"It is the follow through that makes the great difference between ultimate success and failure, because it is so easy to stop."
Charles Kettering - Engineer and inventor
Two weeks ago I signed up for a free online database of information. I received a follow up call from them on Tuesday wanting to find ot more about us and my objectives as to why I signed up. Presumably they have additional services for a fee that he would like to pursuade me to buy. I was busy at the moment he called, but asked him to call back tomorrow at 3PM and I would love to talk about it. I truly was interested.
That was yesterday. Have not heard from him. What happened to follow up? What happened to follow through, doing what you say will do?
Admittedly he could have a valid reason. His kid could be sick, he could have gotten in a car accident at lunch. Who knows. But my guess is there is no reason. Either his lack of organization failed him, his CRM failed him or he just didn't do it. My guess is the latter.
Don't let this happen to you.
Thursday, August 9, 2012
Wednesday, August 8, 2012
Technology
August 8, 1877 - After St. Louis catcher John Clapp has his cheek smashed by a foul tip, replacement Mike Dorgan goes behind the plate wearing a mask. This is perhaps the first use of a catcher's mask in an official National League game.
Ahhh technology. The use, development and progression of technology. In every industry it grows, changes, moves ahead to better protect us, help us, improve our efficiency and accuracy. Remember when the fax was such an innovation? Years ago, did you prospect out of the yellow pages? Who could have imagined the internet? Hoovers? Jigsaw? LinkedIn? Email?
Do you use it to your advantage? Or do you use it to waste time? Do you research? Or do you play? Do you know your customer before you call them, by spending the basic amount of time browsing a website or a profile? Or do you go in cold and blind, guessing and winging it? With the information at your fingertips, there is no excuse for not having basic understanding and knowledge of an account before speaking with them.
Ahhh technology. The use, development and progression of technology. In every industry it grows, changes, moves ahead to better protect us, help us, improve our efficiency and accuracy. Remember when the fax was such an innovation? Years ago, did you prospect out of the yellow pages? Who could have imagined the internet? Hoovers? Jigsaw? LinkedIn? Email?
Do you use it to your advantage? Or do you use it to waste time? Do you research? Or do you play? Do you know your customer before you call them, by spending the basic amount of time browsing a website or a profile? Or do you go in cold and blind, guessing and winging it? With the information at your fingertips, there is no excuse for not having basic understanding and knowledge of an account before speaking with them.
Tuesday, August 7, 2012
Tenacity
August 7 1907 - Walter Johnson pitched the first of his 416 victories, all for the Washington Senators during his 21 year career.
In many careers, the ability to continue to persevere through the difficult situations is what separates the successful from the mediocre. Stubborn is often considered a negative trait, but it can be just a refusal to surrender to adversity. Endurance. Determination. Professional dedication. Persistency is required in many occupations to achieve your goals. Certainly when dealing with colleagues or customers, you often walk a fine line between persistency and annoyance. T
After catching his 2226the game, Carlton Fisk said: "This record isn't something that just happened. It is more an example of endurance and perseverance."
In many careers, the ability to continue to persevere through the difficult situations is what separates the successful from the mediocre. Stubborn is often considered a negative trait, but it can be just a refusal to surrender to adversity. Endurance. Determination. Professional dedication. Persistency is required in many occupations to achieve your goals. Certainly when dealing with colleagues or customers, you often walk a fine line between persistency and annoyance. T
After catching his 2226the game, Carlton Fisk said: "This record isn't something that just happened. It is more an example of endurance and perseverance."
Monday, August 6, 2012
Ambition
"I'm just a ballplayer with one ambition, and that is to give all I've got to help my ball club win. I've never played any other way." Joe Dimaggio
How many of us can say the same about our approach to our jobs, our companies, our boss and our situation, even our home life? What a difference we would make, in our lives, in other's lives, in the world around us. An attitude prevails and catches, contagious, as you push yourself forward to be better, to win and never accept losing until the final out. Ambition of the successful. Ambition is the desire for achievement, and is often considered a selfish trait. With many people it can be, but if harnessed, focused, directed, you will achieve what you desire in the end. Focus on your client, ensure they are receiving what they need, what they want, what they must have for their own success. Direct your ambition to the company you work for, its success and growth. Focus on the love of your life, may they be the recipient of your ambition and provide them with what they need to be happy.
It will come back to you and your achievement, your success, your wealth will come to you from them and you will have earned it.
How many of us can say the same about our approach to our jobs, our companies, our boss and our situation, even our home life? What a difference we would make, in our lives, in other's lives, in the world around us. An attitude prevails and catches, contagious, as you push yourself forward to be better, to win and never accept losing until the final out. Ambition of the successful. Ambition is the desire for achievement, and is often considered a selfish trait. With many people it can be, but if harnessed, focused, directed, you will achieve what you desire in the end. Focus on your client, ensure they are receiving what they need, what they want, what they must have for their own success. Direct your ambition to the company you work for, its success and growth. Focus on the love of your life, may they be the recipient of your ambition and provide them with what they need to be happy.
It will come back to you and your achievement, your success, your wealth will come to you from them and you will have earned it.
Friday, August 3, 2012
Obscurity...
Toiling away in obscurity. Quick, name the top 5 all time leaders of stolen bases in baseball. You may know some or most, #2 Lou Brock led the way with 938 until #1 Rickey Henderson came along and smashed it with 1406. #4 Ty Cobb Had 892 and was considered the most fearsome and fearless basestealer ever. A man from my generation, someone I watched play heer in Denver with the Denver Bears, #5 Tim Raines pulls up the back of the pack with 808.
So who is #3 you ask? The man who actually held the record with 912 official stolen bases from 1901 until Lou Brock broke the mark in 1979.
Today August 3, in 1888 Billy Hamilton stole his first base in the major leagues. Before returning to the minors in 1902, "Sliding Billy" totalled 912 stolen bases.
Most people have never heard of Billy Hamilton, even most baseball fans. Many of us are great at what we do, perhaps even the worlds greatest, but no one will ever know. Through some odd combination of work, persverence, sacrifice, luck, skill, contacts, relationships, education, networking, looks, talent, personality and probably a thousand other factors, some of us rise to the top. Dale Carnegie. Zig Ziglar. Brian Tracy. Tom Hopkins. There are many more.
But there are hundreds, thousands, tens of thousands of regular salespeople toiling away in relative obscurity that are excellent at their craft. Perhaps they do not want to leave their small town because of family. Perhaps they are comfortable with the small industry they are in because it just makes them happy. But they can be just as good as any of the others, just as thoughtful, just as motivated, just as talented.
It doesn't matter if no one has ever heard of you, you still may be the best at what you do.
So who is #3 you ask? The man who actually held the record with 912 official stolen bases from 1901 until Lou Brock broke the mark in 1979.
Today August 3, in 1888 Billy Hamilton stole his first base in the major leagues. Before returning to the minors in 1902, "Sliding Billy" totalled 912 stolen bases.
Most people have never heard of Billy Hamilton, even most baseball fans. Many of us are great at what we do, perhaps even the worlds greatest, but no one will ever know. Through some odd combination of work, persverence, sacrifice, luck, skill, contacts, relationships, education, networking, looks, talent, personality and probably a thousand other factors, some of us rise to the top. Dale Carnegie. Zig Ziglar. Brian Tracy. Tom Hopkins. There are many more.
But there are hundreds, thousands, tens of thousands of regular salespeople toiling away in relative obscurity that are excellent at their craft. Perhaps they do not want to leave their small town because of family. Perhaps they are comfortable with the small industry they are in because it just makes them happy. But they can be just as good as any of the others, just as thoughtful, just as motivated, just as talented.
It doesn't matter if no one has ever heard of you, you still may be the best at what you do.
Thursday, August 2, 2012
Pride
"You can't be proud of what you don't do." Birdie Tebbetts, Cleveland Indians Manager 1963.
When you do succeed though, you should be proud. You should want to yell it from the rooftops, let everyone know. Not to be boastful, but to share your success, to help others understand why you succeeded. Your colleagues will be inspired or motivated, and your customers want to do business with someone who is doing well. Success breeds success, and there should never be any harm in letting the world know you achieved your goal.
When you do succeed though, you should be proud. You should want to yell it from the rooftops, let everyone know. Not to be boastful, but to share your success, to help others understand why you succeeded. Your colleagues will be inspired or motivated, and your customers want to do business with someone who is doing well. Success breeds success, and there should never be any harm in letting the world know you achieved your goal.
Wednesday, August 1, 2012
Sometimes Numbers Do Lie
One day, Yankees PR Director Marty Appell included in the media notes all the categories in which Thurmon Munson led AL catchers. He also put that Munson was second among AL catchers in assists. That day, Yankees pitchers struck out seven batters. On every one, Munson dropped the ball, threw it to first for the assist, then gestured toward the press box.
This was taken from a great article about the Fisk/Munson rivalry in the 1970's by Peter Gammons: http://espn.go.com/gammons/s/0723.html
The point is, statistics and numbers can be made to look pretty, but aren't always oh so true. From sales figures to number of calls made, from phone time to closing rate, numbers can be skewed one way or the other to make someone look good, or bad.
This was taken from a great article about the Fisk/Munson rivalry in the 1970's by Peter Gammons: http://espn.go.com/gammons/s/0723.html
The point is, statistics and numbers can be made to look pretty, but aren't always oh so true. From sales figures to number of calls made, from phone time to closing rate, numbers can be skewed one way or the other to make someone look good, or bad.
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