The DV Weekend Pickup #11

Have a happy and safe Memorial Day Weekend! I will be taking the next 3 days off from the blog but fear not, I will be back to delight you next week. Without further ado here is the MDW 2016 weekend pickup...

Big Magic: Creative Living Beyond Fear by Elizabeth Gilbert

What I like best: First let me start by saying this is the first book I've reviewed (more like suggested) written by a woman, not by intent. I read female selections quite often but for some reason I just like to draw attention to random facts, its a weird personal thing, ha! But for the record, I firmly believe women in general are both amazing and inspiring. Especially women who are pushing boundaries, defying social norms, and challenging the world. Anyway now for the book...

Isn't the title just tempting? C'mon, I think so. Elizabeth Gilbert says "If you're alive, you're a creative person." Asking the question, is it possible to live creatively while being fearful? Probably not. Begging us to lead a life driven by curiosity as opposed to fear. The fact that I agree probably made the book much easier to enjoy. Gilbert takes you through a 6 part journey on how to bring out your creativity - courage, enchantment, permission, persistence, trust, and divinity.  Personally I love the thought she shares on, what happens if you don't act on an idea? It will leave you and even worse it will go to someone else!  If it sounds hokey, you're right. Until you hear a couple supporting stories - her own especially - and you'll understand why she feels the way she does. She takes a rather deep and complex topic and makes it light and enjoyable to read - perfect for MDW 2016.

Best quote: "Basically, your fear is like a mall cop who thinks he's a Navy Seal: He hasn't slept in days, he's all hopped up on Red Bull, and he's liable to shoot at his own shadow in an absurd effort to keep everyone "safe.""

DV

It's All About Attempts, Ask Alex

Don't believe me? The leading goal scorer in the NHL this past year was Alexander Ovechkin with 50 goals. Nobody mentions that he had a league high 398 shot attempts (over 100 more than any other player.) The leading rusher in the NFL last year was Adrian Peterson 1485 yards. Nobody mentions that he had a league high 327 rush attempts. The NBA scoring champion this past season was Stephen Curry with 30.1 point per game. Nobody mentions that he had a league high 20.2 shot per game average. Trust me, I get it, when you're the best you get more opportunities. Christ, I'm not living under a rock but could it be they have more chances because they took more chances? Could it be the amount of attempts provide more confidence hence more success? Could it be they are actually getting better because they get more attempts? Could it be they're just lucky? Not sure. All I know is the highest levels of success are in correlation with the highest levels of attempts - year after year after year.

Personally I think this is something we can translate into our own lives individually, case by case. Challenge yourself. Think about it. At the very least this is something to highly consider. If you want more win's, more yes's, more dollar's then you need more attempts. Will you be the top dog? The leading scorer? The best?  I don't know. You'll have to attempt it.

DV

Nice job Alex.

Uber Partners With Toyota

If you know me, you know I love Uber. Uber has been an enormously disruptive force in the transportation industry over the last 6 years. Since their birth they have blossomed with new ideas, slight innovations, and changes but most recently I came across this article citing their new partnership with Toyota. Uber was "modeling" the success of their competitors Lyft (partnered with GM) and Gett (partnered with Volkswagen.) Hm, interesting, sounds familiar.

Anyway this was a great reminder of the value in partnering. Business partnership is a great way to expand your reach, get referrals, and drive new business. Most importantly you provide additional value to your customers and/or employees. Being a good partner doesn't mean you have to put your partner first. Being a good partner means you have to provide value to your partner.

Okay so this might take a little thinking, but you can do it, I'm sure of it. Today brainstorm 3 potential business partners. Who can you provide value too that can also provide value to you back? Then reach out them and pitch the value of your potential partnership. This small activity could be the difference in additional 10k a year, a month, a day - who knows?? 

DV

"Be Humble Enough To Model Success."

This title is a snippet pulled from the body of last weeks post 5 Uncomfortable Actions That Salespeople Need To Do Comfortably.  It just continued to resonate in my mind throughout the week. Believe me, I am with you when I say this is hard to do. The salesperson ego is fragile, ha! And this is a small shot at that ego BUT I will contend a worthwhile one.

Let's be honest. Modeling a colleague's behavior, preparation, actions whatever it is, well, it's a challenge.  However if that individual is yielding the results you want then it's probably a good idea to adopt some of that knowledge.  Heck, I don't care if you keep it to yourself or tell the world - just consider doing it.  Everybody has their own unique style, I get that.  That's what makes you, you and there in lies your difference - the key factor - to being even better.

This isn't some new and innovative idea. Companies, people, athletes have been doing this FOREVER - the examples are endless. Facebook needed mySpace, Google needed Yahoo, LinkedIn needed Monster, CareerBuilder, Hotjobs - have you ever heard of CitySearch, nope me neither, but you've probably heard of Yelp! This is known as the power of the second mover. You don't need to be the first to come up with an idea, strategy, or game plan. You need to be humble enough to model success.

DV

Is Saying NO More Important Than Saying YES? Jamie Oliver Thinks So.

According to celebrity chef Jamie Oliver saying "no" is better than saying "yes." He share's his thoughts in this short video interview. I love these little Behind the Brand videos with Bryan Elliott. This isn't the first time I've featured the series, in fact it makes a pretty regular appearance.

I think there is definitely something to be said for saying "no." Extremely focused individuals have mastered this ability - it indicates vision, self-control, and discipline. In general "yes" is typically much easier to say because people like hearing it and you know that. There is a certain defiance and friction that is associated with saying "no." Challenging both you to say it and the otherwise person. 

Something to consider, that's all. Crush Monday!

DV

...and don't forget to go download groundupSALES: It's A Mindset! It's FREE!

The Image Post

Okay so I've had this thought in my mind for a long time and I think this is one of the most powerful posts I've written to date. Why? Because PERCEPTION IS REALITY. We all know it but sometimes we neglect it. Just look at the image below. I'm not playing tricks on you, it's only clothes and no I'm not taking selfies to show off my outfits, although more power to you if that's what your into, ha. I love clothes, style, and fashion but let's get back to the point. It's meant to be a visual, an illustration of the truth. What I'm saying is that in both photo's I am the SAME person. The same mind, same experience, same knowledge, same personality, same mirror, same EVERYTHING yet I get received completely different depending on what I am actually wearing. Right or wrong, its the truth!

Let me bring this full circle. Your appearance matters! Please, please, please understand that. Don't be that naive person who says, I am who I am and appearance doesn't matter to me. Guess what? It matters to the rest of the world. That person may actually not care about their appearance but they should understand and be AWARE of the message they are sending to the world. I'm not saying be Mr. or Mrs. best dressed but what I am saying is be aware your appearance sends WAVES. You don't have to even say a word and people see, think, and feel differently about you depending on your attire. I don't care what you wear, I just encourage you to care! Be aware. Otherwise you're missing a great opportunity.

DV

groundupSALES: It's A Mindset - Now Available for Download!

No more waiting! groundupSALES: It's A Mindset is available for download! You can download my flagship audio for FREE! 

Please I encourage you to share with family, friends, colleagues, strangers - anyone, everyone! After all aren't we all in sales - doctors sell patients on a remedy, parents sell their kids on vegetables, spouses sell each other sh*t all the time, you sell your boss on why you deserve the promotion - the scenario's are literally endless. You wake up everyday trying to sell somebody something making groundupSALES: It's A Mindset applicable for anybody! Of course if you're actually in a sales career or own a business then you depend on selling to survive. It is the definitive resource for early stage entrepreneurs, young professionals, and college students. This is YOUR foundation.

Enjoy, share, and thank you! 

DV

TRACK LISTING

1.  Introduction (5:12)

2. Honesty (4:45)               

3. Passion (3:26)

4. Preparation (6:11)

5. Vulnerabilty (4:00)

6. Build Trust (4:44)

7.  Positivity (5:49)

8. The Poison Pill (3:57)

9. The 80/20 Principle (5:06)    

10. You Win, I Win Solutions (7:21)

11.  Think Long Term (5:30)

12.  Timing is Everything (6:02)

13.  Be Resourceful (4:05)

14.  Confidence (6:16)

15.  Conclusion (4:56)

The DV Weekend Pickup #10

Confessions of a Public Speaker by Scott Berkun

What I like best: This book is for ANYBODY who has to speak in front of people - teachers, managers, coaches, or actual public speakers - doesn't matter.  Like Berkun says, "as superficial as public speaking can seem, history bears out that people with clear ideas and strong points are the ones we remember."  He makes you realize even the most experienced get nervous and if they are not they're probably lying.  He delights with humor and humility as he tells his most embarrassing speaking moments - quite a few actually, ha.  He teaches valuable lessons like how to work a tough room, what to do when things go BAD, the power of silence, and how to cure a case of the butterflies - the worst!  Tony Hsieh, CEO Zappos, said "Scott Berkun tells it like it is. Whether you're speaking to 10 people or 1000, you will gain insights to take your presentation skills to the next level. It's a rare book that will make you think AND laugh."  I thought he was spot on. As a bonus it's right in my wheelhouse at 240 pages - love that length - just enough.  Always leave them wanting more, right?

Best Quote: "We are always performing. Anytime you open your mouth and expect someone to listen, you are behaving differently than you would if you were alone. Admitting this doesn't make you a phony - it makes you honest. We are social creatures who behave differently to fit into different social situations."

DV

groundupSALES Quote #9

I realize when you use the word "period" it has a very definitive connotation. Quite honestly if you're trying to maximize your growth and productivity on a daily basis then the groundupSALES quote below is THAT definitive. Uncontrollable's are inevitable variations that we need to consider as we make decisions but that's where it should end. Worrying saps energy, focus, and time and we need as much energy, focus, and time to use on what we can control. I view this as one of the human minds biggest stumbling blocks.

Stop worrying. Start doing.

DV

5 Uncomfortable Actions That Salespeople Need To Do Comfortably

Anybody who knows me well has often heard me utter the phrase "do one uncomfortable thing every day." It is paramount to having a groundupSALES mindset. Our success, achievement, and growth all stem from uncomfortable actions. I've comprised a short list below of common uncomfortable actions that sales people and entrepreneurs NEED to do comfortably.

1. Cold calling - the godfather action of sales - get to use to NO!
2. Asking the tough questions. The ones you know you have to ask but are side stepping around - be confident and direct - don't let them linger, it only gets harder.
3. Learn from top performers in your industry if it works for them its not guaranteed to work for you BUT it's working for them for a reason. Be humble enough to model success.
4. Lose like a winner - smile in the face of defeat because everyone loves a winner. Perception is reality therefore it's important to project a "winning all the time" mindset.
5. Ask for help when you need it. You're not in it alone as much as you feel like you are at times.

If you can't do these five uncomfortable actions with honesty, passion, and conviction then your playing the sales game at a severe disadvantage. The cold hard truth is tough to hear at times but you NEED to get comfortable with these actions. 

DV

Cold calling legend, Donnie Azoff