Is it right to have a goal?

June 6th, 2006 by Rolf Erikson

Lisa Haneberg has mixed feelings about the value of goals. Goals are vital to success because they provide inspiration and a place on which to focus but goals are also the enemy, she says in her blog.

The formula for peak performance is a combination of high focus and unstoppable action. How can you make sure you focus in the right direction if you don’t have goals that move and energize you? You can’t. Creating and manifesting great goals fuels achievement and makes life fulfilling.

Goals are also the enemy. You cannot predict what is going to happen in the next year, two years, or five years. Even so, some people create goals with very narrow pass/fail criteria. If they don’t achieve exactly what they thought they wanted, they have failed. Lots of people give up on goals because things don’t go as planned.

I believe that goals are important but reaching the goals must be done in small steps.

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Real Leadership

May 23rd, 2006 by Rolf Erikson

weLEAD is a non-profit organization dedicated to advance the understanding and education of organizational and personal leadership. They are committed to the ideal that great leaders are forged by knowledge, opportunity, experience and self-sacrifice.

weLEAD also has a lot of interesting articles on their site. One is Real Leadership by Dean Williams. He writes,

There are essentially two kinds of leadership: real leadership and counterfeit leadership. Real leadership mobilizes people to face reality and progress. Counterfeit leadership puts a false set of tasks in front of people, distracting them from facing reality……..We need a new notion of what it means to be a real leader-one that does not emphasize the dynamic of leader-follower, but the dynamic of leadership-group-reality.

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Countering Nervousness

May 19th, 2006 by Rolf Erikson

Scott Young has a post on Enthusiasm. Enthusiasm and passion are two skills in combatting many problems. Here is what Scott says about nervousness,

What do most people do to try to get rid of nervousness. They try to calm themselves down. Maybe take a few deep breaths or a drink of water. Unfortunately, this is probably one of the worst ways to counter it. Trying to calm yourself down only strengthens the nervousness until you are completely paralyzed.

Using enthusiasm takes the opposite approach. Acting incredibly enthusiastic will start by masking any nervousness in your body language and speaking. Once you’ve started to create that enthusiasm within yourself, fear and nervousness will be blocked out of your mind. The next time you are in a situation where you think you might be nervous, try to counter with enthusiasm.

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Podcast about Goal Setting

May 18th, 2006 by Rolf Erikson

The SalesRoundup Podcast is designed to deliver useful information to IT sales professionals and their management teams in a fast, simple and easy to use format. It provides sales people a means to learn new sales skills or brush up on old ones at their convenience, even while driving, in short 40 minute segments each week.

In their latest episode, Goal Setting Sales Podcast , they talk about Goal setting as a subject that most everyone is somewhat familiar with, but often overlook. Warren Greshes is also invited to give his view.

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Is the customer always right?

May 18th, 2006 by Rolf Erikson

That questions is answered in

The answer might surprise you. It’s the unwritten rule 3 on Stew Leonard’s famous granite rock:

If the customer is wrong, they’re not your customer any more.

In other words, if it’s not worth making the customer right, fire her.

Once again focus is the keyword.

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About Complexity

May 10th, 2006 by Rolf Erikson

Walter Baets has read an article in the quality german business magazine “Brand eins” about complexity.

For those, Walter says, of you that would still doubt about the tremendous impact of complexity on management, they give 8 ways to avoid complexit

  1. Do not do business
  2. Reduce your activities to zero
  3. Don’t leave the house
  4. Don’t call
  5. Don’t talk to anybody
  6. Stay in bed
  7. Close your eyes
  8. Stop breathing

The article is in German but Walter Baets provides a short summary.

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Don´t forget marketing!

May 2nd, 2006 by Rolf Erikson

Many small business owners struggle with the feast or famine cycle. During a feast, sales are strong. During this period, you find yourself working too many hours and running to keep up. You may find you allow yourself to get too busy, sacrificing your personal life, relationships, and and fitness.

This is said by Wendy Maynard in her post, Break the Feast or Famine Cycle in Your Business.

Wendy´s blog is about marketing. She write tips, ideas, strategies, and musings. Her advice in this is,

The best way to break the cycle is to develop a weekly marketing schedule. Part of each and every week should be spent contacting current and past customers, networking prospecting activities, and developing your marketing tools. And yes, this even includes when you are extremely busy.

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Cold Calling an aspect of success

April 28th, 2006 by Rolf Erikson

Jeff Cornwall, Director of the Belmont University Center for Entrepreneurship gives advice on Cold calling,

A key aspect of success for many entrepreneurs is learning how to sell. Your product or service will rarely sell itself. Passively relying on word of mouth is too often a cop-out for entrepreneurs who are intimidated by the thought of having to sell. Cold calling on potential customers can be particularly difficult for many of us.

One thing I have found out is that you must have a script when calling.

Women’s World!

April 26th, 2006 by Rolf Erikson

“Forget China, India and the Internet: Economic Growth Is Driven by Women.” is the headline in the Economist, 15 April. Leader, page 14 followed by a report on page 73: “A Guide to Womenomics: The Future of the World Economy Lies Increasingly in Female Hands.”

Even today in the modern, developed world, surveys show that parents still prefer to have a boy rather than a girl. One longstanding reason boys have been seen as a greater blessing has been that they are expected to become better economic providers for their parents’ old age. Yet it is time for parents to think again. Girls may now be a better investment.” the Leader writes. “Girls get better grades in school than boys, and in most developed countries more women than men go to university. Women will thus be better equipped for the new jobs of the 21st century, in which brains count a lot more than brawn…..

More women in government could also boost economic growth: studies show that women are more likely to spend money on improving health, education, infrastructure and poverty and less likely to waste it on tanks and bombs

WHY can’t a woman be more like a man? mused Henry Higgins in My Fair Lady. Future generations might ask why a man can’t be more like a woman.…the special report writes.
“Women are becoming more important in the global marketplace not just as workers, but also as consumers, entrepreneurs, managers and investors.” Re consumption, Goldman Sachs in Tokyo has developed an index of 115 companies poised to benefit from women’s increased purchasing power; over the past decade the value of shares in “Goldman’s basket has risen by 96%, against the Tokyo stockmarket’s rise of 13%.” A couple of final assertions: (1) It is now agreed that “the single best investment that can be made in the developing world” is educating girls. (2) Also, surprisingly, nations with the highest female laborforce participation rates, such as Sweden and the U.S., have the highest fertility rates; and those with the lowest participation rates, such as Italy and Germany, have the lowest fertility rates.

Try to get hold of the Economist 15 April and read the whole story!

Take care of your customers!

April 26th, 2006 by Rolf Erikson

From time to time I have a look at Warren Greshes´blog. This time he had a story from the mobile phone industry. From one of his reader he got a story which can stimulate us doing a little better.

As usual he talks about the customers. To get new customers and look after the old ones are the most important things in all business. This story started at home and is now a worldwide business thanks to a few rules they sat up from the beginning. The rules are,

  • If we don’t look after the customer, someone else will
  • Nothing is gained by winning an argument and losing a customer
  • Always deliver what we promise – if in doubt under promise and over deliver
  • Always treat our customers they way we would like to be treated
  • The reputation of the whole company is in the hands of the individual

Podcasts worth listening to.

New Business Ideas

April 25th, 2006 by Rolf Erikson

Springwise scans the globe for the most promising [tag]business[/tag] [tag]ventures[/tag]. On their site “new business ideas for entrepreneurial minds” you can read and get inspiration of the ideas the present.

For Sparking curious young minds you read,

With Nintendo DS and instant messaging gobbling up children’s time and attention, low-tech alternatives are on many parents’ wish lists. The Little Experience began when its British founder, Tai Broadhurst, wanted to keep her two sons occupied after her twin daughters were born. In her own words, Tai wanted toys and activities “that demanded unconditional concentration and participation.”
[tags]coaching, entrepreneur [/tags]

Successful Business

April 25th, 2006 by Rolf Erikson

David Daniels posted A Tale of Two Companies why two companies in the same industry can be so differently successful over an identical time frame.

In my opinion, he says, the essence of survival and success is the ability of an organization to acquire new clients and retain current ones.

Tips on negotiation

April 24th, 2006 by Rolf Erikson

Debbie Call has been on a crash course in the art of negotiation. In the post You Get What You Negotiate she gives us some tips on how to create a win-win and save money.

1. ASK for a better deal.

2. Create affinity with the person early on.

3. Good negotiations end up in a win-win.

4. Have a hook – a rationale that makes sense to the other person. Here are some examples:

5. Use a weakness as a strength.

6. Negotiate with the person who has the authority to give you the deal.

7. Don’t go first.

Read the whole story here.

Lessons about making money

April 22nd, 2006 by Rolf Erikson

Jim Logan has written three posts about how to make more [tag]money[/tag]. It started after a talk to friend says Jim Logan. It ended up in the form of a bet that he could write a series of post with exactly 100 words each to teach people how to [tag]make money[/tag].

According to Jim there are only three ways to make more money.
Get more new customers, increase the value of your average sale, or increase the volume and frequency of repeat [tag]business[/tag]. There are no other ways.

He also says that you need all three ways making money for your business at the same time.

Start Listening To Your Clients

April 21st, 2006 by Rolf Erikson

The biggest reason [tag]salespeople[/tag] fail to listen to their prospects and clients (and all the buying signals they’re giving out) is because they have not carefully planned out their presentation and what they want to accomplish on that particular appointment. They have no agenda and probably no goal for what they want to walk out with.

This is said by Warren Greshes when given advice to salespeople and small [tag]business[/tag] owners. In a post “Listening To Your Clients” he gives the following advice,

The biggest reason salespeople fail to listen to their [tag]prospects[/tag] and clients (and all the buying signals they’re giving out) is because they have not carefully planned out their presentation and what they want to accomplish on that particular appointment. They have no agenda and probably no goal for what they want to walk out with.

  • First, know what you want to say before you walk in the door.
  • Second, think about what you want the client to talk about and formulate questions that will get them moving in that direction.
  • Finally, after you’ve asked your questions, SHUT UP AND LISTEN.


Very true, so you better have to prepare yourself before you are meeting your [tag]clients[/tag].
[tags]coaching[/tags]