.
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