Monthly Archives: July 2010

Develop your commercial mindset

Today I want to share with you a great piece of advice that literally changed my approach towards sales and business development.

In these two short and simple but powerful videos, courtesy of the one and only Robin Dickinson, he shares with us what are the two things that needs to be in the back of our mind in every new business development call.


The business-building mindset: Part 1

The business-building mindset: Part 2

Think about it. Many people (including me) have the tendency to focus on delivering outstanding service, on the customer’s needs, on the customer’s satisfaction, etc. Now, don’t get me wrong, all that is great and important, but if you want to develop your business, it is imperative to also focus on the financing and the numbers, in other words, on developing your commercial mindset.

Which reminds me of an awesome point from the guys at 37signals from their book Rework (Amazon affiliate link):

A business without a path to profit is a hobby

Developing your commercial mindset is the key to setting the path to profit for your business, so I strongly recommend you to check Robin’s YouTube channel, and watch all his “Black Chair” videos. Believe me, you will have a different approach towards business development after you do.


Jeffrey Gitomer’s views on cold calling

Jeffrey Gitomer is a sales master. His books are not only extremely informative but entertaining and thought provoking.

In this outstanding video, Jeffrey shares his views on cold calling. Views that I not only share but strongly believe to be true.

So, if you are in sales (and well … we are ALL in sales, aren’t we?), I strongly recommend you to:

(a) Watch the video below
(b) Go to Jeffrey’s YouTube channel and watch more of his videos
(c) Repeat point (b) often (believe me, you will be glad you do)


So … what do you think? do you agree with him? What do you think about his definition of cold calling? Let me know and share your views in the section below. I am looking forward to your comments.

Related posts:

1. Jeffrey Gitomer’s approach to the sale
2. Jeffrey Gitomer’s views on cold calling
3. Kick your own ass!
4. The sales world is changing… are you changing?

Quote of the week

Regardless of age, regardless of position, regardless of the business we happen to be in, all of us need to understand the importance of branding. We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called You.
Tom Peters


Listen to your customers and express how much you care

A few days ago I got a nice surprise from the bookstore where I am a frequent customer. This nice/small detail shows how easy and simple is to show that you listen to your customers and that you care about them.



Aliens, socks and satisfied customers

A few days ago me and my family went away on holidays. On the first evening, right when we were getting the kids ready to bed, my three years old daughter Zofia, gave us a question that could have represented a big catastrophe. She asked: “Where is my stuffed toy?“.

Well … it seems like during all the hectic time packing and running around the house, we have forgotten to pack her favorite stuffed toy. Now, in other circumstances this may have not represented a big deal, however, she is used to only being able to fall sleep while hugging her stuffed toys.

So, what happened? my brilliant wife asked Zofia to give her five minutes and she came up with an awesome solution.

Ladies and gentlemen, I introduce you to …. the “little alien“.

The little alien

With a huge smile, Zofia ran towards her mom, took the “little alien” and … slept peacefully hugging her new toy every night of the entire trip.

Now, this got me thinking on how clearly this is a great example of outstanding customer service. We were faced with a very important customer, being faced with a big problem and expecting results. The easiest thing to do was to simply say “Oh, sorry sweetie, we forgot to pack it, so there is nothing we can do. Go to bed“. However, my wife went the extra mile to make sure that our daughter would be happy.

What happened here is more than just putting together a pair of socks and three rubber-bands. This was a great example of thinking outside the box, being proactive, creative and making things happen.

So, ask yourself, how many times have you been in a similar situation, maybe not with your sons or daughters, but with your customers? How many times have you just taken the easy answer and said: “Ups … to bad. There is nothing we can do“? How many times have you made the extra effort to solve your customer’s problems?

I am sure the solution to your customer’s problems will be more complex that wrapping thee rubber-bands in a pair of socks, but the point is to be open and ready to make things happen.

By the way, here is the picture of a very satisfied customer.

A very satisfied customer


Quote of the week

If you don’t like change, you’re going to like irrelevance even less
General (Ret.) Eric Shinseki


David Armano on building your personal brand online

David Armano is the SVP at Edelman Digital. His blog Logic + Emotion is a must read for anybody interested on strategy, design, marketing and social media.

In this excellent presentation he talks about building your personal brand online.


By the way, if you liked his visuals, here is the link to his Visual Thinking Archive