Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers

Here’s a sneak peak of what’s in this month’s subscription:

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Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up to date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It’s a huge problem faced by experienced sales pros, busy entrepreneurs and sales rookies. Jill Konrath, a globally recognized sales consultant and speaker, experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success. In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it’s up to you to rescue your time to sell smarter. More Sales, Less Time will show you how.

IN THIS SUMMARY, YOU WILL LEARN:
• The unique challenges of today’s “Age of Distraction.”
• To eliminate distractions and change the way you tackle email and social media.
• To focus better and plan your work systems.
• To transform your mindset to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game.

Friday Book Review! Thank You For Being Late

9780374273538In the latest book from influential New York Times columnist Thomas Friedman, Thank You for Being Late: An Optimist’s Guide to Thriving in the Age of Accelerations, readers are taken through a typical globe-spanning Friedman-esque journey of ideas, insights and, of course, people — many people of a wide variety of nationalities and perspectives, but all supporting in some way Friedman’s central theme: The world is speeding up — and that’s okay, as long as we all keep moving ourselves.


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Friedman compares thriving in today’s world to riding a bicycle: a bike is steady, upright and comfortable when you are moving; stop moving and you topple over. The way to keep moving is to embrace collaboration, pluralism, trust of others — and to not be afraid of change. “So many people today seem to be looking for someone to put on the brakes, to take a hammer to the forces of change — or just give them a simple answer to make their anxiety go away,” he writes. “It is time to redouble our efforts to close that anxiety gap with imagination and innovation and not scare tactics and simplistic solutions.”

Not that there isn’t good reason for trepidation. As Friedman notes, the most dangerous period on New York City streets occurred when cars started appearing but horse-and-buggies had not yet disappeared. We are currently in a similar transition period, with the world accelerating at such a rate that humans are having trouble adapting to the changes.

The Machine and The Supernova

In Thank You for Being Late, Friedman explores in detail the three accelerations driving “the machine” today — the machine being Friedman’s term for the “world’s biggest gears and pulleys [that] are shaping events.”

The first acceleration is in the domain of technology. When visiting the laboratories of the multinationals driving technology forward, Friedman writes, he feels a bit like James Bond visiting Q’s laboratory to discover the latest high-tech spy gadgets.

Except that the mechanical gadgets of Fleming’s hero have been replaced by what most people refer to as “the cloud” and what Friedman calls “the supernova.” Beginning in 2007, according to Friedman, the supernova started launching Moore’s law on the exponential increase in processing power into the stratosphere. Friedman uses the example of an information-technology multinational company based in the surprisingly named town of Batman, Turkey to exemplify how the supernova empowers innovators to reach everywhere from anywhere.

The second…(click here to continue reading this review)

Upcoming Webinar 2/16: Why You Get More Done When You Work Less

readinglist_restWhy You Get More Done When You Work Less

Date: Thursday, February 16
Time: 1:00 PM ET
Speaker: Alex Soojung-Kim Pang


Click here to register


In this Soundview Live webinar, Why You Get More Done When You Work Less, Silicon Valley consultant Alex Pang argues that we can be more successful in all areas of our lives by recognizing the importance of rest. Drawing on rigorous scientific evidence and revelatory historical examples, Pang overturns everything our culture has taught us about work and shows that only by resting better can we start living better.

What You’ll Learn:

  • Why working better does not mean working more, it means working less and resting better.
  • How treating rest as a passive activity secondary to work undermines our chances for a rewarding and meaningful life.
  • The importance of making space for daily naps like Winston Churchill, going on hours-long strolls like Charles Darwin, or spending a week alone in a cabin like Bill Gates.
  • Why pursuing what Pang calls “deliberate rest” is the true key to fulfillment and creative success.

Follow-Up Q&A with best-selling author, Courtney Lynch

Image result for courtney lynch sparkOn Thursday, February 2nd, Soundview hosted a webinar with author of New York Times Best Seller, Spark, Courtney Lynch on The 7 Key Behaviors of an Extraordinary Leader.

Courtney was kind enough to answer some follow-up questions on how to lead yourself and others to greater success:


Join us for our next Soundview Live webinar on Thursday, February 16, Why You Get More Done When You Work Less, with author and speaker, Alex Pang. Click here for more info.


What do you do if your boss/leadership does not hold colleagues accountable? Is there a good strategy we can follow?

It’s not uncommon for us to work in an environment where there is limited accountability.  Holding others accountable can often seem daunting.  Yet, it’s essential for high performance to happen.  And, when accountability happens in context with clear standards and leaders who do their best to set a strong example (and who also take the time to understand and work to meet the needs of others) it’s a natural step to creating success.  If your boss doesn’t hold others accountable keep in mind that it will be much easier for your performance to slip to the lowest acceptable standard.

To stay credible, work to hold yourself accountable, and handle the lack of accountability, in a professional manner.  It’s easy to gossip, complain and grow frustrated in these circumstances.  Instead, work to build trust with your colleagues.  Eventually in a high trust environment, you all as peers, without the benefit of authority, can work to hold each other accountable.  On the best performing teams, everyone is the keeper of the standards, not just the bosses.  If holding your peers accountable seems far-fetched in your current dynamics, just be vigilant with your performance, seeking to model a strong example regardless of how others perform.  Ultimately, that credibility will allow you influence to get what needs to be done, done well.

Of the 7 steps where would personal faith have the greatest impact?

Personal faith has an impact across the seven steps.  Yet I believe it’s most relevant as you seek to live your values with confidence.  It’s takes courage to chose to live and lead in ways that are consistent with what you value, versus what society tells us is “right.”  When we think about living our values, we often begin with a focus on what’s not working in our lives.  By doing that we eventually get to the point where we’ve created a good life, and betterment requires us to make even more challenging trade-offs, perhaps giving up something that we find enjoyable or gratifying to gain something we value even more.  I think that’s where personal faith is even more helpful, to support us in determining if we are doing what we believe is best based on our values, faith and priorities.

Boost Your Career by Saying What You Mean

page_image_0Writing Without Bullshit is the first comprehensive guide to writing for today’s world: a noisy environment where everyone reads what you write on a screen. The average news story now gets only 36 seconds of attention. Unless you change how you write, your emails, reports and web copy don’t stand a chance. In this practical and witty book, you’ll learn to front-load your writing with pithy titles, subject lines and opening sentences. You’ll acquire the courage and skill to purge weak and meaningless jargon and wimpy passive voice. And you’ll get used to writing directly to the reader to make every word count. At the center of it all is the Iron Imperative: Treat the reader’s time as more valuable than your own. Embrace that, and your customers, your boss and your colleagues will recognize the power and boldness of your thinking. Transcend the fear that makes your writing weak. Plan and execute writing projects with confidence. Manage edits and reviews flawlessly. And master every modern format, from emails and social media to reports and press releases. Stop writing to fit in. Start writing to stand out. Boost your career by writing without bullshit.

IN THIS SUMMARY, YOU WILL LEARN:
• Techniques that will help you adhere to the Iron Imperative.
• Why fear generates bad writing habits and how to get over it.
• Specific needs and expectations of business readers.
• To plan longer projects and embrace collaborative writing.
• To write and promote intelligently for online audiences.

Upcoming Webinar 2/1: Learn the 7 Key Behaviors of an Extraordinary Leader

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The 7 Key Behaviors of an Extraordinary Leader

Date: Thursday, February 2nd
Time: 1:00 PM ET
Speaker: Courtney Lynch


*This webinar is free for subscribers. Click here to register or become a Soundview subscriber today to take advantage of this exclusive member-benefit (Save 15% if you subscribe today!).


Leadership isn’t about a job title – it’s about action and behavior. In this Soundview Live webinar, The 7 Key Behaviors of an Extraordinary Leader, business consultant and military Veteran Courtney Lynch shows how anyone can become an extraordinary leader by embracing seven key behaviors.

What You’ll Learn:

  • What makes someone a Spark leader.
  • The 7 key behaviors of an extraordinary leader.
  • How to identify potential Spark leaders in your organization.
  • The transformation that can take place when a Spark is ignited.

10 Rules for Mastering Disruption in Recruiting and Engaging Employees

The-Future-Workplace-Experience-3D-652x1024Disruptive technologies. The gig economy. Breadwinner moms. Data-driven recruiting. Personalized learning. The Future Workplace Experience presents an actionable framework for meeting today’s toughest business disruptions head-on. It guides you step by step through the process of recruiting top employees and building an engaged culture, one that will drive your company to long-term success. Two of today’s leading voices on the future of work, Jeanne C. Meister and Kevin J. Mulcahy, provide 10 rules for rethinking, reimagining and reinventing your organization. Everything we took for granted in the past, from what we expect from our jobs to whom we work with and how, is changing before our eyes. The strongest organizations today are “learning machines.” New challenges require new solutions, and some organizations are finding them. If you want to compete in the years to come, you have to meet the future now. The Future Workplace Experience is your playbook for taking your organization to the top of your industry.

IN THIS SUMMARY, YOU WILL LEARN:
• The 10 rules to help your organization recruit and engage the best employees.
• What workers expect from work and how and why companies are creating employee experiences to mirror their best customer experiences.
• How technology transforms the workplace and can be both an enabler and a disruptor.
• The changing composition of the workforce driven by gender, generation and the gig economy.

Friday Book Review! The Analytical Marketer by Adele Sweetwood

TheAnalyticalMarketer_3D-237x290In her illuminating book, The Analytical Marketer: How to Transform Your Marketing Organization, author Adele Sweetwood, Senior Vice President of Global Marketing of analytic software giant SAS, tells the story of a large business-to-consumer prospect who came to SAS for information about customer intelligence software. SAS marketers sent representatives from the prospect more than 30 emails during a 90-day period. Unfortunately, none of them had anything to do with CI solutions but were focused instead on Big Data solutions and user-group meetings for other product offerings. These emails kept coming even after the prospect company had informed SAS that it had decided to use a competitor’s solution.

What went wrong? According to Sweetwood, SAS completely fumbled this opportunity because, she writes, “what we had failed to recognize was that this particular customer was in his ‘decide’ phase, meaning he was ready to choose a vendor to work with. Yet we were treating the customer as if he was still unsure about what he needed.”

The Customer Decision Journey

For Sweetwood, marketing analytics is not about the accumulation of big data. It is about knowing how to leverage this data to engage the customer in a personalized marketing conversation, one that is centered around who they are and what they need — or what she calls the customer-decision journey.

Today, Sweetwood writes, the customer-decision journey is not the company-driven process it used to be. Customers have the tools and data available to be the drivers of the process. They are the ones who control their interactions with the company. “That means,” she writes, “that how you as an organization respond to new customers — while nurturing and retaining existing customers — has also changed.”

Specifically, she writes, companies must 1) understand the decision or experience the journey of their customers, 2) identify a prospect’s location on this journey and, finally, 3) “leverage the data and analytics to tell your customer’s story and listen to it.”

For example…(click here to continue reading this review)

Join us for our next Free webinar – Tuesday, 1/24!

111602_Learning for the Long Run_1507 Practices for Building a Resilient Learning Organization

Date: Tuesday, January 24
Time: 1:00 PM ET
Speaker: Holly Burkett

Click here to register for this free webinar!

In this Soundview Live webinar, 7 Practices for Building a Resilient Learning Organization, innovative change leader and Learning for the Long Run author Holly Burkett, describes how to build the kind of sustainable learning culture that engages talent, sparks innovation, and optimizes performance, despite the churn of constant change.

What You’ll Learn:

  • Seven practices for building a resilient learning organization.
  • How continuous learning drives business strategy.
  • How exemplar learning leaders build individual and organizational resilience.
  • How to assess the resiliency of your own learning enterprise.

HRCI Credits available: 1*
*For those seeking HRCI certification, you will receive the required activity code in the follow-up email, post-event.

The Story of Innovation and Customer Choice

ihwx.af499a77-ad19-4ec7-9813-561d73345847.200.175Innovation strategy and growth expert Clayton M. Christensen, and his co-authors Taddy Hall, Karen Dillon and David Duncan, present a new conceptual framework for products and innovation based on their conclusion that customers don’t “buy” products or services; they “hire” them to do a job. This Theory of Jobs suggests that understanding customers is not the driver of innovation – understanding customer jobs is. By understanding what causes customers to “hire” a product or service, any business can improve its innovation track record, creating products that customers not only want to hire, but that they’ll pay premium prices to bring into their lives. Competing Against Luck explains the framework and how to use it in your organization.

In this 8-page text and 20-minute audio summary of Competing Against Luck, you will learn:

  • An exciting new conceptual framework for products and innovation.
  • Why it makes more sense to focus on progress rather than products.
  • The pitfalls of relying on traditional consumer data.
  • How to understand and apply the Theory of Jobs to your organization.