Business Growth #284 This week: Getting results, Troubleshooting, Cross magic

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

  • Not reviewing game tape slows growth. Taking the time to “inspect what we expect” speeds up results. It’s slow and laborious, I know, but few tactics work better.
  • Producing results is easier when we allow for levels of success versus chasing specific results. I suppose it has to do with creating an environment of acceptable progress versus chasing perfection.
  • Relying on second-hand information works for some things but when troubleshooting get closer to the source. A manager gives you second-hand information from her direct reports, but the source is talking directly to the customers.
  • Opportunity seekers are fun to be around. Conspiracists/ people who see threats everywhere aren’t. You get to choose who you spend your time with. Choose wisely.

Being Human – Troubleshooting sales cycles

“Col Jessup: I’ll answer the question. You want answers?
LTJG Kaffee: I think I’m entitled to them.
Col Jessup: You want answers?!
LTJG Kaffee: I want the truth!
Col Jessup: You can’t handle the truth!”
– from “A Few Good Men”


Part of my work includes troubleshooting sales cycles. The reason is different each time, but boils down to a client needing more or less of something.

We need bigger and better opportunities. (more)
We need to shorten the sales cycle. (less)

My starting point is answering these questions:

“What is it now?” (for instance: How big are current opportunities? How long is the average sales cycle?)
“What do you want it to be?”
“What’s the value of the difference over time?”

Getting answers can be surprisingly difficult.

Working without the answers to the questions will lead to spectacularly bad outcomes.

Get answers to the questions. You’re entitled to them.

Random stuff



My weight has fluctuated over the years. It never be the same. Preparing to ride 500 miles in the Rockies? Skinny. First inside sales job on the same floor as the vendos? Fleshy. Training for a marathon? Svelte. Writing a book? Pudgy.

I let my items of clothing do double duty as body covering and fitness tracker. The shirt I’m wearing right now is an example. Some days I slip it on, and it says “sausage casing,” other times it says “graying preppie.”

I’m thinking about this as I prepare for the day ahead. It’s what happens when I don’t clutter my brain with podcasts or blast it with music. I usually enjoy free-range thinking but my problem with brain downtime this week is Yacht Rock.

If you’re not familiar with the term it’s a label for the popular soft rock tunes from the 70’s. At a party a friend of mine said “If you were on a dock in New Jersey and a yacht pulled up, it’s the music you hear blaring from the speakers.” He was telling us about enjoying a new Yacht Rock channel on SiriusXM. I tuned in. Among the dozens of soft rock favorites I hear Christopher Cross’ “Never Be The Same.” Lots of Christopher Cross, come to think of it.

Now every time I leave a room or if someone else leaves the room I hum “Just one thing, before you go. . .Just one thing, you got to know.” It’s up in the gray matter pretty deep. This one may take a while to pry loose from its moorings.

Just one thing, before I go, if you’re brave enough to listen, a gift for you 


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