All in Sales
Every deal has a point at which it doesn’t make sense anymore. The point at which the ‘ask’ is just too much.
In a sales deal, it could be when the price is too low, or when the accompanying demands (product add-ons, service level demands, ongoing performance expectations, etc.) aren’t worth the cost.
Of course, this isn’t only the case with sales deals - it happens in all aspects of our lives.
The more complex the transaction, the more difficult it is for everyone to emerge with everything on their wish list. That’s just the nature of the beast.
Political negotiations illustrate this perfectly and very publicly. You have dueling parties, fueled by competing ideologies, each proposing what they believe to be in the best interests of their constituents. (Yes, I know that politicians are driven more by what they think their voters will want to hear versus what they need to hear, but humor me for a bit.)
This month's podcasts draw lessons from the world around us, specifically the sports and entertainment arenas. I focus on specific games or movies or entertainers and the lessons we can draw from what they've done or experienced or said.
Today's podcast discusses that day in 1965 when Bob Dylan went electric and changed the course of his career. But he also gave us a lesson in how we need to do what we believe in and be who we want to be, regardless of what anyone else thinks or says.
This month's podcasts draw lessons from the world around us, specifically the sports and entertainment arenas. I focus on specific games or movies or entertainers and the lessons we can draw from what they've done or experienced or said.
In today's podcast, I dive into a quote from the movie, Ghost In The Shell, which speaks to the importance of letting go of the past - whether we feel as if we've failed in our past endeavors but even if we've succeeded…
This month's podcast draw lessons from the world around us, specifically the sports and entertainment arenas. I focus on specific games or movies or entertainers and the lessons we can draw from what they've done or experienced or said.
In today's podcast, I recount a story from the movie, The Matrix and how it speaks to our need to be ourselves, to not get taken in by someone else's agenda, to create our own reality. It's just a movie, but the messages in it are very much a reflection of ourselves and our reality.
It’s the one question that everyone wants answered.
When are we getting back to normal? When will Business As Usual return? Or, if you're really trying to be thoughtful: When do we get to the New Normal?
Aside from the fact that no one has the answers to those questions, there are two realities that are more relevant, at least to me:
This month's podcast draw lessons from the world around us, specifically the sports and entertainment arenas. I focus on specific games or movies or entertainers and the lessons we can draw from what they've done or experienced or said.
In today's podcast, I go back to Super Bowl 51 and the amazing comeback that the New England Patriots made in that game, and what it can teach us all about perseverance and achievement in the face of the worst possible odds.
You are not the hero.
That’s right, you’re not. And the sooner you get used to that idea, the better.
You’re not the one who’s going to move the customer’s business across the line. You’re not the one who’s going to help them gain extra market share. And you’re certainly not the one who’s going to achieve their vision for them.
There’s a quote I close all of my personal podcasts with that’s always appealed to me. I wrote about it in one of my earliest blog posts and it’s guided almost all of my decisions in life:
“You’re better off scared than bored.”
It isn’t my quote - I first heard it from Harvey Mackay in his book, Beware The Naked Man Who Offers You His Shirt. (And, for the record, the exact quote is, “You’re a lot better off being scared than bored”.)
Today’s podcast is about what we do when we’re trying to get ourselves back on our feet, when we’re going through hard times and we need to re-center - as an individual or as a business.
It’s about the value of First Principles and the kinds of things we need to consider, understand and adopt when we're navigating a crisis.
We can’t assume each step forward is permanent. And that’s just a fact.
I know there’s a tendency to view any positive progress with hope, with the earnest desire to see that momentum continue unabated. That’s natural and, frankly, we should maintain that positivity, particularly in difficult times such as these.
But it’s important to also recognize that plans and paths forward aren’t always (ever) straight-line. There will be twists and turns, back and forth on the road to getting to where we want to go.
In today's podcast, I continue this month's riff on uncertainty and risk, and talk about change. It's a topic that we all have to deal with, whether we like it or not.
Change is a critical part of our growth and how we deal with it is make or break. This episode discusses the two key steps that I believe we need to take to tackle the change we see in our lives, head on.
When we went through the Great Recession of 2008/2009, I remember thinking to myself (perhaps consoling myself) that I would never see an economic downturn as bad as that ever again in my lifetime. I mean, the scale of the trouble at the time was such that multiple markets around the world, multiple sectors, multiple categories, all got hit at once, and the resultant economic malaise took years to overcome. Surely, something at that scale could never happen again?
Well, never say never, I guess.
Episode 29 of the podcast is now available. Today’s episode is about the concept of "productive struggle", this idea that our success in life is based on our ability to work through difficult issues and problems without knowing or having the path handed to us.
Episode 23 of the podcast is now available and this month, I share stories from my life in Management Consulting, where I spent a decade prior to my entrepreneurial journey. And some of my most interesting lessons from that time had nothing to do with the work and everything to do with people.
The word “partnership” is used quite liberally these days, across just about all aspects of our lives - from the personal to the professional, whether we’re talking about our relationships, about our work colleagues or our suppliers and customers.
But what do we really mean, in any of these contexts, when we use that term?
I recently heard a talk by Bob Myers, General Manager of the Golden State Warriors, on leadership, values and culture in winning teams. It was a great speech and there were many points he raised that made sense, and really resonated with me. (I’ll write about a couple of them in future posts.)
Episode 22 is now available and this episode wraps up our discussion about Marketing and Sales - specifically, how we casually use terms such as "marketing bullshit" and why that points to a deeper, underlying problem within the company.
Cas Hardware - a small hardware retail business in my neighborhood - closed its doors recently after 41 years. It had become a fixture of the Andersonville community and was a place where “the management” was folks you could get to know, who would be on hand to answer your questions, give advice if you needed it and take care of any purchases you needed to make.
Episode 21 of the podcast is out now and continues this month’s focus on Sales and Marketing.
Today, we discuss the need to engage and entertain your customers, who have a plethora of options and access, and are forcing marketers to rethink how they attract customers.
