"…keeping you great"
Enrollment for Fall-2014 Online Rockefeller Habits Course is now open. More info below, but first…
The New Rules of Sales and Service — David Meerman Scott's new book refines the art of selling like his huge bestseller The New Rules of Marketing & PR did for marketing. Go right to page 59 and read the "Call Larry" story, how Lawrence Janesky, founder and CEO of Basement Systems, Inc., built a powerhouse brand and a number one leadership position in five separate industries as a result. This is the future of sales. Then read the rest of the book! GazellesPro and book club members will receive a copy next week. Scott is keynoting next spring's Orlando Leadership Summit.
135,000 Leads — Notes Scott, "For a sense of the scale of Janesky's operation, consider that he has his own in-house Internet marketing agency with 48 people, and in 2013, the team generated 135,000 sales leads for dealers." Scott then describes how the "beginning stage of the Basement Systems consultative sale is a 90-page color book, Dry Basement Science, which is sent to every homeowner who expresses an interest as a result of the lead generation program. The book is timed to arrive before the salesperson meets the homeowner for the first consultation." Reading the full "Call Larry" case is worth the price of the book.
Thriving in Emerging Markets — If you're looking to expand into a growth market — India, China, Africa, etc.- this Harvard Business Review (HBR) compilation titled "Thriving in Emerging Markets" is a must read – the ideas do apply to mid-market firms, not just multi-nationals. It's perfect for your weekly strategic thinking "council" to study and discuss as you expand into new regions of the world.
Contextual Intelligence — as biz leaders we need to have a firm grasp on our "industry's" terminology. "Contextual Intelligence" is a new term for me. It's defined as:
This intelligence is critical in the context of expanding your business to other regions of the world (even to different parts of the same country). For example, different markets have different intellectual property rights laws, aesthetic preferences, attitudes toward power, beliefs about the free market, and even religious differences.
Tarun Khanna — she is director of Harvard University's South Asia Institute and co-author of an the HBR article titled "Contextual Intelligence". And she co-authored two of the key articles in the compilation mentioned above. Again, if you're thinking of expanding into these markets, these articles are worth the read. Thanks to Gazelles Certified Coach Cheryl Beth Kuchler for pointing me to Khanna's latest article.
Accredited Master Practitioner Online Course – Rockefeller Habits — Enrollment for our Fall-2014 Mastering the Rockefeller Habits Online Class is now open (starts Sept. 10, though all sessions are recorded). Limited to 40 participants, this online class is timed to prepare you for putting together your 2015 plan and includes:
This course, taken from the comfort of your home or office, is accredited. If you are interested in more information or a copy of the Class Syllabus, please contact Juan Gonzalez at [email protected] or call him at (512) 773 5465.