In this post, Anthony Iannarino (who was on the podcast earlier) talks about the importance of where we focus and spend our attention and the impact that this can have on our lives. If there is only one thing that we could improve upon to make the biggest impact in our lives, it would be our ability to focus and do deep work.
In this post, the author of the Dilbert comics, Scott Adams argues that we dont just think with our brains but also with out body. He goes on to say
I realize that the concept I’m explaining is both obvious and radical at the same time. On one hand, you know from experience that your thoughts are directly influenced by what your body is experiencing. But because you also believe your brain is the special vessel of your free will, consciousness, and soul, you might believe the brain can also make its own independent decisions. It can’t. It is a computer that responds to inputs. Give it the right inputs and you’ll get the right outputs. And your body is the user interface.
In this short video, the wonderful people who run “The School of Life” YouTube channel share a different perspective on History and share how each one of us, armed with the right perspective has the potential to create history.
I recently finished listening to the audio version of Cal Newport’s latest book – Deep Work.
We live in a constantly distracted world and are losing the ability to do real deep work. Cal shares with us the importance of doing such deep work and also shares tactics around how we can set ourselves to do deep work. Highly recommended.
In this short, sweet and highly insightful book, Chip Bell takes us on a 9 course gourmet meal and shows us how one can go about creating innovative service experiences without breaking the bank.
He also shares with us his secret sauces that when added in the right measures have the potential to create service experiences that are worthy to be shared by the customers who experience them.
What is even better is that every single time that you read the book, you end up getting a new idea that you could implement in a business quickly and have an impact almost immediately.
If someone were to use each one of his nine secret sauces one at a time, every month, you would not only have created a great experience for your customers but also built a robust and a fast growing business (provided that you have your basics in order – good quality product at a good price for an specific kind of customer).
This book is a must read for everyone of us who us responsible for providing a service or design an experience to someone else.
One of the most important skills that the sales executive policies leader needs to succeed is an ability to create a need or desire to change the status quo among their prospects and customers.
In large, complex sales cycles, it is not just enough to be able to sell the change but also to be able to help the customer adopt the product or solution and get the benefits that were promised. This can lead to more engagements with the customer and hence create a positive spiral.
The question is how can sales executives use the concept of “Switch” proposed by Chip and Dan Heath in their book with the same title.
Find the bright spots:The first step for them would be to identify if there any bright spots in the industry that their customers prospects are engaged in, and have gone through a similar transition that is being suggested. If yes showcase those transitions. Identify what you can learn from them, and share the learning.
Find the feeling:When you start with the customer, paint a vivid picture (vision) of what the future could hold if they went through with The transition. It could be the customer winning the best company to work for award, on the most loved brand or what ever it is they are aspiring for. Find and engage the feeling that could drive the change. The best way for you to do that is to tell stories of what it would feel like once the vision becomes a reality (for them and for their organization).
Script the critical moves: Help your customers identify the first few steps clearly and precisely so that they can start acting. This simple step of stopping an action is the most difficult thing as it requires them push through inertia. However, once they start taking action, the same inertia becomes your ally.
Shrink the change (if needed): If the change you are aiming for them is a big one, shrink it for them and then script the critical moves.
Build Habits: As sales executives, you need to build the habit of not just talking about the features and functionalities of your product or service but to look at the bigger picture from your customers’ CEO’s perspective, even if you are not selling to him/her. This is the single biggest lesson that sales executives and sales leaders can take away from the book.
These are my learnings for me as a sales leader. What did you learn from the book? If you havent read the book yet, I would strongly recommend the book. You can buy it by clicking the link below (this is an affiliate link).