By Molly C. HerndonIn today’s webinar, 20 Steps to 7 Figures, our audience was on fire! You offered up book recommendations, investment tips, advice for avoiding risk, and shared personal experience about protecting and growing investments. What a great learning opportunity for all of us!I was able to capture just some of the suggestions our participants made. Here are the book suggestions shared in today’s webinar:Millionaire Next Door – Dr. Thomas StanleyWho’s Afraid to be a Millionaire : Mastering Financial and Emotional Success– Kelvin BostonWarren Buffet Invests Like a Girl – Louann LoftonThink and Grow Rich – Napoleon HillBusiness at the Speed of Thought – Bill GatesGetting Loaded: 50 Start Now Strategies for Making Million While You’re Still Young Enough to Enjoy It – Peter BielagusDie Broke: A Radical Four-Part Financial Plan – Stephen Pollan & Mark LevineStop Acting Rich and Start Living Like a Real Millionaire – Dr. Thomas StanleyRich Dad Poor Dad – Robert T. KiyosakiBut the investment advice shared was even more prolific! If you want to foster engagement in a chat box, just ask financial educators about investment tips. Here’s what they shared:Teach your children how to saveLine goals to work towardConsider being more aggressive while young, conservative when olderMutual fundsRoth IRAIndex FundsStart early, start smallStart now!Buy, buy, buyStart now with the TSPStar earlyPay yourself firstThe sure way to fail is to never tryDon’t invest unless you understand what you’re getting intoInvest any amount as soon as possibleBe educated, ask questionsTake advantage of Roth options, TSP expense ratio, use lifecycle funds if don’t have the time or knowledgeLifecycle funds in TSPSavings bondsRoth TSPSave and invest changeBe consistentDon’t look at it everyday!Mutual funds!Pay tax now rather than laterBe aware that even pre-tax 401(k) and 403(b) are subject to Social Security and Medicare tax withholding – but not income taxReview Roth 401(k) optionsClaim all of your exemptions and save the differenceMaintain good records and substantiate deductionsClaim the correct amount of exemptions for your family and invest the restTrack deductionsOptimize income tax withholding exemptions and save/invest the monthly differenceMaximize contributions to Roth accounts instead of kicking the tax can down the roadKeep all receipts if you pay local taxes – will usually be more than the calculated amount figured by tax softwareDon’t pull 401(k) outManage exemptions to avoid large refundsDon’t plan for the big refund – ID theftAdjust exemptions to breakeven on tax liability and invest tax savingsSee if your state has reduced taxes or no taxes for militaryTry to avoid paying for tax prepIf purchasing individual stocks, only buy if you think you can hold for 366 days or longerFor military, switch to Roth when in combat zone to enjoy tax free growth on tax exempt dollarsMilitary are only taxed on “base pay” so they are in a very favorable tax situation and may want to put extra emphasis on the Roth side, especially if deployedDon’t take IRA early, most don’t know about tax penaltyThink I missed some? Please share your own advice and recommendations in the comments section. Want to be a part of these great exchanges? Join us for 3 days of online learning June 3-5 during the Virtual Learning Event. This post was published on the Military Families Learning Network blog on May 13, 2014.
1. Wooden Camera Pocket Cage All of the available Wooden Camera gear has videos on how to use it. This is helpful, as you get a sense of what the gear is designed to do before you buy it. Improve your Blackmagic Pocket Camera with a cage. In this post, we share 5 solid options to outfit your new BMPCC.So you’re considering buying a Blackmagic Pocket Cinema Camera? You will need some support gear to get the most out of your investment. Cages are exoskeletons that will provide some protection for your camera, as well as a way to attach accessories to it.The basic cages start at $100 and the most expensive full kits with accessories top out around $1000. All the rigs below are available from the respective manufacturers websites. B & H also carries all of the models below except for ViewFactor.I suggest demoing gear if you can before you buy it or read other user’s experiences one Blackmagic Cinema forums. There isn’t a “one size fits all” approach for gear. Here are a few of my favorite Blackmagic forums to seek out for more info:Official BlackMagic Cinematography forumBMC UserBlackmagicUser 5. Ikan Tilta ES-T13 Pocket Cinema Camera RigTilta is based in China, but it is distributed by Ikan and also available on eBay. When purchased from Ikan it has a one year warranty. The rig currently sells retail for $359.They offer a rig (2 pounds) with top handle, quick release plate, 15mm rods, Micro HDMI to HDMI adapter cable/mount and 1/4″-20 holes for mounting.Friction ArmsUse friction arms to mount various gear (monitors, lights, audio recorders, mic) to your cage. PNC sells a 7″ and 11″ Friction Arms and the more heavy duty KAMERAR ‘TOUGH’ Friction Magic Arms in 7″ and 11″.Got some Blackmagic Pocket Cinema Camera gear to recommend? Share your tips and fave products in the comments below! Wooden Camera is based in the USA and offers a 1 year warranty. Their cage offers a minimal, very lightweight rig (4.8 oz) with 1/4-20 and 3/8-16 holes for mounting. The basic cage (above) sells for $99.You can choose from 2 kits, as well as adding the Pocket Lock HDMI ($40) or Pocket Lock Power ($30). The Fixed Kit ($688) includes the Pocket 15mm Base, Top Cheese Handle (1/4-20 and 3/8-16 holes for mounting) A-Box (XLR Audio Adapter) and 2 (12″) 15mm rods. The Quick Kit ($988) adds a quick release plate so you can quickly go from “studio mode to handheld mode”.Wooden Camera has a solid reputation for making reliable gear for professionals. 3. SHAPE Cage for Pocket Cinema CameraSHAPE is based in Canada and offers a 1 year warranty, as well as a lifetime warranty on parts made by SHAPE.They make a basic cage ($170) and a rig with handle, baseplate and rods ($403). It has 1/4″-20 and 3/8″-16 holes for mounting accessories. The cage weighs 0.4 lb and the rig weighs 1.6 pounds 4. D Focus System D|CageD Focus System is based in the USA. Their cage is light (7.8oz) with 1/4-20 and 3/8-16 mounting holes, and features a HDMI cable clamp. The current price for the cage is $169.95.D Focus makes other camera gear (rods, matte box) but doesn’t offer other gear specifically for the BMPCC. 2. ViewFactor CageViewFactor is based in the USA and offers a 1 year warranty. The Contineo™ BMPC Cage is built like a tank, reasonably light (9.5oz), and probably has more 1/4-20 and 3/8-16 mounting options than you will ever need. The basic cage sells for $100.If you want to add rods, an additional kit option is the best way to go ($250). They don’t currently offer a handle for the top of the cage or rods, but they do offer a Wood Grip /Ultra Grip ($40), as well as a HDMI and Power Clamp Bracket.Additionally, you can personalize your gear with laser name etching or laser logo etching for an additional fee, $15 and $35 respectively.The ViewFactor blog offers photos and details on their recent products.
Chroma Subsampling4:4:4 Recording CodecAVC Ultra Codec or RAW View FinderOLED Frame RateUp to 240fps in 1080p, Flexible frame-rate while recording Panasonic releases the 4K Varicam 35, a serious competitor to Arri Alexa and Red Epic.Panasonic’s announcement of the new Varicam 35 is shaking up the high-end camera world. The camera, which is set to be officially unveiled at NAB in Las Vegas, is boasting awesome features including over 14 stops of dynamic range and 240 fps. The sleek, small design of the Varicam 35 also makes it easy to mount and transport.Panasonic Product Manager Steve Cooperman stated that “Building on the esteemed VariCam legacy of breathtaking image rendition and versatile off-speed effects, this next-generation modular design will deliver unprecedented flexibility to users, who can move between the worlds of sports, documentary, and other content creation with extraordinary ease and efficiencies.” Panasonic’s focus on flexibility makes it uniquely different from Arri and Red but no less a serious competitor for professional filmmakers.Photo Courtesy of FDT TimesThe following illustrates the known specs for the 4K Varicam 35. As stated above, The camera is set to official unveil at the NAB conference in LAS Vegas April 7 – 10.Panasonic Varicam 35 Known Specs Reference OutputSimultaneous 2K/HD with Proxy Recording capabilities. Dynamic Range14+ Stops Sensor35mm MOS image sensor RecordingCardsExpress P2 Cards Video4K(4096×2160), 2k, and HD Recording Audio24 bit Linear PCM Pricing and Release DateThe price of the Varicam 35 has not been set, but it’s safe to say it will probably be too expensive for most Indie-film productions. The comparable Arri Alexa is priced at $80,000 dollars. The release date of the Varicam 35 is not set either, but rumors state that it will probably be released in the fall.The Varicam 35 is just one of the awesome cameras that Panasonic is set to debut at the NAB conference this year. More affordable camera’s such as the Lumix GH4 and the AJ-PX270 make Panasonic a serious competitor to popular camera brands such as Canon and Nikon.What do you think of the 4k Varicam 35? Is it really an awesome alternative to the Arri Alexa and Red Epic or will it fall short? Share in the comments below.
Sometimes a filmmaker just likes the color red — and sometimes a filmmaker is trying to tap into an audience’s raw emotions to stir a primal reaction to the images on screen.Movies stir up emotions in ways you might not even realize. The composition of each individual shot in a film is crucial, as are the ideas that come with these shots. Whether it’s a certain aesthetic choice made when coloring, or the wardrobe and objects with which the frame is filled, color can manipulate the emotions of an audience on many different conscience and subconscious levels.Obviously, colors can mean many different things and can be used in many different ways. There’s no right or wrong way to use blue, green, orange, etc. Finding an appealing and unique way to stir up feelings within your audience through the use of color is the real challenge. Let’s take a look at some of the different color motifs used in films and the emotions these colors bring to the surface.RedImage via A24The meanings and intent that accompany the color red can vary — but there’s no denying it’s one of the most powerful colors to use on-screen. On one side of the spectrum, red is used as a way to show aggression, violence, and anger. Take the image above. This abrupt moment in Alex Garland’s Ex Machina is when the film takes a 180 and crosses into the realm of sinister. The encompassing red glow signifies a fresh intensity and serves as a cue for the audience to pay attention because something crucial is about to happen.Image via MGMStanley Kubrick was a master manipulator thanks to his obsession with color. His most notable and aggressive use of the color red was with Hal in 2001: A Space Odyssey. While inside Hal’s processor core, Dave slowly begins to deactivate the computer. This otherwise boring room is portrayed as a hellish end to a nightmare. This dreadful, inescapable feeling of impending death would be missing if not for Kubrick’s use of the color red.Image via AnnapurnaOn the other side of the spectrum, red often invokes feelings of love and passion. Spike Jonze’s Her is a perfect example of how a film’s entire meaning can be told nonverbally through shot composition and set decoration. The walls, clothes, computer screens — all red. The movie’s hero, Theodore, wears bright red, blue, yellow and white shirts throughout to communicate his emotional state. The entire film is a perfect example of why color theory matters.OrangeImage via NetflixThough often associated with warmth, energy, and humor, orange can also register a sense of warning and caution. The ancient religion Confucianism associates orange with transformation. The image above arrives at the tipping point of Beasts of No Nation — our hero is now a completely different person, almost unrecognizable as he trudges through the murky orange trenches.Image via Warner BrosThe entirety of Mad Max: Fury Road has an orange tint that serves to amplify the desolate apocalyptic feeling of the landscape. Barren, hopeless, and endless, the Mars-like texture truly sends the audience to another world as chaos ensues.YellowImage via Fox SearchlightDemonstrating feelings of happiness and relaxation (as well as jealousy and betrayal), yellow is as diverse as any other color. Wes Anderson is well-known for his use of yellow and red and has proven to be a master of set design and shot composition. The shot above (from the short Hotel Chevalier) was designed to communicate tranquility and peace — even if the characters struggle to recognize it.Image via Fox SearchlightAs Emma Stone’s character belittles Michael Keaton in Birdman, almost every object in this shot carries a yellow tint — from her hair to the chair sitting by her side. This striking yellow overload conveys a sense of danger, judgement and assertiveness. Michael Keaton is torn to existential shreds by the end of this emotional beating, and the room only furthers his embarrassment and shame.Yellow is such an outlandish color on its own, so an entire shot composed of yellow items will almost always be a direct statement from the director. Deciphering that statement is up to the viewer.GreenImage via FilmaxIn 2004’s The Machinist, mundane and dull everyday repetitiveness is put on full display with dreary colors and lifeless images. A green overtone will always work for the examination of monotony. This can also be seen in The Matrix as well. Pre-red pill, that is.Green also has the power to breathe new life into characters and audiences. Luscious greenery and earthly tones give off a sense of new beginnings and survival. At the conclusion of Gravity, Sandra Bullock emerges from the water to find a lush, brightly colored, oxygen-filled landscape that immediately signifies new life.Image via WarnerBrosJacob T. Swinney recently released a video essay that explores the ways the Coen Brothers use the color green. The video is highly entertaining and provides some excellent insight into how much thought goes into each and every shot of their films.BlueImage via WarnerBros.Faithfulness, loyalty, and childlike wonder shine throughout the Jeff Nichols sci-fi chase movie, Midnight Special. The main character is one-of-a kind in every sense of the word and is covered in blue from head to toe. As used here, blue, most often associated with positive thoughts, portrays innocence and purity.Image via Miramax VantageSticking out like a sore thumb from the rest of the dirty, beige, dry colors of Paul Thomas Anderson’s There Will Be Blood, the heavy scene above finds the central character confronted with a harsh reality. His solitude literally surrounds him in this shot as he realizes just how alone he really is.Image via RadiusIn Only God Forgives, the central character’s detachment from reality grows as the film trudges forward. Separating from the all encompassing red that fills most of the film’s running time, Ryan Gosling is consumed in this blue light, isolated away from reality, sanity, and every other character in the film. A dark, unfamiliar scheme (blue in this case) that stands out from the rest of the film is a perfect way to demonstrate a character’s detachment.PurpleImage via Warner BrosSpeaking of Ryan Gosling, his directorial debut, Lost River, features one of the most seductive and alluring character entrances in recent memory. This temptress is engulfed by a purple backlight, exposing her sultry silhouette and immediately notifying the audience of her mysterious nature. Purple is often associated with ambiguity and extravagance. Both of these themes are featured in numerous ways throughout this film (slightly NSFW).Image via MarvelThe rare appeal of purple was exploited extremely well in 2014’s Guardians of the Galaxy — and other major blockbusters are following suit. Purple is mysterious and rare (much like the film’s purple Infinity Stone McGuffin), but using it appropriately can yield striking imagery that sticks with your audience for a long time.PinkImage via Fox SearchlightThe soft pink motif for the pastry shop in Wes Anderson’s The Grand Budapest Hotel is more than it seems. The childlike romance between the two characters shown above, each wearing archetypal colors, comes to fruition in this exact shot. Surrounded by pink boxes, their innocent love blossoms. Wes Anderson’s compelling use of color is definitely worth exploring.Image via RadiusIn the breakout 2015 horror film, It Follows, we’re introduced to the main character who dons a pink outfit in a room filled with pink. The decision to decorate the room and character as such precedes what “follows” later in the film. Pink represents her innocence and purity. After a frightening turn of events, her innocence is lost — and the pink outfit and lighting disappear simultaneously.Violet/magenta/red/light pink — all of these can be associated with romance, love, and passion. Though they can carry other meanings and associations, the general understanding and consensus recognizes these as love-related.Image via UniversalThe decisions you make as a filmmaker to include or not include certain colors in your film are entirely up to you. There’s no right or wrong way to convey sadness, happiness, or fear. However, there are subconscious levels of primal emotion in your audience that can be triggered if color is used correctly. Like any decision you make in production, make sure it serves the story and engages your audience.What are your favorite uses of color in film? Share in the comments below.
It’s political season again. People are going to be talking about the election and, as always, there are going to be sharp disagreements. For your part, here is how you should handle this political season at work.You Aren’t Going to Change MindsDon’t argue with your peers at work about politics. You are every bit as likely to change your co-worker’s long held political beliefs as you are having yours changed—and you aren’t going to have your mind changed, now are you?Your co-workers with different political opinions aren’t going to understand your view, and you aren’t going to understand theirs. Your co-workers are entitled to their stupid, shortsighted, pig-headed, partisan opinions, and you are equally entitled to yours.Don’t try to change minds at work.Remember, You Have More In CommonRegardless of your political beliefs or party affiliation, you are joined together with your co-workers by all that you have in common. There is more that binds you together than separates you, even if you have very different and very strong political opinions.Your co-workers are important to you. These are the people you spend a lot of time with, and this is the team that produces results for your clients with you. Rancorous political arguments don’t bring you closer together, and sometimes they pull you apart. Attacks can get personal. Feelings are unnecessarily hurt.Your relationships with your co-workers are too important to allow them to be damaged by politic opinions. When politics are discussed, be civil. Don’t attack your co-worker’s political opinions.You Aren’t Rush Limbaugh or John StewartYou don’t get paid to entertain people with your political opinions. Leave the professional political entertaining to the professional political entertainers.Your Results Aren’t Tied to PoliticsUnless you work in politics, your results aren’t going to be improved or reduced by the outcome of this year’s election. You alone are responsible for your results, and you will succeed or fail based on your efforts.For those brave enough to accept the truth, successful people find a way to be successful regardless of the political party in power. They don’t allow themselves to believe that the outcome of an election can prevent them from succeeding.The successful know that they make their own economy. Instead of arguing with your peers at work, make your own economy.Your Clients Need Never KnowYour political opinions and beliefs alienate half of the people that come in contact with them. My personal political opinions frustrate a far greater percentage than half. But you don’t see my political opinions plastered on this blog. There is a reason for that.If this blog were a vehicle for my political opinions, some people that disagree with my politics would dismiss the rest of my message here. My goals here have nothing to do with politics and everything to do with sales, sales management, business, leadership, and success. My goal here is to empower salespeople and business people with ideas.Your goals, like mine, have nothing to do with politics. Your clients need never know your politics. You can assume that your clients have strong political opinions too, and there is no reason to have your message or motive questioned over your political opinions.(If your Facebook or LinkedIn page is a long line of vitriolic political rants and pictures, consider taking them down).A Final ThoughtNone of this is to suggest that you shouldn’t participate in this experiment that is our great, messy, Democratic Republic.If you and your co-worker’s disagree without being disagreeable, by all means, discuss your thoughts and ideas. But that means you have to be thoughtful and mature, and you have to prevent people who aren’t from engaging in your conversation. It’s your responsibility not to stir the pot.If you want to make a difference, work for your candidates and your party. Get involved in the process. But don’t try to make that difference where you work.QuestionsWhy shouldn’t you engage in vitriolic political arguments at work?Why don’t you need your clients to know your strong political beliefs? What do you risk?Have you ever really changed your co-worker’s political opinions or had yours changed?How can you make your own economy? How can you run your own campaign to get the results you really need. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
Podcast: Play in new window | Download (Duration: 34:26 — 16.1MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSWhen it comes to making any kind of presentation, from a keynote address to a crowded hall to the one on one sales presentation that could push your sales numbers over the top of your annual goals, you’ve got to know what you’re doing if you want to be effective. On this episode of In The Arena Anthony taps the experience and knowledge of one of the best presenters in the business, Michael Port. Michael is a classically trained actor who’s moved into the entrepreneurial world by authoring some incredible books and creating incredibly helpful tools to equip those who speak or present for impact. You’re going to enjoy this refreshing interview.Overcoming dyslexia to build his own entrepreneurial business, with Michael PortClick To TweetOvercoming dyslexia to build his own entrepreneurial business.When you first hear that Michael Port was a successful classically trained actor before he became an entrepreneur and speaking coach, you may think that he had all the advantages he needed to make that transition happen successfully. But you would be wrong. His struggle with dyslexia made it difficult for him to learn anything new in rapid fashion but it was his determination to overcome the voice of his inner critic and bring something of value to the world that enabled him to push forward. If you have that struggle against your inner critic you will learn a lot from Michael in this conversation as he talks about how to encourage the “inner hero” who can help you get moving in your best direction. Be sure to listen.What is marketing – really.When it comes to marketing most people feel that the tried and true definitions and approaches are what they need to adopt. But Michael Port says that when he began studying the marketing approaches of the last century he felt a bit uneasy taking it all in wholesale. He discovered the source of that feeling of unease when he realized that many of the tactics we follow in modern marketing were created by crooks who only wanted to manipulate people into purchasing things that weren’t always good for them. Michael talks about his departure from traditional marketing and how he’s forged a new path for himself on this episode, so be sure you listen to learn what marketing with integrity really looks like.What is marketing – really, on this episode with Michael PortClick To TweetHow to find your ideal clients using the “Red Velvet Rope.”Michael Port realizes that every beginning business or entrepreneur has to build a client base so that revenue can begin coming in. It’s natural and it’s part of the process. But over time it’s important to narrow your focus to serve your ideal client, the one you are able to serve with the highest degree of output and integrity, AND the one who brings you the most life and energy through your interaction with them. He calls this the process of establishing a “red velvet rope” policy that excludes some potential clients and invites others into the exclusive club of what you offer. You can learn how he fashioned this approach and how it could translate into your business endeavors, on this episode.How you can improve your next sales presentation.Any time you are presenting to others your goal is to make a connection on an emotional level. It’s not touchy-feely stuff, it’s the normal way that human beings establish rapport and build trust. If you can’t do that you’ll have a very difficult time making the sale, even if you know all the facts and features of your newest service or widget backwards and forwards. Michael Port says that the emotional and vulnerable aspects of what he learned from acting are what make up the vital aspects of every presentation, whether on the stage or in the sales office, and on this episode he gives some important tips for how you can build the kind of emotional connection that will increase your sales numbers over time.How you can dramatically improve your next sales presentationClick To TweetOutline of this great episode Anthony’s introduction to Michael Port and this episode. The harsh reality Michael was faced with when he began in business. What marketing really is – and how you have to approach it. Michael’s story of building his own entrepreneurial business in spite of obstacles. What is the “Red Velvet Rope” policy. How to deal with the “What if I can’t get enough clients?’ voice. Why people are ruled by an inner critic rather than their inner hero. How Michael replaces the traditional sales tactics with something different (and more effective). How someone can improve as a speaker or presenter. How Michael prepares for his speeches. Michael’s newest book: Book Yourself Solid IllustratedResources & Links mentioned in this episodewww.BookYourselfSolidIllustrated.comwww.MichaelPort.com111849542X 0470643471054455518XThe theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarinoTweets you can use to share this episodeStand for something, share it, and be comfortable in that place ~ Michael PortClick To TweetHow to find your ideal clients using Michael Port’s “Red Velvet Rope” conceptClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below
Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now Producing better results requires that you make a fundamental choice. You have to decide whether you want to change your beliefs and the actions that you are taking, or whether you want to continue to produce the results you are producing now.It is actually quite simple: You can’t have both. You can’t keep your limiting beliefs and the accompanying actions and have the better results you want. If you decide to keep your limiting beliefs and actions, then you have to change your desired outcome, which means you must accept your current state.This is a recipe for mediocrity, an unfulfilled life, and a life that is less than exceptional.If you would like to be thin and fit, you have to change your beliefs around nutrition and exercise. Refusing to change your beliefs and your current actions is a commitment to your present state.You might want to double your sales. To do so you are going to have to change what you believe about client acquisition, and you’re going to have to take the actions necessary to produce double the results you are producing now. Not changing means accepting the results you are producing now. It means settling.You can have anything you want, provided you are willing to pay in advance for that result. The bigger your desired outcome, the more factors you will have to change in order to achieve those results.It is within your power to decide whether you would rather change your beliefs and your actions or whether you will settle for the status quo. But you cannot have your desired outcome and maintain your current beliefs and behaviors. If that was possible you would already be producing the better results you want. You have a choice to make; change your behaviors and beliefs and get where you say you want to go, or accept where you are by continuing to believe and do the things you’ve always done.Choose.
Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now I love the idea that you shouldn’t want to be better than anyone else, just better than you were yesterday. The problem with that thinking is that you need to be better than your best competitor today.Selling is, in large part, about creating a preference for you, your company, and your solution. When you are competing for your dream client’s business, being better than you were yesterday may not be enough.You need to be better at nurturing your dream clients, and better at following up and playing the long game. He who gives up first loses. Somewhere, someone is developing their plan to create opportunities and your dream clients are on their list (as are your existing clients).You need to create greater value than your competitors as it pertains to helping them solve their problems and capitalize on their opportunities. You need to serve them better when it comes to understanding why they should change now if you want to create opportunities where your competitors struggle. You also need to do better work than the competition when it comes to helping your prospects understand the root cause of their challenges, and to create a vision of their future.You really, really need greater business acumen and greater situational knowledge than your competitors. Your ideas and insights can give you with a competitive advantage, provided you’ve done the work and developed the requisite chops. Know that there is someone out there who knows more than you and connect the dots more effectively than you can. If you are behind in this race, you are going to need to go faster.The ability to lead and manage change is a serious differentiator for those who possess the skills. It’s a deficit for those who don’t.It wouldn’t hurt you to have greater empathy, greater emotional intelligence, and greater trust. You can surely create a greater preference and flank your competition by being the least self-oriented person they are considering. Listening is a seriously underestimated competitive advantage.And then there is commitment gaining. She who controls the process has the best odds of controlling the outcome. You are either looking over your shoulder because you have competitors who are better skilled, or you are the reason they are looking over theirs.It’s not enough to want to be better than you were yesterday. You have to be better than your most dangerous competitor today. Platitudes sound nice, and they may make you feel good. But they don’t absolve you of the responsibility to improve your effectiveness in serving your clients or winning new business.
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