Business Development Newsletter #231: Automation, Luck, Reality, Go Slow

Sales and marketing Newsletter

Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • Each bit of automation helps us get more done in less time. But, things change like the number of people now working from home. Next week, review your teams automated processes to see if they need tweaking.
  • Lucky things are going to happen, and they might happen to you. Be on the lookout for opportunities. Best to protect yourself for misfortune too. Bad luck is going to happen to someone, and it might happen to you.
  • For those of you going through hard times, it’s hard to get a proper perspective. Use help, like professional help, as much as possible during a crisis. A third party point of view does wonders sometimes.
  • Bring me your seed, don’t bring me your need, says the soil. That paraphrased quote from Jim Rohn has stuck with me for 30 years now. Good stuff.

Being Human – What’s real?

“Face reality as it is, not as it was or as you wish it to be.”
– Jack Welch


I worked side-by-side with a sales person who is the most talented strategic thinker I’ve been around. We’re still in touch today, and he’s still a chess grandmaster, thinking 12-13 moves ahead. When we talk, and he gets on a roll, I find myself struggling to keep up.

Most of the time, I hear myself saying, “Wait, go back. Did that happen?” and he invariably replies, “Well, no. Not yet.”

Being able to clearly see the future is a super power, but you have to watch out for mixing what’s real with what might happen. When my friend harnesses his power, he’s able to think through multiple scenarios and have his next best case scenario at the ready. When he loses control, his brain thinks something is happening when it isn’t, and everyone around him wonders what in the world is he talking about?

As humans, we need to make assumptions to get through the day. Check on your team to make sure they are confident their assumptions are ground in reality and not part of some future event that hasn’t happened. Stick to what’s real, and if they don’t know what’s real, time for them to start asking.

Random stuff


PSA – On Monday I am giving a talk to the fine members of NACVA/CTI on “Building the Never Ending Pipeline.” From the time I submitted this talk a lot has changed. It’s good I make my slides vague enough to riff on! If you want a copy of the slides, let me know. (warning: I’m not kidding about the slides being “vague,” but I’m still happy to share)

Learn about the conference here: NACVA Super Virtual Conf.

“Go slow.”

I’m spending more time in the house and cleaning out drawers. I have one that must have 1,000 business cards in it. Taking a minute to flip through the cards before tossing is fun. So many people, so many businesses, and so many years! There has to be over 20 years of history here.

I’m considering whether or not to invest time in looking up and reconnecting with these people when I bump into these gems:



Yep, at one point I thought it was a good idea to have six different business cards with different mad gringoisms on the back. 2007 was probably a banner year for my printing rep.

I’m not sure the last time I handed someone a business card, but if I had to, I’d want to give them one of these.

Good stuff.


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