Right FIT Newsletter #282-This week Decision data, Only you, The times

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

  • Under your decision-making are layers of data and experience. Better data leads to better decisions. Just look at the progress in AI and ML for confirmation. Their hiccups are not in analysis, but in quality of data. Get good data.
  • Saying this again won’t hurt: remind your managers their people need less leadership, and more management. I keep bumping into it. Spend less time on motivation, and focus more time on building momentum. 
  • Leading a talk with a prepared text gets met with pushback when suggested. The root of the resistance is not wanting to sound like a robot. Consider this: from a listener’s perspective I want you to be clear and brief. Use a script.
  • I am using Camo with my camera during web conferencing and since my phone is in use I find I pay better attention. (Just remember to set the DND feature or calls will make your camera vibrate, and vibrate, and vibrate.)

Being Human – It’s you, only you


A favorite movie scene is near the climax of Miracle, the story of the USA Hockey team’s 1980 Olympic gold medal. The major obstacle the team needs to overcome for a shot at gold is a beating Soviet Russia’s perennial hockey powerhouse. In the movie, Kurt Russell as coach Herb Brooks gives a rousing pre-game speech:

“Great moments are born from great opportunity. And that’s what you have here tonight, boys. That’s what you’ve earned here, tonight.

One game.

If we played ’em ten times, they might win nine. But not this game.

Not tonight.

Tonight, we skate with ’em.

Tonight, we stay with ’em, and we shut them down because we can!

Tonight, we are the greatest hockey team in the world.

You were born to be hockey players — every one of ya. And you were meant to be here tonight. This is your time.

Their time — is done. It’s over.

I’m sick and tired of hearin’ about what a great hockey team the Soviets have.

Screw ’em!

This is your time!!

Now go out there and take it!”

Hollywood isn’t real life, but I am drawn to the mid-point in the speech, “you were born to be hockey players.” While working with incredibly smart, extremely well trained professional services people, I use this as an example of the belief business development people need when working with prospects. Why you? Why now? What is it in your background, your experience, when mixed with the prospect’s situation, leads to the conclusion that your firm is the only firm for the job?

Ask your people to verbalize why your group was born to do this right here, right now.

(Of course, getting them to express it to customers is a different problem. We’ll come back to this later.)

Watch young Josh Sacco’s rendition when you get a chance:

Random stuff



Memorial Day in the USA is observed this coming Monday. As far as I know, I do not have any family members who died while in service to our country, although many of them have military service in their backgrounds. Come to think of it, I’m not sure which, if any, served during a war. As Daniel Day Lewis playing Abe Lincoln said, “Do you think we choose the times into which we are born? Or do we fit the times we are born into?”

The times we’re born into make it hard to imagine how we’d make decisions in another time, with a different set of lived experiences. I was young during the AIDS crisis, but what would life be like in the 1918 pandemic? Or London’s bubonic plague in the late 1600s? Or living in the Americas post 1492?

As I contemplate these heady issues, Wilson is looking at me and imagining me walking over to his harness and setting off on a hike.

He’s very much in the moment.

Enjoy the long weekend!


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