Most successful sports team in history; Larry Page advice; 5 Trends?; Why do they buy

"…insights for scaleups"

HEADLINES:

Holiday Gift for Clients/Suppliers under $10? – see below, but first…

5 Trends for 2016? — For my next Fortune column, I am looking at 5 key trends affecting growth companies in 2016. What key trends do you anticipate will provide opportunities and threats for your business and other entrepreneurial firms in the coming year? How are you preparing for them now? Please include the name of your business, the city where is located, your number of employee and your annual revenue. Email me directly [email protected] – thank you.

Larry Page's Simple Advice — this sweeping Fortune interview of Google CEO Larry Page, which is actually NOT very insightful (strange), does have a few high points – for me at 3:30 in the 27 minute interview when Larry answers the question on how he's learned to run a company and his reply "I read a lot." For instance, in naming Google he read three books on how to name things (nothing interesting can come out of your brain if you don't put stuff in first). The interview did clarify a couple things – Google's main purpose is to be a company where engineers and entrepreneurs can do things that affect a lot of people. Maybe good enough. Anyway, I find it always insightful, nevertheless, to listen to HOW top leaders talk about their jobs and companies.

Why do Customers Buy from You? — Most businesses have no idea why customers decide to ultimately buy their product or service and the thought process behind making the decision. Yet this information is vitally important. In my 4 minute interview of Fortune Summit keynoter Adele Revella, author of Buyer Personas, she explains why a simple demographic understanding of the client is insufficient and at the 2:03 minute mark the very simple thing you can do to find out why customers buy from you – ask them — something hardly any companies do (crazy, but we've not either). Her book details how to do this properly. She also describes in the interview when big data is useful and when it's not – and why you have to be careful what sales people tell you about the customers' motivations. Watch the short interview then read her book! Adele Revella, Author of Buyer Personas, Interviewed by Verne Harnish

Why All Blacks is the Most Successful Sports Team in History? — Congratulations to New Zealand's All Blacks for winning the Rugby World Cup. Likely the most successful sports team in history given their 76% win rate over 100 years, credit is given to their intense focus on living on and off the field five core values:

1. Sweep the Sheds (humility)
2. Follow the Spearhead (zero tolerance of poor attitude)
3. Champions do extra (a focus on continual improvement)
4. Keep a blue head (being grounded and focused under pressure)
5. Leave the Jersey in a better place

This 2013 article describes the meaning behind each value. Notice that they are phrases, not just a single word, and the way they are described in the article is precisely how you should do the same for your company's values. Notes Jackie Smith, Executive Director of NZ-based Fab Group (who sent me this info), "During the Rugby World Cup there were numerous examples of the members of this team (including all the support people) living these values." Here's one example where an All Blacks' teammate goes out of his way to comfort a devastated opponent after a close semi-final win.

Holiday Gift under $10? — if you want to strengthen your business, strengthen your customers and suppliers. Doing something to help them and their business, by giving them a book, also shows that you care. One suggested book – Scaling Up. And to help your budget, we've dropped the price on a box of 20 books to $9.99/book plus shipping – less than Amazon! In your letter, remind them that Larry Page, Bill Gates, Mark Zuckerberg, Warren Buffett and Mark Cuban (who many of you saw speak at the Fortune Summit) read a lot – and suggest your favorite page or two – or just suggest they read the two-page Introduction. This will help them crack it open. Give the gift of education – and thank you for helping to share our tools with others during the holidays.

TECHNOLOGY:

Align Software puts everyone on the Same Page – Literally! See, in real time every person in your organization and how they are progress on their priorities – alongside how these Align to the Company Priorities! Scale Up your Rockefeller Habits implementation with www.aligntoday.com– on your computer and on your phone.

Better Book Club — What's your team reading? Increase your books read per team member. Easy, Proven, and in the Cloud at http://www.BetterBookClub.com.

COACHING:

Have you ever wondered if your company would be a good candidate to work with an executive growth coach? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients.