At a consulting client meeting the other day my business partner and I were doing some discovery on this particular businesses internal processes to identify gaps we could help them close. They are a smaller insurance company who gets incoming leads that they qualify, match needs, and make sales. As anyone with sales experience know you don’t close every lead you get, and especially not always on the first contact. The problem this business was having is that they were collecting e-mail addresses but their follow up e-mail they referred to me as a “blast” or “bulk” e-mail that they send to their warm and cold contacts randomly. This is not OK.
“not our objective to sell, convince, or persuade… instead simply determine if there exists a fit suitable enough to merit a next step.” -Blair Enns
This is not a book it’s a bible for the modern day agency or consultancy. After reading strait through the book in 2 sittings I was left wondering just one thing: This was published in 2010 and I’m just now finding about about it three years later? After finishing reading the book for the first time I had filled up five pages of moleskin notebook with quote after quote. For me this book solved a huge problem in that it completely reaffirmed my acknowledgement that the old way of doings things is not always the best way.
An epidemic has hit the Groups of LinkedIn and it could result in the death of many once resourceful focused discussions happening. If you are or ever have been active in a LinkedIn group you probably know what I’m talking about. The surge of content promotions in the discussion area of groups is drowning out the very valuable discussions that once prospered. I recorded a 6 minute screencast video illustrating the problem with some groups that were once full of great discussion and also an example of a group I’m active in that has managed to fight off the plague.