Is $200,000 a lot for a house? The answer depends a lot on where you were living when you first looked into buying a house. Your opinion of what a house should cost will be shaped differently depending on the first prices you saw. So if you lived in San Diego, California you would have a much different perspective than if you were in Lincoln, Nebraska. Not only would this affect your conscious price comparisons, but it would even effect your subconscious approach to pricing houses. That initial shopping foray created an anchor in your mind. And it's been shown that those initial anchors have a way of hanging on as we make future … [Read more...]
Being Mighty On a Daily Basis
On a sweltering day in July 1997, I went with my friend Joe to see the Mighty Mighty Bosstones play at the Eagles Ballroom in Milwaukee. And on a sweltering night in August 2019, I took my wife to see the Mighty Mighty Bosstones play at the Eagles Ballroom in Milwaukee. For those 22 years and more they've been my favorite band, but I'm not here to proselytize to you. (Although I think it's worth checking out their back catalog for sure). Instead, I want to share what stood out about their recent show in August: They kicked ass. Keep Doing It Because That's What You Do It's easy to romanticize the past because our memory can get … [Read more...]
Realizing New Experiences Aren’t Always That New
As an adult, you rarely try something that is completely new. After a certain point, you don't have a lot of chances to dive into new situations or experiences. We don't usually start a new job in a different field or a hobby that is completely unrelated to something we've done before. Even when we "try something new", it's usually tangential to something we've done before. Which means that we usually have some knowledge or background to draw upon in our new venture. For example, if I wanted to learn how to play the clarinet, I would have someplace to start. I've played the drums for almost 30 years, and have taken lessons in … [Read more...]
Does Native LinkedIn Video Drive Engagement? I Posted Video for a Month to Find Out
Native video on LinkedIn has become a hot topic. These days it's common for social media gurus and marketing experts to extol the virtues of video for sharing your brand message and engaging your audience. And with LinkedIn Live still early in its roll-out, video promises to continue to grow in prominence. But if you aren't an influencer with a boatload of followers, is it really worth the time and attention we’re giving it? This is an especially important question for salespeople and other non-marketers who want to engage with their network. With limited time and resources, they have to ensure that they are getting the best bang for … [Read more...]
You Need to Sell Yourself to Push Past Your Own Inertia
I was talking to someone recently about how I would describe "sales". And to me, the essence of selling is helping someone change their status quo. They have a problem or challenge, and you have a solution that can help fix it. Selling Is Changing Inertia Because I'm sometimes super-nerdy, I described it in terms of inertia. A lot of people make the mistake of thinking inertia is about an object at rest. But actually, inertia just means that an object will keep moving in the same direction and speed unless an outside force acts on it. Newton said it better in his First Law of Thermodynamics: "Every object in a state of uniform motion … [Read more...]
How to Get Your Team to Buy In to Social Media Advocacy
When you're a marketer, you spend a lot of time and money focused on developing your digital assets and getting potential customers to engage with them. You are always looking for ways to increase your digital footprint and grow your traffic. There's some low-hanging fruit that you've missed, though. And it's hanging out right under your nose (or down the hall in a less metaphorical sense). The Hyper-Connected World Makes Everyone a Marketer Instead of looking at marketing as something only the marketers do, what if you considered everyone on your team to be a marketer? With the rise of social media, almost everybody has a … [Read more...]
3 Questions That Will Make You a Better Sales Coach
These days you can find a coach to help you with everything from your golf swing to your marriage to your life. That's because we've realized that we get better faster when there is a detached and knowledgeable observer helping us along. That certainly applies to sales skills. If you are a sales manager, director, or VP, it's important to realize that sales coaching is key to getting better results. This is especially crucial if you are tasked with getting bigger numbers from a sales team that's not going to get any bigger, Unfortunately, though, many sales leaders are horrible at coaching. But with just a simple shift in approach, … [Read more...]
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