Wednesday, June 17, 2015

Choose Your Event Wisely.... 6 keys in choosing how to spend your time and your dollars!

Many of us (at least I do) love to get out of the office, attend networking events and conferences, learn new things, meet new people and develop new relationships.  I try to mix a little fun with business.

These events can get costly ($$s and your time) and it's always hard to tell if they lead to any return on investment (ROI). Are they meaningful or not in relation to what we are trying to achieve?  How do we know if we are getting a good ROI? 

From my experience, maybe 50% (if that) of the networking events are truly meaningful and I've learned over the years to be more cautious of where I go, how I participate and most importantly, how much I spend.  So below are some ways I try to determine that:  
  • do your research! What is your purpose in attending?  Is this something that you need to be involved with? How do you fit in? 
  • ask questions...  Ask the event marketing person about last year's attendance, who attended, how you can participate, what's in it for you...
  • if I work on the east coast and the event is on the west coast or across the world, do more research and ask yourself, are there similar networking events that are less costly and more impactful?
  • if the event is really worth attending, be more involved...  Present, Speak, Exhibit, Sponsor, Conduct Workshops, etc..  I find event attendees are more likely to come to you.
  • use technology such as webinars and podcasts using inbound marketing instead of traveling. They can be very effective and cost a lot less.
  • most importantly, follow-up with people you meet. You should be having great conversations at the event.  Don't be afraid to be persistent. 
I'm sure there are even more ways to be more efficient and effective in choosing where you get the biggest return on you dollar and please respond.  These are a few that come to mind.


Thursday, May 7, 2015

Employers:  Top Ten (10) Reasons to Hire a Mother – Happy Mother’s Day!

When you look at assessing and hiring talent in your organization, below are my top ten reasons for hiring a mother:

1.       Everyday Leadership – Leaders are made and mothers tailor their approaches based on their family and develop their children into productive, responsible adults everyday.  Who is your role model?

2.       Time Management – Managing a household takes a unique skill from planning, leading, innovating, organizing and controlling your children and even your husband.  All this, while most moms go to work - that’s time management.  Do your husband and children need management?   

3.       Handling Conflict – No brainer here…  Valuing differences and keeping the peace in the household can be an everyday occurrence.  I’m just glad mom was there for me…

4.       Sales – Mothers are kings of selling ideas and negotiation.  They understand all generations, know their audience and convince others that their recommended course of action is usually the best idea. 

5.       Planning – No better planners than moms!  Remember that vacation, that family outing, those special dinners…  They manage our schedules and plan events creating memories for our lifetimes.  Who in your family is managing your next family outing?

6.       Communication Who is there when you need to talk with someone?  How many of your decisions were impacted as a result of mom?  Who starts the conversation within the family?  Mothers are the real communicators.

7.       Team Building – In today’s family, the team approach is more evident than ever and each mom plays a huge role providing a mindset based on cooperation and consensus.  They love and believe that each family member is a valuable resource and together they bring out the sum of each family member’s efforts.

8.       Problem Solver – Understanding problems is diverse across all family members.  The mother hears them all and play the largest role in solving them – no matter how small or how large, you trust mom with your problems…

9.       Outreach - Who usually knows what’s wrong before any words are said?  This is an innate ability that I can’t define.  Imagine if you had employees like this in your business….

10.   Never Ending Service – Mother’s service their family all their lives.  It never ends…  Whether you're a new born baby or you're older in life, your mom will always be there for you.

I’m sure there are many more reasons and feel free to comment. 

Now, I’m not saying fathers don’t contribute (see father’s day), but its mother’s day…  Also, many times I believe their skills can get overlooked in the business community.  So, if you believe in moms and what they stand for, they may be the answer in what your business values most…

Thursday, April 23, 2015

Texas TACE Conference Presentation - B-Harmony

It was a pleasure to present B-Harmony - Targeting an Industry Segment at the TACE conference in Austin, TX with our partner NE Lakeview, Alamo Colleges.  Below is a summary of our presentation content:

  • Start with trickle down segmentation...  Market - Industry - Customer - Ideal Customer (Where's Waldo)
  • Sales organizations are changing… More specialization, competency and focus (setting appointments, relationship building, need assessments, problem solving, delivering solutions) - "Stand Out" with businesses. 
  • More messaging about them (business), less about you BEFORE you contact them.
  • PC and Mobile websites need to be strategically designed, continuously monitored and improved (more cost effective). A critical tool in attracting your audience! 
  • Integrated Marketing - Traditional and Digital mixology.
  • Buyers are Changing - Inbound Marketing. Content is King, Linking is Queen! 
  • Specific geo-targeting or ground war tactics requires an outbound strategy. You can do this right away!
  • The Flux Capacitor: An Inbound Marketing and Outbound Strategy combined with a rich Lead Capture system will keep your business robust and growing. 

Saturday, December 20, 2014

Ten Things That Will Disappear In Our Lifetime

1. The Post Office

Get ready to imagine a world without the post office. They are so deeply in financial trouble that there is probably no way to sustain it long term. Email, Fed Ex, and UPS have just about wiped out the minimum revenue needed to keep the post office alive. Most of your mail every day is junk mail and bills.

2. The Check

Britain is already laying the groundwork to do away with check by 2018.  It costs the financial system billions of dollars a year to process checks.  Plastic cards and online transactions will lead to the eventual demise of the check.  This plays right into the death of the post office.  If you never paid your bills by mail and never received them by mail, the post office would absolutely go out of business.

3. The Newspaper

The younger generation simply doesn't read the newspaper.  They certainly don't subscribe to a daily delivered print edition.  That may go the way of the milkman and the laundry man.  As for reading the paper online, get ready to pay for it.  The rise in mobile Internet devices and e-readers has caused all the newspaper and magazine publishers to form an alliance.  They have met with Apple, Amazon, and the major cell     phone companies to develop a model for paid subscription services.

4. The Book

You say you will never give up the physical book that you hold in your hand and turn the literal pages  I said the same thing about downloading music from iTunes.  I wanted my hard copy CD.  But I quickly changed my mind when I discovered that I could get albums for half the price without ever leaving home to get the latest music.  The same thing will happen with books.  You can browse a bookstore online and even read a preview chapter before you buy.  And the price is less than half that of a real book.  And think of the convenience!  Once you start flicking your fingers on the screen instead of the book, you find that you are lost in the story, can't wait to see what happens next, and you forget that you're holding a gadget instead of a book.

5. The Land Line Telephone

Unless you have a large family and make a lot of local calls, you don't need it anymore.  Most people keep it simply because they've always had it.  But you are paying double charges for that extra service.  All the cell phone companies will let you call customers using the same cell provider for no charge against your minutes.

6. Music

This is one of the saddest parts of the change story.  The music industry is dying a slow death.  Not just because of illegal downloading.  It's the lack of innovative new music being given a chance to get to the people who would like to hear it.  Greed and corruption is the problem.  The record labels and the radio conglomerates are simply self-destructing.  Over 40% of the music purchased today is "catalogue items," meaning traditional music that the public is familiar with.  Older established artists.  This is also true on the live concert circuit.  To explore this fascinating and disturbing topic further, check out the book, "Appetite for Self-Destruction" by Steve Knopper, and the video documentary, "Before the Music Dies."

7. Television Revenues

To the networks are down dramatically.  Not just because of the economy.  People are     watching TV and movies streamed from their computers.  And they're playing games and doing lots of other things that take up the time that used to be spent watching TV.  Prime time shows have degenerated down to lower than the lowest common denominator.  Cable rates are skyrocketing and commercials run about every 4 minutes and 30 seconds.  I say good riddance to most of it.  It's time for the cable companies to be put out of our misery.  Let the people choose what they want to watch online and through Netflix.

8. The "Things" That You Own

Many of the very possessions that we used to own are still in our lives, but we may not actually own them in the future.  They may simply reside in "the cloud."  Today your computer has a hard drive and you store your pictures, music, movies, and documents.  Your software is on a CD or DVD, and you can always re-install it if need be.  But all of that is changing.  Apple, Microsoft, and Google are all finishing up their latest "cloud services."  That means that when you turn on a computer, the Internet will be built into the operating system.  So, Windows, Google, and the Mac OS will be tied straight into the Internet.  If you click an icon, it will open something in the Internet cloud.  If you save something, it will be saved to the cloud.  And you may pay a monthly subscription fee to the cloud provider.  In this virtual world, you can access your music or your books, or your whatever from any laptop or handheld device.  That's the good news.  But, will you actually own any of this "stuff" or will it all be able to disappear at any moment in a big "Poof?"  Will most of the things in our lives be disposable and whimsical?  It makes you want to run to the closet and pull out that photo album, grab a book from the shelf, or open up a CD case and pull out the insert.

9. Joined Handwriting (Cursive Writing)

Already gone in some schools who no longer teach "joined handwriting" because nearly everything is done now on computers or keyboards of some type (pun not intended)

10. Privacy

If there ever was a concept that we can look back on nostalgically, it would be privacy.  That's gone.  It's been gone for a long time anyway..  There are cameras on the street, in most of the buildings, and even built into your computer and cell phone.  But you can be sure that 24/7, "They" know who you are and where you are, right down to the GPS coordinates, and the Google Street View.  If you buy something, your habit is put into a zillion profiles, and your ads will change to reflect those habits..  "They" will try to get you to buy something else.  Again and again and again.



The Learning Strategy, www.thelearningstrategy.com

Thursday, November 6, 2014

How to Hire Great Business Developers in Higher Education

How To Hire Great Business Developers in Higher Education


by 


How_to_Hire_Great_Salespeople_in_Higher_EducationLet’s face it: Colleges and universities are not accustomed to hiring salespeople. They hire educators, administrators, technicians of various sorts, and clerical staff of nearly every type. But they don’t hire great salespeople or what they call “Business Developers.”  And yet, increasingly these institutions find themselves hiring people who are setting appointments, providing need assessments, solving problems and delivering customized solutions that are addressing the business challenges of rapidly changing technology, employee performance and customer satisfaction.
Hiring salespeople is different. Of course, they need the qualities you look for in every hire—integrity, intelligence, focus, energy, and readiness to execute. But business-to-business salespeople also need at least these four additional traits as well.

1. Empathy

Successful salespeople identify with their customers and pick up on their feelings. They understand their needs and pressures they’re under; they get how business works and can wrap their heads around the challenges faced by each prospect. Yes, they represent the college and its specific B2B offerings, and yes they want to drive revenue for the institution. But the best ones—the ones you want—are geniuses at balancing the interests of the college and the interests of the customer as they assemble a tailored solution.

2. Trustworthiness

The salesperson is the primary interface between the college and the the customer; both must see that salesperson as perfectly trustworthy. Their word must always be good; their handshake has to signify unerring follow-through. Excellent salespeople see every contract in the context of a long-term relationship, and they consistently act in such a way as to preserve, the key quality that underlies long-term business arrangements.

3. Persistence

More than any other job on earth, sales entails daily disappointments. The best salespeople still have a losing record… which is why they need the precious talent of persistence, the ability to keep pushing through disappointments great and small. Their focus on the goal—whether that is closing one particular prospect, slogging through cold calls and the inevitable No’s to reach a Yes, or reaching their quarterly revenue target—is so strong that they just keep going. When hiring a great salesperson, the college need to make sure that person has a powerful mixture of drive, courage, and self-confidence.

4. Innovation

The biggest complaint from business today is that colleges don’t understand what they need. Serving the business community with training services requires real savvy about what those needs are and how they’re changing. The most valuable salespeople have “the wheels turning in their heads” all the time. They think creatively, not only about how local firms can use the services the college or university already has on offer, but also what new training services the institution might develop in order to better align their offering to evolving needs. Salespeople are in the perfect place to render this service to their employers, but only if they have an innovative mind. Hire for it.


Serving the business community and earning a profit doing so, remains a priority for a college or university, hiring excellent Business Development personnel is not an option. Selecting people who have innate strength in the areas most critical to success is a must! 

We have focused today on empathy, trustworthiness, persistence, and innovation, but those are only a few of the talents possessed by the very best salespeople for this kind of work. Make sure you use a scientific talent instrument that will allow you to identify and uncover all of the innate talents that you need in the job. The right assessment will allow you to compare the talents and behaviors of your candidate with those of top performers in the industry so you know how they will likely measure up. Making smart selection decisions and putting the right people in the right seats will greatly increase the likelihood that everyone’s needs and goals are met.

Friday, May 23, 2014

What value does experience bring to an organization?

Hi Jeffrey,

5 YEAR GUARANTEEBeing close to New York, it is hard to miss the organizational ups and downs of the Knicks over the past 10 to 15 years. The return to New York by Phil Jackson, holder of 11 championship rings, represents a significant event. But it's not every day that a 69-year-old gets a five-year contact in any industry.

Phil's success at finding a new role at 69 may be instructive to those feeling their paths are more limited with age — a question we often get asked because of quasi-age discrimination.

Admittedly, we all aren't Hall of Famers, but Phil's move demonstrated some points to remember when seeking to overcome the potential challenges of age in a job search:
  • Know the problems of the organization you are targeting and understand where you are valued. Not all NBA teams were interested in Phil, and he didn't worry about those who were not. It just took one organization with the right circumstances and need to look beyond the exterior and invest in "the right" solution.
  • Use your skills from past roles to demonstrate how you can solve problems in your next organization — even if it's in a different role. Phil targeted the problems the Knicks have of needing to pick and meld talent, including star talent, into a winning team, and used this to close the deal.
  • Demonstrate that you are still active, relevant, aware and adaptable to new environments and not resting on your laurels. Phil is known as the "Zen Master" for his unique approach to basketball and life. This brand identity for flexibility and innovative thinking should be the aspirin to the Knicks' headache and made him current and relevant.
  • Don't worry too much if you are turned down — you never know about the future. Phil failed to become coach of the Knicks several years earlier. But circumstances changed, and now he is back in a different role.
Phil is an inspiration for all of us. His mantra: Focus on the value you can bring to your next organization and never lose sight or confidence that you can strive for more — at any age!