From The Red Book



I carry a little red book around with me.  I write things in there that I like, I hate, I worry about or get excited about.  I bet you all have a little book or notepad too.

I looked through it over the weekend.   These strike me as things I want to write more about, support or rail against, or just plain share and do something more with. 

How about you?

  • I hate that human condition that drives online business reviews. Have a problem and you rant online no matter how little the issue.  Skews everything. Totally unfair.


  • I doesn’t matter much if you have the newest tools or software on your desk (like a new CRM for example) if you have no desire to change your routine or results to begin with. 


  • Listening is cool.  But If you can’t get your client to talk to you, what the heck is there to listen to?


  • Coaching is hard.  Coaching to stats, processes and order entry is easy vs. coaching to communication, selling and service skills.  That latter will grow the business and former will give you the chance to do it.   


  • It’s only a matter of time before what’s credible on the internet matters more than that something is in fact, on the internet.  And that time is very soon.


  • Twitter, Facebook, LinkedIN and all the rest haven’t changed us.  We have always loved, and needed a network of engaged, trusted friends and colleagues.   That need has always been there; it’s the tools that keep changing.


  • Glen Garry Glen Ross is simply the greatest sales movie ever and is Jack Lemmon’s best performance. The language is rough but the Mamet writing is priceless.


  • Ever notice on Mad Men how they have to sit the prospects down in the 60’s and explain in detail what marketing and advertising is in order to sell it?  Well we gotta do the same thing somehow these days when we sell online marketing.  It’s still kinda foreign to people.


  • Service Reps have the most satisfying job in the world.  You pros here know what I am talking about.


  • Open ended questions are so overrated unless you have some trust established; otherwise it’s just offensive. 


  • Adult learning theory continues to be disproved over and over again as weak.  It’s about “what” is being trained that matters, not the learning “style” of folks. ( Just as I suspected :))


Till next time,

Grow The Business.


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