Amazing…

World Cup visitors from other nations are amazed with their experiences visiting our country.  The source of their amazement?  Our luxury cars?  Our mansions?  Our National Parks and man-made Monuments?  No. 

It’s been reported that they are amazed by all of the little things we perhaps take for granted every day.  The abundance found in our grocery stores.  How easy it is to get around.  Our convenience stores, conveniently open 24 hours.  And most impressively, how kind and friendly Americans are.  Yes, kind and friendly.  Amazing! 

Visitors are sharing some of their amazing things with us, too.  Like the Norwegians and their Viking Row:

World Cup fans also demonstrate their great passion.  It’s amazing isn’t it?  Soccer has the highest participation of all youth sports in America.  Yet, when it comes to competing in the World Cup, we struggle.  Could it be another one of those “little things” – like their passion? 

One with passion is better than forty who are merely interested. 

Tom Connellan 

There’s no doubting other countries and their passion for soccer.  Yes, yes, they call it football.  Do you believe we are as passionate about our college and pro football?  Or does our passion lie with NIL, fantasy sports, or gambling? 

Well, it’s been amazing to see the enthusiasm our visitors have shown toward visiting our amazing country.  And it’s their enthusiasm we should carry with us long after the Cup is won: 

Enthusiasm is not a random mood; it’s a daily choice. 

Joe Takash 

So, thank you World Cup visitors!  You’re really showing us where to look - and how to feel - to appreciate our amazing country! 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

To Dads…

Happy Father’s Day this coming Sunday!  If you’re lucky enough to have living fathers and grandfathers, give them a big hug Sunday.  If they have passed on, I hope you cherish their memory. 

I remember many things about my Dad.  First and foremost, he smiled a lot.  He laughed easily.  He had a zest for life!  We should all be so lucky.  His memory brings a proud smile to my face (and my heart!). 

The older I get the more I appreciate the love and devotion he gave me and my brother.  He wanted his sons to make a difference.  Plus, he wanted to pass along his family’s traditions.  He also wanted us to be patient with his quirks. 

I remember after my Mom died, my Dad ate dinner at the hospital cafeteria two blocks from his house.  It might have been for the convenience; maybe for the memory of the last place he saw his beloved wife alive. 

Eating dinner at the hospital every evening for over twenty years, the employees eventually thought Al Pokorn actually worked there.  One summer, he was even invited to the company picnic.  I didn’t mind this innocent charade, but when he won a TV in the employee raffle, I told him he had to give it back! 

We’re all a little quirky, I suppose.  Today, when my children use one of my quirky sayings, or demonstrate a family tradition that has been passed down from father to son, it brings a proud smile to my face (and my heart)! 

We Dads hope we’ve instilled a sense of wisdom and common sense in our children: 

Kid wisdom: 

When your Dad is mad at you and asks you, “Do I look stupid?”  Don't answer him. 

Michael 

Dads sometimes have to employ “tough-love”.  The good news is my children are resilient.  Yours are too, I bet.  If we are tough with them from time-to-time, they know - kids are smart: 

A flustered father, stressed out from his day at work, was unsuccessfully texting his kids to come in for dinner.  Finally, he walks out on his porch and yells for his kids to come in. 

At that point one youngster turns to his brother and asks, “I can’t remember, which one am I - Jesus Christ or God Dammit?” 

Unknown Sage 

Because my sons have their children now, I get to follow the tradition of being the grandfather!   I’m still trying to make a difference: 

Sometimes the only difference we can make is passing our wisdom on to someone else who will make the bigger difference. 

Linda B. Gray 

So, here’s to your Dad, my Dad, and all the Dads out there.  They have strived to help each one of us make a difference - a tradition to be passed down. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

 

Tick, tick, tick…

I helped my college professor set up an Advisory Circle for his Men’s Health program.  He’s passionate about the fate of today’s boys and young men.  Having a 15-year old grandson, I can relate. 

The Advisory Circle’s goals are (1) Increase awareness of the need for men’s health among boys and young men, (2) Increase enrollment in his undergraduate courses, and (3) Increase funding.  It’s that last goal where my background comes into play. 

His cause is noble and we have the type of relationship that I could joke during our working sessions on how the money works “in the sales world”: 

I am a dot-com person, but my friend Steve, who works for a public television station, is a dot-org person.  He believes dot-org persons are more noble than dot-com persons because dot-com persons are in businesses where they try to make money, while his dot-org public television station has a more lofty goal than making money: they would rather beg and whine for it. 

Dan Danborn 

I share that background to say this…  The inaugural gathering of the MSU Men’s Health Advisory Circle had 13 of the 19 invitees show up.  I call that a great result!  Out of those 13 attendees, 9 offered to meet 1-to-1 and discuss ways to work together.  From a sales/marketing “conversion” perspective, another great result, true?  What I feared for my professor was his inexperience with the clock… tick, tick, tick.   

How do you measure your response time?  How do your prospects?

IMHO, the majority of sales development efforts die on the clock.  In the corporate, B2B sales world, while sales and marketing people are debating who sourced the contact to begin with (e.g. leads/cold-calling/inquiries/LinkedIn); how “qualified” it is (e.g. MQL/SQL/BANT); the prospect who once expressed at least some degree of curiosity has moved on.  Tick, tick, tick… 

24 hours.  IMHO that’s the outside shelf life of an inquiry/lead/expression of interest.  24 hours at the most.  Tick, tick, tick…  What is the shorter side of an ideal response time, you might ask?  Real-time.  When your “target contact”, who again may merely be curious and definitely not “qualified” (yet) expresses interest in continuing the conversation, that’s the queue to open calendars. 

Yes, yes, yes, you’re right.  You (and they) may need to “double check” any calendar changes.  Both of you need to “confirm” aka “qualify” there’s actual interest vs. merely curiosity.  But there’s no reason not to at least put a “place marker” date and time to be confirmed vs. the proverbial “I’ll get back to you shortly”, don’t you think?.  Tick, tick, tick…  

How rapidly do you respond when a potential customer/donor/partner expresses interest? 

Today's customers demand operations that are airborne, on-line, and real time.  'Soon' is not the answer they want to hear when they ask, 'When?" 

Michael Tracy 

Looking at it from a different point of view, how rapidly do you prefer your sellers to respond to your expression of interest?  It’s likely something other than “soon”. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Donuts!

National Donut Day is June 5^th, but any day is a good day for donuts, true?  What is it about donuts anyway?  Yes, they’re bad for us.  Yes, they’re loaded with sugar.  Yes, we make it worse by adding toppings.  Still, the temptation just seems irresistible: 

Korman’s Law: 

The trouble with resisting temptation is it may never come your way again. 

Unknown Sage 

While no single person is credited with inventing donuts, a 16-year old sailor, Hansen Gregory, was the first person to cut the middle hole from donut “cakes” way back in 1847.  Leave it to a teenager.  Oh, if we only had their metabolism throughout our adulthood!  Today, it’s estimated that Americans alone eat over 10 Billion donuts a year.  That’s billion, with a “B”.

Back in my sales manager days donuts were part of my “tool box”.  When I had a tough message to deliver to my sales team, like increasing quotas, decreasing territories, or changing commission plans, I’d bring the donuts.  It didn’t change the bad news, buy hey, we’re talking about donuts!  I’d bring donuts to other sales meetings, too.  I didn’t want them to only associate donuts with bad news. 

Truth be told, salespeople know when bad news is coming, with or without the donuts.  It seems to be an irrefutable law in Corporate America: 

Sometimes I get an e-mail that begins, “In keeping with the dictum that bad news should travel faster than good news, here’s a gem.” 

Bill Gates 

When I brought donuts, it was merely a gesture, a gift, a tribute really to the quality of salespeople on my team.  Of course, I partook, too.  Chocolate frosted are my favorite.  I bet you have a favorite.  After all, we’re talking about donuts! 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Laid off…

Lay-offs; fear of lay-offs; forecasts of lay-offs; lots of disturbance in the Force these days.  I wonder – do those being laid off see it coming?

It reminds me of coffee with my friend and mentor just after Oracle announced its acquisition of NetSuite, back in the day.  It wasn’t a surprise.  The return to our “Mother Ship” had been speculated for a few years.  NetSuite’s quarterly revenue growth was slowing.  In the subscription software galaxy, that’s a problem. 

My friend and mentor was wondering if I was worried.  Here’s how she expressed her concern: 

Gary, NetSuite is known in the industry as being somewhat vegetarian.  They eat red meat at Oracle. 

Teah Bennett 

I was OK, I said.  This would be my 2^nd go-round with Oracle.  I was there in 1989 selling Oracle Financials version 1.0.  Talk about a battle for the universe!  But back then, I was a sales rep with a quota.  Back then, it was easy to separate the meat eaters from the rest.  And at Oracle, the term “separation” was/is always taken literally.  I knew what I was getting back into with Oracle’s acquisition of NetSuite.  What I didn’t know was how long it would last. 

In the fall of 2016, I was 63 years old; supporting NetSuite resellers; in a “Sales Enablement” role, aka a “revenue influencer”, aka “overhead”.  Oracle’s value of its technology vs. all else including employees was, and still is, well known: 

Jay Nussbaum, who had joined Oracle from Xerox in early 1992, summed up what Oracle's product superiority meant to the sales force: 'A dog with a note in its mouth could sell it technically.’ 

Fast-forward to 2016.  Realizing the power of the Galactic Empire, I knew the race was on. 

I loved my job.  I was good at it.  I intended to work several more years before retiring.  Of course, there were a few hurdles.  NetSuite was the “gobblee” vs. the “gobbler”; I was a white male (still am); older than 60 (still am); working in a staff/overhead role without a personal quota; dedicated to resellers vs. Oracle/NetSuite’s direct sales force.  Ishkabibble! 

When the acquisition was announced, I believed someone far-far-away with a list of NetSuite employees and our compensation (probably sorted by age) was asking: 

• What does this guy do?

• Why do we need him? 

Spoiler alert!  Six years later, I gave 30-day notice and successfully retired on my 69^th birthday.  I beat Darth Vader and his Storm Troopers to my finish line.  How’d it happen?  

Maybe I got lost in the shuffle.  I did report to 6 different managers during that time.  Maybe Oracle needed NetSuite’s revenue to justify the $9 billion acquisition price.  In turn, NetSuite needed the revenue generated by their resellers.  I was the sole person dedicated to partner sales enablement.  Maybe Covid distracted everyone’s attention away from some grey-hair in Denver.  

Maybe, just maybe, they actually valued my contributions beyond their technology.  Next to my younger counterparts, I was the only Master Sales Enablement Advisor on the Oracle/NetSuite team: 

In youth we learn, in age we understand. 

Marcie VonEbner-Eschenbach 

I understood.  It was a race.  Truthfully, when I retired on my terms before being laid off, I was surprised.  I was also appreciative and somewhat amused.  Maybe the Force was with me! (Hopefully, it still is.) 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.