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January 15, 2013
Infusionsoft Raises $54 Million; Best Places to Work; Influenza Help; The Photo!
January 24, 2013

#1 S&M Book; Scoreboards Everywhere; New ABC; Coastal.com Rings Bell

New Page 1

"…keeping you great"



— Many of you have seen photos of the huge scoreboard RedBalloon
prominently displays in their HQ providing real time tracking of their BHAG. Now
they have electronic scoreboards everywhere (why doesn’t everyone do this!!),
more below including photos and video, but first…

Coastal.com Rings NASDAQ Opening Bell
— congrats to Gazelles200 member Roger Hardy and his 700 teammates at

. Last Monday they rang the bell to celebrate going public (COA).
Building the world’s leading provider of eyewear, take
1 minute to watch Roger appear on the big screen in Times Square
as he
introduces his firm and rings the bell. What a milestone!!

#1 Sales and Marketing Book
— since its release two weeks ago Dan Pink’s book

To Sell is Human

has shot to the #1 sales and marketing book and is outpacing his huge bestseller
Just a few minutes ago I received confirmation that Dan is diverting his travel
and is going to be our
opening keynote
at the

Leadership Summit in Orlando May 9 – 10
And given that he’s one of the top 5 biz speakers in the world right now, it’s a
big deal. Book club members will be getting two copies – one for you and one to
give to someone in your company.

ABC of Selling
– we’re all in sales, especially raising children or managing people! As Pink
notes in his book "one adage of the sales trade has long been ABC – Always Be
Closing." In Part Two of his book he introduces the new ABCs – Attunement,
Buoyancy, and Clarity. All of us can master these three attributes of people
effective at moving others to action – and as I noted in an earlier insight,
Pink suggests introverts might have an advantage this century. BTW, Part One is
great (the opening story in chapter 1 strangely brought tears to my eyes), but
if short of time, go right to the first chapter of Part 2 to quickly get the
essence of ABC. Then come hear Pink and a half-dozen other bestselling biz
authors speak in at the

Leadership Summit

Transaction Every Two
— speaking
of selling, RedBalloon expects to reach their BHAG (Big Hairy Audacious Goal) 2
years ahead of schedule. Australia’s number provider of gifted experiences,
offering over 2500 experiences, Naomi Simson and her team set an aggressive goal
to sell 2 million experiences at a time 8 years ago when they had only sold
7500. Currently at just over 1.6 million, they expect to hit their target
sometime in May this year. So it’s time to update their BHAG.

5 Million ‘Good Times’ By

take 2 minutes and watch their new BHAG launch video
. Notes Simson, "We have
started talking about the ‘beyond’ BHAG’ and our theme this year is all about
Customer Love — we are teaching our team and suppliers about NPS (Net Promoter
Score). This way we will roll into the new BHAG…getting people ‘dreaming’
already so we don’t fall in a hole when we achieve the 2 million." Exactly!!

Scoreboards Everywhere
— Simson continues "and we now have electronic scoreboards of everything in
every corner of the office (as well as the big main score board)." And during
the holiday season their consumer marketing team set-up a war room in which they
huddled every hour, keeping them laser focused on maximizing sales – if you want
to move faster, pulse faster.

Here’s a link to photos of the scoreboards
. And don’t let the first photo
fool you – it’s a large flat screen and those are electronic images of paper

Biggest Weakness
— I was visiting a client’s offices over the holidays – one of the coolest
facilities I’ve seen. However, what were glaringly missing were scoreboards.
Think of a sports stadium – everyone is within sight of the scoreboard. Great
companies do these kinds of things.

Friday Complimentary
— 1pm ET
January 18 "Be Sure Your Annual Plan Stays on Track"

Register Now

Verne Harnish
Verne Harnish
Verne Harnish is founder of the world-renowned Entrepreneurs’ Organization (EO) and chaired for fifteen years EO’s premiere CEO program, the “Birthing of Giants” and WEO’s “Advanced Business” executive program both held at MIT. Founder and CEO of Gazelles, a global executive education and coaching company with over 150 coaching partners on six continents, Verne has spent the past three decades helping companies scale-up. The “Growth Guy” syndicated columnist, he’s also the Venture columnist for FORTUNE magazine. He’s the author of Scaling Up (Rockefeller Habits 2.0); Mastering the Rockefeller Habits; and along with the editors of Fortune, authored The Greatest Business Decisions of All Times," for which Jim Collins wrote the foreword. Verne also chairs FORTUNE Magazine’s annual Leadership and Growth Summits and serves on several boards including chairman of The Riordan Clinic and the newly launched Geoversity. He is an investor in many scale-ups. A father of four, he enjoys piano, tennis, and magic as a card-carrying member of the International Brotherhood of Magicians.