Business Person of the Year; Bone-Based Kayaks; Better Corp. Flooring; Geoversity Feb 7 – 12
November 10, 2016
Brutal Facts; Fast or Right?; Collins’ 7 Questions; Milosi Core Values
November 22, 2016

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

"…insights for scaleups"

HEADLINES:

The best way to consistently grow and expand your business is to consistently grow and expand yourself.
  Roberta Ross

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):

Social selling makes sense for achieving quota and revenue objectives for multiple reasons. First, three out of four B2B buyers rely on social media to engage with peers about buying decisions. In a recent B2B buyers survey, 53% of the respondents reported that social media plays a role in assessing tools and technologies, and when making a final selection.

"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.alignwithgazelles.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.

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.

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