Year-end Negotiations; Why Trump Won; Social Selling; Microsoft’s CEO; CEO Boot Camp 1 Seat

"…insights for scaleups"

HEADLINES:

Negotiations Course — Dr. Victoria Medvec, advisor to Goldman Sachs and Northwestern U prof, has her new negotiations course available, more below, but first…

CEO Boot Camp — a CEO needed to postpone his participation, so one of the 10 seats opened up for my private Jan 11 – 15 Boot Camp in Marathon, FL. Joining me for the entire session is Roger Hardy who sold Coastal Contacts for almost $400 million and is now driving shoes.com. Email Tanya [email protected] if interested — $7500 all inclusive – please include revenues, # of employees, and BHAG.

84% of B2B Sales Driven by Referrals — this HBR article highlights how 1 million commercial sales people are likely to lose their jobs, replaced by social selling. This is not the same as social media marketing. Notes the article (and there is so much to quote from this insightful piece):

"In addition, more than three-quarters (82%) of the B2B buyers said the winning vendor's social content had a significant impact on their buying decision." Please take 3 minutes to read through this important article on driving sales. Thank you to Gazelles partner Christo Popov for alerting me of this piece. BTW, this is what Trump mastered to become the US's 45th President.

Microsoft's CEO — spending most of his week with influencers, customers, and employees, Satya Nadella understands where he should be spending his time. Driving Microsoft's stock to its highest market cap ever (I still might win that Microsoft/Apple bet next June), he's focused on making Microsoft a more learning environment by being a learner himself – all themes I emphasize with the leaders of scaleups. Please take 92 seconds to watch this video and then another 4 minutes to read the follow-on Fortune article – then make your list of influencers and get out of the office and do the market-facing activities critical to scaling up!!

Origami Inspired Kayaks — wow, this is functional and fun. Last week I highlighted a kayak inspired by bone growth. Ardy Sobhani, co-founder, CEO, and President of Oru Kayak emailed to let me know about his origami inspired kayaks that easily fold and unfold to dramatically increase where you can spontaneously enjoy some time on the water. Take 1 minute to watch the video – a great example of an effective product demonstration capturing the heart and head reasons to purchase.

Two Critical Executive Skills (free webinar) — hiring (Topgrading) and negotiations (Medvec) – master both and your effectiveness skyrockets. As you face year-end negotiations, Northwestern University's Dr. Victoria Medvec (adviser to Goldman Sachs) teaches how to use package deals to win all your upcoming contract negotiations. We're hosting a free webinar about negotiation strategies on November 22nd. It will be hosted by a key member of Dr. Victoria Medvec's team. There is limited capacity, so click here to reserve your spot.

COACHING:

Have you ever wondered if working with a coach might accelerate your company's growth, exponentially? Do you have what it takes to move the dial from good to great? Click here to watch Gazelles International President Keith Cupp describes the four most important attributes of successful clients. Contact us at [email protected] for more information.

And if you're interested in becoming a world-class certified Gazelles International coach, please go to gicoaches.com/becomeacoach for more information. If you determine that we're a fit and wish to join our premier organization, we invite you to contact our Dir. of Coach Engagement at [email protected] or 877.217.2253 ext.700.

TECHNOLOGY:

Align Software puts everyone on the Same Page – Literally! See, in real time every person in your organization and how they are progressing on their priorities – alongside how they 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.