Dave Sobel - Evolve Technologies
Taking a break from the great content here at ConnectWise to write a blog and that’s hard to justify, since the content is so good. I have a huge list of items to follow up on when I get back to the office.
This morning’s keynote from Verne Harnish was so motivating and insightful. What was so memorable about it was the fact that there was so much reading to do! I’m not even sure I got the entire list of books, but the ones I wrote down were stand outs.
Verne Harnish is the author of “Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Fast-Growth Firm”
You can learn more about Verne at his website: http://www.gazelles.com/verne_guru_growth_masters.html
Have you read any of these?
Pricing with Confidence
Changing the Channel
Rethinking the Sales Force
The Ultimate Sales Machine (and apparently chapter 4 is what to read)
Nuturing Customer Relationships
The New Rules of Marketing & PR
Emergence
That’s just part of the reading list I’m walking away from here with – and that’s just this morning! My poor Kindle is about to get pelted.
The quality of the content here is incredible. Bringing a dedicated number of people together working to the same effort is highly motivating, and something that really makes you think. If I’m able to implement even 10% of this, what would it do to my bottom line?
One of my major takeaways was four questions I should be asking my customers on a regular basis:
1. How are you doing?
2. What’s going on in your industry
3. What do you hear about our competitors?
4. How are we doing?
Lead with them, not with you. Find out about them, and listen more.
{ 3 comments… read them below or add one }
Hear, hear. Excellent stuff. Well done to CW for getting such great keynote speakers.
Hey Dave, I couldn’t agree more, Verne’s keynote was outstanding! From the beginning he captured our attention and fed us great information throughout his presentation. His insight was timely for our rapidly growing firm and I am committed to follow his resources to answer the four key decisions (People, Strategy, Execution and Cash). I would love to hear what everyone else took away from his keynote and breakout. Below are my top 4:
1. Listen more and Ask better questions
2. Pick up the phone and stop trading emails
3. Are you playing not to lose or Playing to win?
4. Make time to invest in a “Think Week”
My Top 4 are:
1. Use the phone more (rather than always emailing)
2. Personally deliver proposals (rather than emailing)
3. Take time to read the right books
4. Daily meetings, weekly meetings (not just once a month)