I’m a fan of the long-running BBC television series Dr. Who. Since November 1963, time lord Dr. Who has used two of the ultimate cheat codes: a tardis for time travel, and regeneration of himself into a new incarnation if he is injured or near death. Long before players were discovering cheat codes in video games like Minecraft and Doom, Dr. Who was using his to reset no-win scenarios.
In sales, there are no cheat codes that magically fast-track you to a win. If you try to skip levels of trust or time-travel too quickly to a close, it’s likely to backfire. Fortunately, there are ways to move away from no-win and toward win-win. (more…)
“This should be the topic of your next web column,” a client told me recently. We were reviewing his sources for new business, and some weren’t lead sources. They were business resources. Here’s a brief explanation of the difference between a lead source and business resource. (more…)
When I was getting ready to join my first startup, I dreaded having to tell my old boss that I was leaving. I was leading a large project, and I didn’t want to burn any bridges. Before I approached my boss, I outlined a plan for my final two weeks. She was disappointed by my resignation, but gratefully surprised by the transition plan.(more…)
What is growth hacking? Many business owners and entrepreneurs aspire to be growth hackers, but the term’s meaning has lost precision since it was first used seven years ago. Like “bandwidth,” the word “hacking” has mainstreamed into popular culture and is often used to describe a shortcut in food, fashion and life in general. Growth hacking a business is not an easily duplicated process or a quick fix. As Silicon Valley investor and entrepreneur Paul Singh noted in 2016 at a 1 Million Cups meeting in Kansas City, “Everyone wants to read about growth hacking… [but] by the time the growth hacker actually writes the growth hack out, there’s no yield anymore.” (more…)
I recently met a friend for lunch to celebrate the 10th anniversary of her corporate event planning business. Reese started her businesses from a home office after five years with a Fortune 500 company. Today, she has nine employees and eight-figure annual revenues. As we discussed the peaks and the dips of her decade in business, she remarked, “I will always remember you telling me ’It may not be the way you would do it, but as long as you get the results you want, let your employees do their work.’ That was one of the best pieces of advice I’ve ever gotten.” (more…)
In films like “The Matrix” and “Blade Runner,” disruptive technology takes the form of rogue androids longing to be human or suffering from a Big Data glitch in their algorithms. Technology may not be as life-threatening as Hollywood portrays, but innovation is often disruptive. Consider the impact of email on direct mail marketers or of the internet on travel agents. What emerges is a cautionary tale that technology breakthroughs can be hazardous to your business.(more…)