“Perpetual Beta” suggest that by putting your less than perfect ideas, products or services out to your community, asking for feedback, and acting upon it, your outcome will have a greater likelihood of achieving its intended outcome.
Jeremy Epstein, word of mouth marketer extraordinaire, blogger, social web guru and all around groovy guy, has coined this term. He applies these principles with his community and his work as a consultant helping companies turn their customers into their best marketers.
Why
"Perpetual Beta" works off three basic assumptions
1. We live in an attention economy and everyone has A.D.D.
2. We don’t know everything
3. Collectively, our community knows more than we do
The bottom line is that customers have many choices and little time. If we do not capture their attention with tangible, explicit value right off the bat we will never get it. By leveraging the collective knowledge of our communities we have a better opportunity to deliver maximum value to more people with greater efficiency.
How
3 steps to "Perpetual Beta"
1. Put you ego aside- make sure your fear of being perceived as vulnerable or embarrassed by putting a less than perfect idea, product or service out there does not get in the way of you delivering greatness
2. Find Comfort with Discomfort – Get comfortable with putting yourself out there in an authentic manner. Let your customers see your vulnerabilities in your attempts to add value. The more we open up the deeper the relationships we will build.
3. Engage in Perpetual Beta – by consistently engaging your network; asking and answering questions, giving and receiving feedback we are able to empower these relationships to evolve. If we cease to contribute these relationships will wither and die ( look what happened to me)
As I see it, “Perpetual Beta” is a model for building trust as long as the associated behaviors are motivated by the authentic desire to add mutual value.
The Bottom Line
From a selling perspective you can never have too many healthy, productive relationships. By leveraging social media to engage in “Perpetual Beta” we open ourselves up to the possibility to grow our relationships on an exponential level.
The Bottom, Bottom Line
The more people we come into contact with, the greater the potential we have to find people that we share a vision/value fit with. The larger the network of people with whom we have been able to build profound, productive relationships witch will result in more plentiful interactions that are both productive and meaningful. Oh, and you’ll make more money!!!
Monday, July 14, 2008
Wednesday, July 2, 2008
What’s your ego costing your business?
Ego’s cost businesses billions of dollars every year! Think about it. How many decisions have you seen that have been made when someone’s ego has got in the way of what was ultimately the right choice?
Personally – has your ego cost you a sale, a client, a meeting or has your ego stood in the way of you adding value to your customers?
Your ego is just doing its job. The purpose of your ego is to protect you from the fear, anxiety, embarrassment that can arise when you interact with the world. The ego is the great mediator between you and your perception of reality. Ego is not altogether pathological, it only becomes problematic if the ego/logic relationship is out of balance and your ego is allowed to be the driver of the decision.
According to Dr. Sandy Gluckman;
“The result is that ego-driven decision-makers tend to make defensive, short-term, self-serving, and strategically inappropriate decisions, regardless of whether it’s right or wrong for the company, profitable or not”.
Although, I have found a vast amount of data on ego, I have found very little information on how to manage it. Dr. Gluckman suggest an approach she calls “Spirited Economics™ “which she call the “art” of making a decision with your “spirited self” in the drivers seat and your ego in the passengers seat. I find her approach effective as a guide to developing the inner dialogue needed to determine if ego is at play in a given situation
From my own experience I have found the following process to be highly effective at identifying and working through situation where my ego is getting in the way.
Putting your ego aside
1. Acknowledge – don’t deny its existence. Ask yourself why you are making the decision you are making. Is it for the greater good? Is it satisfying its intended purpose? Intimately understand your own drivers. Does it stand up to the scrutiny of a rational decision making model?
2. Assess – try to understand where it’s coming from, what meaning does it hold, what is the story it’s telling? What is your ego trying to protect?
3. Move forward – Once you have assessed the ego imbalance, take what you have learned, find meaning, and decide with intent to achieve the intended outcome.
Personally – has your ego cost you a sale, a client, a meeting or has your ego stood in the way of you adding value to your customers?
Your ego is just doing its job. The purpose of your ego is to protect you from the fear, anxiety, embarrassment that can arise when you interact with the world. The ego is the great mediator between you and your perception of reality. Ego is not altogether pathological, it only becomes problematic if the ego/logic relationship is out of balance and your ego is allowed to be the driver of the decision.
According to Dr. Sandy Gluckman;
“The result is that ego-driven decision-makers tend to make defensive, short-term, self-serving, and strategically inappropriate decisions, regardless of whether it’s right or wrong for the company, profitable or not”.
Although, I have found a vast amount of data on ego, I have found very little information on how to manage it. Dr. Gluckman suggest an approach she calls “Spirited Economics™ “which she call the “art” of making a decision with your “spirited self” in the drivers seat and your ego in the passengers seat. I find her approach effective as a guide to developing the inner dialogue needed to determine if ego is at play in a given situation
From my own experience I have found the following process to be highly effective at identifying and working through situation where my ego is getting in the way.
Putting your ego aside
1. Acknowledge – don’t deny its existence. Ask yourself why you are making the decision you are making. Is it for the greater good? Is it satisfying its intended purpose? Intimately understand your own drivers. Does it stand up to the scrutiny of a rational decision making model?
2. Assess – try to understand where it’s coming from, what meaning does it hold, what is the story it’s telling? What is your ego trying to protect?
3. Move forward – Once you have assessed the ego imbalance, take what you have learned, find meaning, and decide with intent to achieve the intended outcome.
Thursday, June 26, 2008
The Four Pillars of Trust
Trust ensues as the result of the exchange of value over time. There are four behavioral traits that must be preformed in order to build and sustain trust. They are;
1. Follow through – do what you say you’re going to do when you say you’re going to do it. One component of trust is that we impart on others the faith that the desired behaviors that have proceeded will continue on into the future. It is this faith that catalyzes the on going exchange.
2. Expectations - Set reasonable and accurate expectations – Meeting expectations are the tangible benchmarks by witch we measure effectiveness. By bending to pressure to set expectations that are unattainable we are assuring the perception of failure.
3. Be an expert - Strive to be to be an expert at what you sell so you can be an advisor. The more you know the better the advice you can give. Knowledge is not a destination but a process that unfolds. By striving to be an expert we prepare ourselves to be continual learners which enables us to remain relevant
4. Act with integrity – do the right things, for the right reasons, at the right time. This is the filter by which we assess all behaviors. The development of trust will not take place unless there is a feeling of benevolence between the parties involved
Doing these things in isolation will not necessarily lead to the development of trust and increase your business. In order to reap the benefits these behaviors must be guided by the intent of creating mutual value.
1. Follow through – do what you say you’re going to do when you say you’re going to do it. One component of trust is that we impart on others the faith that the desired behaviors that have proceeded will continue on into the future. It is this faith that catalyzes the on going exchange.
2. Expectations - Set reasonable and accurate expectations – Meeting expectations are the tangible benchmarks by witch we measure effectiveness. By bending to pressure to set expectations that are unattainable we are assuring the perception of failure.
3. Be an expert - Strive to be to be an expert at what you sell so you can be an advisor. The more you know the better the advice you can give. Knowledge is not a destination but a process that unfolds. By striving to be an expert we prepare ourselves to be continual learners which enables us to remain relevant
4. Act with integrity – do the right things, for the right reasons, at the right time. This is the filter by which we assess all behaviors. The development of trust will not take place unless there is a feeling of benevolence between the parties involved
Doing these things in isolation will not necessarily lead to the development of trust and increase your business. In order to reap the benefits these behaviors must be guided by the intent of creating mutual value.
Wednesday, June 25, 2008
Where do i start
Don’t aim at success – the more you aim at it and make it a target, the more you are going to miss it. For success, like happiness cannot be pursued; it must ensue, and it only does so as the unintended side-effect of one’s dedication to a cause greater than oneself”
Viktor E. Frankl
This is the framework that those who sell with their soul work from. In sales terms, those that are successful do not pursue the sales for sales sake; they realize the most prudent use of the energy is to focus on the relationship. Because when one honors the relationship above else, the sales will come more consistently, efficiently and with greater ease. People do business with people when they feel understood. A healthy business relationship is one where there is an exchange of value overtime. This can only be achieved when one is dedicated to something greater than just the personal benefit one derives from the transaction. When one surrenders oneself to focus on the creation of mutual value the by product is profound, productive relationships embedded in trust.
Trust is where it starts! The ability to build trust starts with yourself and emanates outward. We need to look inward and understand our own drivers: what motivates us, what do we value, what’s our reason for being. Why do we get out of bed every morning? It is through this process of self awareness that we develop the sensitivity, confidence and meaning needed to be in rapport with others. Rapport gives us permission to ask the probative questions needed to determine what value looks like through the eyes of our prospect. In addition, the confidence and sense of purpose we build through the process of self awareness empowers us with the courage to stand up for our own needs. The end result is a relationship based on mutual respect, and sales professionals who have been able to successfully differentiate themselves as trusted advisors.
Viktor E. Frankl
This is the framework that those who sell with their soul work from. In sales terms, those that are successful do not pursue the sales for sales sake; they realize the most prudent use of the energy is to focus on the relationship. Because when one honors the relationship above else, the sales will come more consistently, efficiently and with greater ease. People do business with people when they feel understood. A healthy business relationship is one where there is an exchange of value overtime. This can only be achieved when one is dedicated to something greater than just the personal benefit one derives from the transaction. When one surrenders oneself to focus on the creation of mutual value the by product is profound, productive relationships embedded in trust.
Trust is where it starts! The ability to build trust starts with yourself and emanates outward. We need to look inward and understand our own drivers: what motivates us, what do we value, what’s our reason for being. Why do we get out of bed every morning? It is through this process of self awareness that we develop the sensitivity, confidence and meaning needed to be in rapport with others. Rapport gives us permission to ask the probative questions needed to determine what value looks like through the eyes of our prospect. In addition, the confidence and sense of purpose we build through the process of self awareness empowers us with the courage to stand up for our own needs. The end result is a relationship based on mutual respect, and sales professionals who have been able to successfully differentiate themselves as trusted advisors.
Thursday, May 15, 2008
Why this blog?
The point of this blog is to create a community of practice and a dialogue around the value of positive intentions in the sales process. The hope is that as an outgrowth of our interactions we will all walk away with a more acute understanding of the human experience in the context of the sales process, and as a result, a greater capacity to build deeper, fuller and more productive relationships.
My motivation for this blog is manifold: I am a sales trainer, consultant, coach, and I SELL my services for a living! I realize the value of community in business, and I hope that as a result of this blog my business will be positively impacted. (with that being said, this blog will never be a forum for me to solicit business! Ever!).The potential for profound learning and the ability to expedite the natural learning curve by leveraging the collective experiences of a community. I believe that these are the seeds that will catalyze change on the macro level, and that is what motivates me most of all
I am passionate about selling, not from the prospective of a businessman, but rather from that of a human being. We all come into contact with selling on one level or another. Remember, “selling is the process of persuading a prospect to recognize the worth or desirability of particular good or service”. If you really allow yourself to think about it, you would be hard pressed to find anyone who does not engage in some element of selling. My belief and experience tell me that as both buyers and sellers we are more apt to get what we want and feel good about it when the focus is on the creation of mutual value. Hopefully, this blog will provide a forum to exchange experiences, perspectives, ideas and best practices around this topic
My motivation for this blog is manifold: I am a sales trainer, consultant, coach, and I SELL my services for a living! I realize the value of community in business, and I hope that as a result of this blog my business will be positively impacted. (with that being said, this blog will never be a forum for me to solicit business! Ever!).The potential for profound learning and the ability to expedite the natural learning curve by leveraging the collective experiences of a community. I believe that these are the seeds that will catalyze change on the macro level, and that is what motivates me most of all
I am passionate about selling, not from the prospective of a businessman, but rather from that of a human being. We all come into contact with selling on one level or another. Remember, “selling is the process of persuading a prospect to recognize the worth or desirability of particular good or service”. If you really allow yourself to think about it, you would be hard pressed to find anyone who does not engage in some element of selling. My belief and experience tell me that as both buyers and sellers we are more apt to get what we want and feel good about it when the focus is on the creation of mutual value. Hopefully, this blog will provide a forum to exchange experiences, perspectives, ideas and best practices around this topic
Monday, May 5, 2008
Why is selling with your soul a competitive advantage?
In a nut shell, selling with your soul builds profound and productive relationships. The outgrowth is the ability to accurately, efficiently and consistently deliver value to the marketplace. The intimacy with which profound relationship are predicated on allow for shorter, smoother sales cycles. They eliminate the waste of time money, and emotion spent fixing problems caused as a result of disconnects.
I was recently at a panel discussion that included EVPs of sales for several major tech companies. The consensus was that the following barriers must be circumnavigated in order to achieve sales success. 1. The relentless drive towards productivity: the need to accomplish more in less time 2. A degree of integrity that can withstand the scrutiny of transparency and 3. the ability to problem solve at a higher level. It is no longer sufficient to merely show up to a meeting. It is expected that one is conversant in how the prospect is experiencing their current reality.
Selling with your soul eliminates these barriers. The authentic pursuit of value creation will give you the credibility needed to differentiate yourself as a trusted advisor uniquely capable of providing solution’s of value.
.
In a nut shell, selling with your soul builds profound and productive relationships. The outgrowth is the ability to accurately, efficiently and consistently deliver value to the marketplace. The intimacy with which profound relationship are predicated on allow for shorter, smoother sales cycles. They eliminate the waste of time money, and emotion spent fixing problems caused as a result of disconnects.
I was recently at a panel discussion that included EVPs of sales for several major tech companies. The consensus was that the following barriers must be circumnavigated in order to achieve sales success. 1. The relentless drive towards productivity: the need to accomplish more in less time 2. A degree of integrity that can withstand the scrutiny of transparency and 3. the ability to problem solve at a higher level. It is no longer sufficient to merely show up to a meeting. It is expected that one is conversant in how the prospect is experiencing their current reality.
Selling with your soul eliminates these barriers. The authentic pursuit of value creation will give you the credibility needed to differentiate yourself as a trusted advisor uniquely capable of providing solution’s of value.
.
Thursday, May 1, 2008
What does it mean to sell with you soul
What does it mean to “sell with your soul”?
Selling with your soul is the authentic and passionate pursuit of extrapolating what it is your client uniquely values and how best to deliver it. It’s taking the time and the care to understand what the world looks like from your prospect’s eyes. It’s having the courage to do the right things, for the right reasons, at the right time.
When it comes down to it, it’s all about your intentions. Selling is the process of persuading a prospect to recognize the worth or desirability of particular good or service. To persuade somebody is to engage in a process with honesty and integrity that attempts to make the prospect want to buy what you’re selling. If you are a salesperson and your intentions are contrary to this, then you are doing nothing more than manipulating the prospect to buy. To sell with your souls is to focus 100% of your attention and intention on the creation of mutual value.
Selling with your soul is the authentic and passionate pursuit of extrapolating what it is your client uniquely values and how best to deliver it. It’s taking the time and the care to understand what the world looks like from your prospect’s eyes. It’s having the courage to do the right things, for the right reasons, at the right time.
When it comes down to it, it’s all about your intentions. Selling is the process of persuading a prospect to recognize the worth or desirability of particular good or service. To persuade somebody is to engage in a process with honesty and integrity that attempts to make the prospect want to buy what you’re selling. If you are a salesperson and your intentions are contrary to this, then you are doing nothing more than manipulating the prospect to buy. To sell with your souls is to focus 100% of your attention and intention on the creation of mutual value.
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