Business Growth Ideas #268 – This week: Faster culture, Keep prospecting, Memembering

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

  • Starting a new person involves shoveling a lot of information and culture into their heads. To make it stick, use the new hire’s self-identified strengths. Have them repeat your information framed by their strengths. It works.
  • Is there a way to tell if your people have internalized your company culture or if they are just compliant? The easiest is to have a third party hear them describe company vision and culture out of earshot of the boss.
  • Culture eats strategy for breakfast, said Drucker. When the pressure to perform is on, at the individual employee level it rings truest. I remind sales pros in complex sales situations to remember big companies are full of individuals trying to prove their career worth. Act accordingly.
  • The number of businesses going to remote or hybrid workplaces is accelerating. For established employees this is great, but your new hires, especially early career people, are going to struggle. Start prepping how you’ll handle it now because no one has the answers yet.

Being Human – Keep prospecting

“It read, we missed you
Between the lines it said, we’ve waited for so long
But now it’s time to to to keep moving along”
– Madness “Keep Moving”


A borrowed thought from a public health epidemiologist for you to share with your sales team. He is describing virus testing theories and says, a low sensitivity test administered more frequently is more accurate than a super-sensitive test administered sporadically.

Sales prospecting is the same. If you’re not active it doesn’t matter how good you are. The new salesperson who talks to ten times more people than a seasoned sales pro is just as effective. The best results come from a mixture of “being good” and “being there,” but if you have to choose, go with being there.

It’s always better to be there.

Random stuff


“LOUD NOISES!” – Brick in “Anchorman”


A favorite thing to do these days is look back at the calendar. What was I thinking one year ago? At this point last year we were less than two weeks from traveling to Madrid, but I don’t have a record of being concerned about trip preparations. I see evidence of finalizing travel plans to speak at two conferences, starting a new client project, wrapping up a hiring project, and the newsletter features my lament on purchasing of a piece of exercise equipment. (the WaterRower torture device)

I didn’t order anything from Amazon in February 2020, but it looks like the weekend before we traveled to Denver to visit my mother who had slipped and broken her wrist. There is evidence of a seafood lunch (always sketchy in Omaha), and a dirty car getting cleaned. All in all, I don’t know if it’s all that different from February 2021, except the weather. (it was unseasonably warm, this year unseasonably cold) This sameness labels me lucky, I guess.

One thing that’s different, however, is my wardrobe. I just read an email solicitation for new dress shoes and, besides the wedding I officiated in September, I don’t think I’ve dressed up my feet all that many times in the last 12 months. I wonder if that’s why the pets seem less on edge? By not stomping around in heavy leather loafers their tender eardrums are taking less of a beating each morning. Anecdotally I postulate padding around in slippers leads to sleepier fur babies.

It’s almost profound.

Like this thought from Julian of Norwich (1342 -1416) mystic, theologian, author of the first book written in English by a woman, Revelations of Divine Love. She wrote these words in the time of the plague:

All will be well,
And all will be well,
And all manner of thing shall be well

Profound indeed. All manner of thing shall be well.

Good stuff.

(I wonder how you get the title, mystic? I’m already a reverend. Something to look into for Greg version 4.0.)


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