On June 16, 1997, I declared myself “open for business” as a soloist and a brand strategy consultant. I did this from the desk in my spare bedroom. I don’t recall thinking, “I’ll be doing some version of this 20 years from now,” but here we are.
On June 16, 1997, I established the company that now bears the name Three Deuce Branding. That was exactly 19 years ago.
I celebrated the way I celebrate most days, by starting the day with 90 minutes of hot yoga. Tonight, the wife and I enjoyed some fish tacos and grilled prawns at GT Fish & Oyster. It’s the little things.
In a prior post, Why You Can’t Sell the C-Suite, I shared my experience of being a sales target during my recent tenure as a CMO. The quick summary: I received over twenty-five unsolicited contacts per week – over one thousand in a year. Of these, about 98% didn’t work. Today, I want to discuss the approaches that did work.
I need to first make clear, in boldface: I am not a sales expert. My intent here is to offer some perspective from “the other side of the desk,” based on my own experience and that of other executives with whom I’ve discussed this topic. I expect that readers will have additional insights to share, and I invite you to do so in a comment below.
There’s been a lot written about the “Power of YES” – the belief that life is best experienced through an attitude of affirmation. And I agree with that, in most instances. But I’m an equally firm believer in the Power of NO.
The Power of NO is really a matter of focus. Stephen Covey crystallized the concept for me when I first read The Seven Habits of Highly Effective People nearly 20 years ago. Mr. Covey wrote: Continue reading “The Power of NO”