Marketers Ruin Everything

Habits have changed. I think it’s easier said if I share this 56 seconds of Gary Vaynerchuk for those that still need a sense of urgency when it comes to implementing a multi-media approach to marketing. One thing for sure is that you’re not going to just meet your prospects and customers at their mailbox and inbox.


Sales is…

Sales is leading people to the right decision

Sales is leading people to the right decision

Front of the line, who’s coming with me?

You have heard it before “hey buddy the line starts in the rear”. Through the first half of my 53 years on earth IFront of Line have to say I pretty much complied with that request, however something clicked one day and I thought not so fast should I conform to that line of thinking.

I get that if I’m at the movie theater, the department of motor vehicles, or waiting at the Doctors office I’m behind those in front of me and I patiently wait my turn.

On the other hand at work if I’m the last hired in my department or into my position I should not expect those ahead of me get promoted first.

At school if you just enrolled in classes you should not expect those a semester or two ahead of you taking the minimum full time class load or changing their majors to graduate ahead of you.

When you graduate and interview for that first “real job” your attitude should be the most recent person interviewed (You) should be hired ahead of those that interviewed ahead of you.

Elite athletes that trained longer don’t finish for very long ahead of elite athletes that trained harder.

In sales the leaderboard (rankings) rarely coincides with tenure.

The more I thought about it I came to the conclusion that the line that starts in the rear are for those that are comfortable in the back, but not for a front runner like me. I’m not looking for the easy path but I will take full advantage of a smarter shorter path. At my age I don’t have time to start at the back of the line when it comes to professional pursuits.

The warp speed version of my personal situation is in 2008-09 I got laid off from a great job at a great company in the not so great Economic down turn that hit the mortgage banking industry hard. Like others similarly effected I got some bumps and bruises before I landed back on my feet. The next path I chose was part-time healthcare recruiting while I pursued to further my education. I closed 3 out of 4 positions the first time I got at a real recruiting “at bat” with a client. I changed schools for a more accelerated degree program and graduated ahead of schedule. My most recent path finds me in the marketing automation technology space selling and consulting my friends back in mortgage banking. Not bad for someone that could have took it easy in the rear of the technology line.

Regardless of your age next time you are pursuing something worthwhile come join me at the front of the line.

When you LOSE a Sale

In sales sometimes we WIN (prospect says YES) and sometimes we LOSE (prospect says NO). The truth

When we LOSE the biggest challenge we face is not the NO, but it’s getting your prospect to tell us the real reason they said NO.

If you don’t get the truth as to why you won and why you lost you will have a hard time sustaining long term sales success and/or realizing measurable sales improvement.

It’s a lot easier and more comfortable for everyone involved finding out the main reason a prospect said YES than it is to receive the honest feedback from a prospect that said NO.

Most sales people don’t do a very good job of analyzing and documenting why they WON or LOST.

If you’re not already doing so start asking for the true facts of why you WON or LOST. The true facts in a WIN will often uncover a story and relaying a good story is a great way to sell. Uncovering the real reasons you LOST a sale might sting a little but there is not a better piece of intelligence that can help you or your team improve and WIN the next sale.

5 Steps to Live Networking

Networking has changed but if you are like me at some point you have come to realize as convenient and efficient asLive Networking the internet has made online networking you still can’t afford to take live networking out the equation. When you decide to attend a live networking event you are fully aware it’s going to pull on the valued resource of time and take about $20 of gas money out of your pocket. Relationships that are initially formed from in person interaction have a much greater opportunity to start out stronger and move forward faster.

I recently came across Marc Wayshak’s 5 Steps to Networking like a Pro for Salespeople. I think Marc is right on target with these 5 tips and if you have not been going to networking events as frequent as you have in the past I encourage you to find one soon and give Marc’s advice a try.

1. Get warmed up. When you show up at a networking event, chances are that you’ll be low on energy and by yourself. Rather than immediately rushing for a drink at the bar, get social. Go up to the first three people you see and just talk to them—ask them how they are, what’s going on, and start a friendly conversation.

2. Ask “What brings you here?” This question will get people to open up about why they’re at the event and what they do for a living. Starting a conversation with this prompt will allow you to strategically decide whether you want to spend more time talking to the person at hand, or move on.

3. Learn about people’s businesses. Most people go to networking events to talk about themselves and their businesses. Don’t be one of those people! Learn about what everyone else is doing. By understanding other people’s businesses, you can quickly determine whether someone is a prospect for you, but you can also learn about who else at the event you might be able to connect them with—which brings us to the next tip.

4. Make connections for others. Once you’ve asked about other people’s businesses, you’ll soon learn who they’re looking to meet at the event. Use your new found information to connect different people at the event. Become a connector and you’ll create goodwill at the event and be the hit of the party.

5. Find connectors. It’s great to be a connector yourself, but you should also find other long-term connectors. These people are familiar with the networking group, know everyone and are very social. Find them and ask them for help, and whether they’d be willing to introduce you to some people. In all likelihood, they’ll be happy to walk with you around the room and introduce you to whomever you want to meet. Make sure to get their contact info and stay in touch with them. Networking connectors can become some of your closest allies when it comes to helping you develop your business.

You can see Marc’s full post at

Do you speak this language?

Social Media Acronyms we know or should know.Social Media

The first eight acronyms I bet you know because it’s 2014 and you’ve either heard or read them with enough frequency whether you’re still holding onto your email address or you communicate more with an @ in front of your name.

DM, FB, G+, IG, ISP, LI, RT and SM

Now if you know 100% of the next eight acronyms there is hope that you’ve not yet been left behind or totally out of the loop.


Now for extra credit if you’re 16 of 16 how about…API, CMGR, RTD, UGC.

This isn’t about going 10 for 20 or 20 for 20, but it is to remind us there is social media language that is now spoken across all business lines and all levels of the organization. It’s no longer kept inclusive to the IT or marketing department.

DM – Direct Message, FB – Facebook, G+ – Google Plus, IG – Instagram, LI – Linkedin, RT – Retweet and SM – Social Media

CPC – Cost Per Click, CTR – Click Through Rate, ESP – Email Service Provider, KPI – Key Performance Indicator, PPC – Pay Per Click, RSS – Really Simple Syndication, SaaS – Software as a Service and SEO – Search Engine Optimization.

API – Application Program Interface, CMCR – Community Manager, RTD – Real Time Data and UGC – User Generated Content

Top performers never see it as 50/50

5050 ball

Networking – it just sounds less complicated than…

Integrated Alliance

Integrated Alliance

What’s your RON?

How we spend our money and time largely define who we are and what we become. RON

OK before I make a point on MONEY I’m not going to go all Suze Orman or Dave Ramsey on you. I will just say I have experienced times I’ve had no money (as in BROKE) and times I’ve had a lot, but never a time money defined who I am. I’ve invested it wisely and spent it foolishly (I think most can relate). However, the reason I bring up money is in the business world we all know and recognize ROI. The Merriam-Webster definition of ROI is: return on investment. That’s it, that short of a definition for a term we hire CFO’s, accounting firms, and financial analyst to measure and report for us.

I went to Merriam-Webster and searched RON and I got: “The word you’ve entered isn’t in the dictionary”. It’s 2014 wake up Merriam-Webster we all know that time is money and the work related time we spend interacting with others often falls under business networking. So therefore RON is: return on networking.

Today I spend more time online on Linkedin and less time attending Chamber meetings than in the past because it simply provides a better RON for me. Linkedin, Facebook, Twitter, industry associations, conferences, trade shows, BNI, Chamber of Commerce, and independent networking all work at different levels for people.

I encourage you to look at your present business networking and compare it to where your business comes from; the people and groups you spend the most time with and how it relates to who your customers and clients are.

Networking is an activity most all of us participate in at varying degrees but the results of those business networking activities are not easy to measure. I didn’t write this post to drill down into the “science” of RON, I brought it up because I’m confident there is a parallel between heightened awareness of business networking and an improved RON.

When you knock knock on your customers door do you

Differentiate  Yourself

Differentiate Yourself