Surviving a meeting today, I recalled the essential skill that makes a great salesperson: the ability to listen, sometimes for extensive periods of time. I’m always amazed when a person selling something can’t be bothered to actually listen to what the buyer has to say (another way one might put this, when the cluetrain made a stop, they failed to board).
It can be difficult, for sure. I remember one meeting, where there was 3 or 4 minutes of silence. Anyone involved in sales and marketing should become familiar with the term markets are conversations. Learn more at the cluetrain.
Daily Archives: January 20, 2005
What Makes a Good Opportunity?
So what makes a good opportunity? A colleague of mine at the University of St. Thomas, Dr. Alec Johnson, has come up with what I think is a simple yet effective framework for analyzing opportunities. It is based on what he terms the “Three M’s”: Me, Market, and Money. All three are related, and if any of them are missing, it’s likely the concept is not worth developing.
Coaching in Wisconsin – Worth it?
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Pearly Kiley – wishoops.net [PDF Version 103K] |
“With all this talent, why aren?t we winning more games?”
“My kid averaged 20 points in summer league, why isn?t he playing more?”
“Why are we walking the ball up the floor all the time?”
“I wish we had the old coach back.”
These unfounded sentiments were also a major reason why over 80 coaches
chose to resign, were relieved of duty or retired since last season.
There are coaches who point to AAU basketball and all its dramatically improving impact. Some blame school administrators for showing more allegiance to parents than them in disputes over individual roles and playing time. Still others say it takes too much time ? and impossible patience ? to deal with the increasingly overzealous parent.
?At the high school level, the rewards aren?t tangible,? said former Waupaca coach Tim Locum, who resigned after last season and is currently an assistant coach at UW-Oshkosh.