I recently had a long chat with CoaLogix's entertaining & insightful CEO, Bill McMahon. CoaLogix is a Charlotte-based company whose solutions decrease polluting emissions from coal-powered plants.
Here's what Bill feels are the key ingredients for success in leadership roles:
"1. Experience. You have to have it or you have to get it. In my case, I didn’t have the experience but I had friends who did.
"2. Trust. The management team must trust each other and your customers must trust you.
"3. Open communication. We have a saying here that we stab you in the front. If there’s...
Cognitive Surplus - Technology and collaboration."Cognitive Surplus" is a phrase coined by author Clay Shirky to describe the free time that we have to engage in collaborative activities, especially as applied to web 2.0.
Shirky points out that, for the past 60 or so years, we've used billions of hours of disposable time annually for the one-way transfer of information from TV. Now new technologies enable us to replace that TV time with online activities, many of which involve multiple back-&-forth interactions. So now there's a cognitive surplus that we can & do use for online...
Melonie Dodaro is a social media & LinkedIn expert. Early this week she offered a free webinar packed with great ideas about how to get the most from your LI profile.
One of Melonie's key points was that your LI profile may be more important than your company website. I agree wholeheartedly, especially if you're a small company or a sales person. An LI profile often pops up at the top of the search results when, as a tech sales recruiter, I search for sales people or hiring managers. So it pays to put time & thoughtful effort into developing your LinkedIn presence.
I read a blog recently by sales trainer Phil Polson that was filled with practical philosophy about sales rejection. While I agreed with Phil's general thesis, I realized that rejection is something I virtually never consider.
I'm sure that prospects, clients, & candidates have rejected me personally, but I almost never view it that way. Through my rose-colored glasses, they just don't need what I'm offering now, or they can't afford my services, or they already have a good tech sales recruiter, or my timing is off.
Why would those reasons be considered rejections? They're...
Studies show that free is a magic word in marketing, advertising, & sales. It’s more effective than a great buy of 75% off or a cost of $1 or even a penny.
In general, the purpose of a free product or service is to get trial & prove value. While getting trial may not be a money-maker, neither do you want to lose money or perceived value.
Offering something for free is powerful if applied strategically, but it can be bankrupting if used too freely. Certainly, there's the tangible income loss. There's also the opportunity cost of not using those resources to earn...
My friend Bernard sent me the following email about his cat's encounter with a skunk in the wee hours of the morning:
". . . I wanted to pass along my decontamination lessons in case you ever face that situation. Skunk scent is oil-based, so vinegar makes a good stopgap measure. Rubbing vinegar into the animal's fur will reduce (but not eliminate) skunk scent, and keep it from spreading. Straight vinegar and a hot shower took the skunk scent off of me, and wiping hard surfaces like Whiskers' cat door with vinegar eliminated the scent there.
I called the veterinarian when they opened...
Last week I heard psychologist & author Ken Christian speak about how to achieve "breakout performance." He was really talking about why some people never quite live up to their potential.
The good news is that you don't have to have talent to be spectacular. The bad news? With or without talent, you have to work hard.
Christian is a licensed psychologist, founder of the Maximum Potential Project, & author of Your Own Worst Enemy – Breaking the Habit of Adult Under-Achievement. In his research, he's learned that achieving outstanding performance isn’t about talent; it’s...
Recently, Denise Altman presented a webinar called Silence is Golden. Denise made several points worth quietly considering when you're interacting in sales or elsewhere:
1. Sales: Don't be intimidated if your prospects or clients are silent after you make a statement or when you're ready to close the deal. Just be quiet & let them think until they're ready to respond, ask a question, or sign the contract. Most people say they need more time to think during a conversation. That translates into slower speech, with more pauses & quiet.
2. Apologies: When you make a mistake,...
As I said in my earlier blog, last week I attended Wilmington BizTech on the NC coast. With few exceptions, big name & lesser known speakers gave interesting, worthwhile presentations. My personal favorites were:
Richard Florida, whose latest book is The Great Reset. OMG! His keynote was spectacular, both its content & presentation. Florida is a business owner, author, & thought-leader who tracks new business & community trends. He stressed that, “The key to our future is to stoke the creative furnace of the individual. The companies, communities and corporations...
It's the first work day of 2011 so I feel compelled to blog. But only briefly because I have a whole new recruiting year to get started on & it's exciting.
Let's pledge to be curious in 2011, to be sponges for absorbing new information. Don't make it a resolution, make it a personal cultural change.
Read more. More books, more magazines, more Internet, more e-readers, more Smart phone articles.
Watch PBS & the History Channel & MythBusters.
Ask your parents & grandparents about their histories. And your family's...