Business Growth Newsletter #191 – Formalized decisions, Search data, Odometers

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

  • Your clients are in the minority if they have a formalized decision process for procuring your products or services. So start broad and ballpark for them to start. They need a frame to work with at the beginning.
  • Start new endeavors with a guess. High, medium, and minimum acceptable results. Do this long before you’re emotionally invested. It makes it easier to pull the plug in the face of promising but sub-optimal results.
  • Extra time in your day should be filled with hand-writing notes to friends and loved ones. I just read one and guarantee that when you read this I’ll still be feeling the glow.
  • Leading AI researchers used to say we’re far from machines having a strong sense of smell. That’s changing. Speaking of a strong sense of smell, watch the Swedish film Border. It’s described as “bewildering” and that’s about right.

Being Human – Search? I don’t think so.

“Most people are completely unaware of their breath. They violate your space, they have no idea they have halitosis.” Larry David


As part of my work I advise companies on their lead generation efforts. I’m a fan of using search engines, especially in long, complex B2B sales cycles. It comes from a combination of sitting through numerous interviews, reading research reports, and first-hand experience. Oh, and spending a lot of time looking at spreadsheets filled with actual user search terms.

The interesting thing is, most prospects won’t mention using search engines when describing their decision processes. And they almost never mention their people sourcing information from search. Why do I think this happens? Search has become ubiquitous. It’s like WiFi or even electricity in the sense it’s just part of our daily routine. Not sure who last year’s Monday Night Football halftime act was? Google it. Done.

We’re outsourcing part of our brains to the cloud. Your client organizations are out there banging around looking for answers. You should be there helping them.

By the way, this approach works. I have a 3-year case study I’m about to publish that helps prove it.

Good stuff.

Random Stuff


“Missed it by that much.” – Maxwell Smart


For the last month I’ve been monitoring my truck’s odometer because it’s creeping up on 100,000 miles. I though it would turn when I took the youngest to college two weeks ago but I came up a few hundred miles short.

Glanced at the dashboard on the way out of the car tonight.

100,007. Sigh.


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