Zuckerberg’s Challenge; No Managers, Just Coaches; 5 Tips Driving Revenue; 1pm ET Webinar with Hostage Negotiator
September 13, 2013
Oracle Wins; Billy Bean Wins; PPR wins; Ruby, Infusionsoft, Hagerty, Atlassian win
September 26, 2013

Top 40 under 40; Power of Hyper-specialization; favorite sales tip; Oisin Brown’s book; Oct 10 Topgrading

"…keeping you great"


Top 40 Under 40


released their latest Top 40 under 40 people rocking the business world. Marissa
Mayer, CEO of Yahoo!, tops the list, one of three women to make the top 10. FYI,
Yahoo!'s stock is up 86% since her arrival. Zuckerberg came in at #3.

Here's a link to the list


Quoting Tim Williams from his LinkedIn article
, "what's the top reason
marketers search for a new advertising agency? If you guessed 'creative
differences,' 'cost' or 'poor service,' you'd be citing some of the reasons that
do in fact show up on top 10 lists. But the

key driver
today in agency searches is the desire marketers have to work with
'best-in-class specialists.'" Williams, a consultant to marketing agencies, has
jumped on the hyperspecialization bandwagon, a term popularized by a recent

article by the same name. Case in point — CJ Advertising which only works with
personal injury law firms. As competition increases globally you are better off
to focus your expertise on as narrow a niche as you can and then follow that
niche around the globe rather than try to be everything to everybody locally.

Ideas for Driving 4th Quarter Sales
— "the lazy days of summer are over and everyone is back
serious about business," notes Caryn Kopp whose firm generates sales leads for
companies. She suggests 5 strategies for driving revenue in her

blog post
. One of my favorite "out of the box" ideas:

  1. Showcase your clients
    . Remember,
    your clients and prospects are people who are working toward personal goals
    within their companies. If they want to be promoted, the last four months of
    the year are critical for reminding management of the game changing
    initiatives they started. Be a hero by helping decision makers "toot their
    horns" internally for initiatives you worked on together.

I also like her idea of getting larger companies to use
unspent 4th quarter budget to fund a 1st quarter pilot/initiative. Take 2
minutes to read through her five ideas. I find Caryn's info to be very practical
and effective.

Sales Tips

— if Caryn's five sales tips aren't enough, grab a copy of Oisin Browne's book

The Binman's
Guide to Selling: Top 100 selling techniques, words, strategies, tips, scripts &
Oisin drives sales and marketing for Galway-based The City Bin Co. owned by
YPOer Gene Browne. During the past two tumultuous years in Ireland, the company
has doubled its revenue, testament to Browne's techniques. As I note in my
enthusiastic endorsement of his book:

"Words matter!! And Browne's book provides the precise
language and approaches to ramp-up your sales effectiveness – one
bite-sized piece at a time. Commit 60 seconds per day to read one tip and
apply it and experience the positive impact it has on your sales."

Sales Coach
— Brown's book is the perfect resource for sales coaches
(new name for sales manager per last insight). With roughly 100 days left this
year, grab one of the tips each day and email it to the sales or rep team. Each
tip is a short paragraph or two, so very easy to send and read.

Topgrading Master Practitioner Certification
— Hiring is back
and the new online Topgrading Class is proving popular as the war for talent
continues to heat up. A New Topgrading Class Launches Oct/10. For details


case studies (Healthcare and Services)


the full outline of the class including learning objectives for each of the six


Experience the class discussions



Online class includes one-to-one coaching; 9 hours of online learning; and peer
group sessions via webinars – the next hybrid model of education that saves
travel time and money. Price is $1997/leader. More information here: or contact
Juan Gonzalez at

[email protected]
or call him at 1 800 975 5108 x.2.


Need help implementing the Rockefeller Habits?

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.