B2B Reads: quirks, myths & boorish behavior

best-blogsIn addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

In the meantime, here’s some of what we’re reading:

Why successful never bring smartphones into meetings
According to new research, the more money that people make, the less they approve of smartphone use. Are you constantly using your smartphone during meetings? Interesting stats Travis Bradberry.

How to close a sale: the only thing you need to know
Are you focusing on you during a sale or on your prospects? It might be to think less about the outcome and more on your prospect. Great advice Jill Konrath.

And then the CEO threw a chair: the etiquette of boorish behavior
Reactions can sometimes be the most powerful indicator of how you lead your business. Don’t be the guy that throws his chair… Good article Jeff Haden.

How to create the habit of writing
Writing doesn’t come easy to everyone. If you can squeeze in the time to write a little bit every day, you’d be surprised at what you could produce. Thanks for the reminder Leo Babauta.

5 tips for creating a stellar Twitter bio
When it comes to Twitter bios, you have to find a way to make less be more. Aseem Badshah at Socedo has laid out 5 quick and easy tips to get the most from your Twitter bio. Thanks Aseem!

Want to improve your blog’s conversion rates? 11 tests to try
Only sticking to what we know works isn’t going to leave any room for growth. Try out these tests and see what results you can get for your blog. Great stuff from Pamela Vaughan.

Common headline writing myths we should all stop believing
Some of the headlines that worked in the past with the emotional triggers, are actually killing your traffic to your site. Are you writing headlines like these? Thanks Neil Patel.

5 quirks of the human brain every marketer should understand
The human brain is full of surprises with lots of little quirks and flaws. Hey marketers, how can you use these quirks to your benefit? Good stuff from Carter Bowles.

Two critical actions that distinguish great content marketers
Are you a goal-oriented person? Goals can be a key factor in distinguishing those great content marketers from the average. Thanks Joe Pulizzi.

8 expert advice on building an effective content marketing campaign
Creating campaigns is never easy, no matter what the topic is. It can take a lot of time and effort. So, how can we make killer content marketing strategies? Great insight Pam Sallegue.

Dreamforce “survive & thrive” advice from those who’ve been there #df14

dreamforceAs of this writing, there are expected to be more than 140,000 people at next week’s annual Dreamforce event.  That’s incredible on a number of fronts.  Over the past 3-4 years as the popularity and attendance at this event has skyrocketed, the need for a pre-meditated plan has increased exponentially in importance.  This includes everything from how you plan your time, how you take notes, what you walk around with and much more.

With so many people attending Dreamforce for the first time this year, I asked several “veteran” attendees for their best advice to survive and get the absolute most out of the week.  You’ll notice some recurring themes in their answers below.

Conrad Bayer, founder, Tellwise
Wear comfortable shoes because getting the most out of Dreamforce is about walking and talking. Optimize your schedule for conversations over sessions. You can get the sessions later but not the face to face time.

Chad Burmeister, VP Sales & Marketing, ConnectAndSell
Sign up for all of the social events in advance.  Just google DreamForce parties.  Whether you attend or not, it’s great to have the option to attend.  If you don’t sign up in advance, these events do get over-booked and sold out”.

Jill Konrath, sales expert, author and speaker
Write down every idea that pops up. Otherwise it’ll quickly disappear in the sea of new info that your brain is drowning in. When Dreamforce is over, review your notes to pick: 1) One actionable item that will have an immediate impact and 2) One long-term project/strategy that you can get started on.

Josiane Feigon, president, TeleSmart
I’ve been watching the Dreamforce Episodes that are fantastic in terms of behind-the-scenes stuff. They are hosted by Julie Liegl, the conference chair and she interviews major influencers from Salesforce. Some of my favorites are Episodes #1,4,9 and 13. Just wrote a post about it.

Gerhard Gschwandtner, publisher, Selling Power Magazine
Plan for serendipitous meetings. Don’t make the rookie mistake to create a schedule that’s jam packed full where you have to hustle from one meeting to the next without time to reflect on what you discussed at each meeting. Last year I created a 30 min break after each meeting which allowed me to take notes, check my email and return phone calls. I spent most of this in-between time near the entrance and run into many people that were not on my schedule, but eager to talk. This little idea doubled the number of conversations at the event.

Kurt Shaver, president, The Sales Foundry
Don’t overdose on sessions where it is all information absorption. Spread your time between sessions, the expo floor, talking to people in open areas, and even getting outside to enjoy the great October weather in San Francisco.

Anneke Seley, founder, Reality Works
Stay hydrated and pace yourself. Same as an endurance sport.:-)

Koka Sexton, director of marketing, LinkedIn Marketing Solutions
Dreamforce can be overwhelming to newcomers or can be a professional Disneyland. Pick a small number of companies you want to know more about and stop by to talk to their staff about their product. Determine what sessions you want to attend and be sure to write down 3-4 lessons learned that you can apply at your business.

Kyle Porter, CEO, Salesloft
Get the cell phone numbers of the people you want to connect with, set appointments with them prior but be willing to use text messages and be flexible. Don’t overwhelm yourself with sessions but for the few you pick, go all out. Make Chatter comments, sit in the front row, meet the speakers before and after. Ask a question, be insightful. Make yourself known. Get to inbox zero before you go to bed :)

Joanne Black, president, No More Cold Calling
Set a goal for Dreamforce and schedule as many meetings as you can in advance. It’s better to have a handful of robust conversations with specific action steps than to do the old “spray and pray.” Prepare for packed, exhausting days, so eat well and get sleep.

Jill Rowley, social selling expert & evangelist
If any of the exhibitors are a good fit for your offering, go by and say hi. Don’t pitch them on the showroom floor. Stop by to learn more about THEM. To be interesting, be interested. Don’t return home and stuff the business cards in your desk drawer.  Send a personalized invite to connect on LinkedIn and seek them out on Twitter. Have the LinkedIn mobile app fired up at all times. Dreamforce is a marathon, not a sprint. You are what you tweet, so tweet it up using #DF14 #DF14Sales #DF14SalesSummit and whatever other hashtags are relevant to your world.

Craig Elias, author, Trigger Event Selling
Pick one channel for all your communication while at Dreamforce. The last time I went people were texting me, tweeting me, emailing me, calling me, and sending me LinkedIn messages to meet at the show. It drove me crazy when it took me so long to figure which channel they used and to get back to them. This year I’m using text (+1.403.874.2998) as my primary form of communication while I’m this year’s Dreamforce and I’m telling everyone that’s the way to reach me at the show.

“How I Work”: Jeffrey Hayzlett, Chairman of C-Suite Network

JWH_AuthorPic2012

Jeffrey Hayzlett

“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including  Anthony IannarinoDave Brock and Trish Bertuzzi) participated as well.

Periodically moving forward we will feature a new B2B sales, marketing or business leader here answering what have become the standard “How I Work” questions.  You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

This week I’m excited to feature Jeffrey Hayzlett.

Jeffrey Hayzlett is the Contributing Editor and Host of C-Suite with Jeffrey Hayzlett on Bloomberg Television. He is also host of the digital television show Mind Your Own Business on C-Suite TV.  Hayzlett is a global business celebrity, speaker, bestselling author, and Chairman of C-Suite Network, home of the world’s most powerful network of C-Suite leaders.

Jeffrey, suffice it to say, gets stuff done.  Here, in his own words, is how he works.

Location: I work all over the world, wherever my work takes me is where I am working. Thanks to technology, I have the luxury of being on the go and staying connected to family, friends, and work. I have physical offices in New York, San Francisco, and Sioux Falls South Dakota – because we can!

Current computers: I currently use a MacBook Air. I find them to be totally reliable and easy to keep with me while I’m traveling. I used to be a Microsoft nut at one point but after I started using Apple I never went back.

Current mobile devices: I-Pad Mini, I-Phone 5, and I just ordered the I-Phone 6 Plus.

What apps/software/tools can’t you live without? Zoom is becoming one of my favorites because of its ease of use for video chats and linking multiple people at the same time. I also use Expense Cloud, Dropcam for watching everything at my house, Uber, and the United App.

What’s your workspace like? Very loft-like and open.  We are like a big family that is very transparent, and knows every conversation going on. You can’t hide. But it’s very upbeat and fun, almost like a home office.

What’s your best time-saving shortcut or lifehack? Being very focused is always the key and making the most out of my time. If I can delegate things to people then I should, and when I don’t do that is when I get behind.

What everyday thing are you better at than anybody else? Organization. I am extremely organized and know facts, details, numbers, and schedules.

What’s your favorite to-do list manager? I like Appigo Todo Cloud.  It helps me keep track of the promises, or what I call mutual conditions of satisfaction, between my team members and I.

What do you listen to while at work? Conference calls. I rarely find time to listen to music but when I need a pick me up I listen to one of three songs: The theme from “Bering Sea Gold” called Gold in These Hills, the theme song from “Leap of Faith” and the other one is always a throw back currently its Bob Segar’s Night Moves. Which happens to be the first album I ever won on the radio by being the 10th caller.

What are you currently reading? I’m in the middle of about five books. The most current ones are on the history of the crusades, Tudor England, and correspondent letters from two Norwegian brothers, one in America and one in Norway, during the 1880s.

What’s your sleep routine like? I get by with about five or six hours at most and sometimes just four or five. If I’m traveling I can sleep at the drop of a hat so I’ll take short naps from time to time.

What’s the best advice you’ve ever received? It ain’t gonna get done sitting there. Get off your ass and move.

Fill in the Blank: I’d love to see BLANK answer these questions. I nominate Jeff Lowe, VP of Sales and Marketing, Enterprise at Smart Technologies.

Five more questions to ask when hiring a sales manager

salesmanagerinterviewA couple years ago we published our “first five” recommended sales manager interview questions, as well as the answers we’d like to hear from A-player candidates. To this day it’s still one of our best-performing blog posts in terms of daily inbound search traffic.

As such, here are five more questions we use most often in helping clients vet their sales manager candidates. None of these have black and white answers, but we’ve included a guide to the range of responses you’d like to see from top-tier prospects.

1. How would you increase active selling time for your reps?
Our goal with this question is to ensure the manager understands and values the concept of active selling time in the first place. Beyond that, we want to hear examples of how they’ve worked not only with individual reps but also fellow managers, sales operations and marketing to increase the amount of time sales reps can focus on…selling!

2. Business development reps (BDRs) owned by sales or marketing, and why?
We typically will take either answer here as long as there’s a clear ROI and justification behind the decision. And in either case, we want the manager to make it clear that deep integration of process, objectives and execution between sales & marketing is still required to increase immediate and long-term opportunity conversion potential.

3. How do you divide up your time each week?
Every sales manager worth their weight in salt is crazy busy. They invest heavily in the success of their team, work as an advocate for their teams across other departments, work actively to train on new products and sales best practices. But there’s a difference between a sales manager who can triage their day, and those that triage their time overall. The best managers have a strategy for how they’re spending their time – which accounts for unexpected requests but also ensures that the right work gets done at the end of the day.

4. Besides CRM, what tools are most important for successful reps today?
Every week it seems there’s a new set of tools aimed at making sales more successful. We don’t necessarily need the manager candidate to be up on ALL of them, but we do expect that they’ll have favorites based on what they’ve directly used in the past, and have a strong sense for how each of those directly impacts positively the efficiency and performance of their teams and results.

5. What’s your strategy for managing and motivating millennials?
There are distinct, research-based differences in how millennials work, are motivated and approach sales. Any good inside sales manager should know this, and at least have examples of how they’ve successfully managed millennial sales reps recently.

Would love to hear additional sales manager interview questions you’ve found valuable in separating A from B and C players.

Ridiculously Good Content with Pathological Empathy

By Brian Hansford, Director of Client Services, Heinz Marketing, Inc.

Heinz Marketing hosted Ann Handley in Seattle for our 3rd annual B2B Fast Tracks event.  We ran two special sessions with Ann including a special executive session for CMO’s and a broader presentation for B2B marketers.

everybody-writesAnn consistently shares great content marketing ideas and she’s a driving force with MarketingProfs.  Her presentation focused on effectively engaging customers through well-developed content.  Ann shared many of the great ideas and practices in her brand new book “Everybody Writes – Your Go To Guide to Creating Ridiculously Good Content” which I highly recommend adding to your content marketing reference library.

Everybody and I mean everybody, produces content

Content is everywhere.  Sales reps produce content to in emails and presentations.  Executives develop content for analysts and investors.  Even customers produce content.  Content is published through email, social media, billboards, tradeshows, NPR, and books.  The most successful companies will engage customers most effectively with the best written content.  Content isn’t left up to a single marcom writer.  Even in 2014, every single person still needs to write.  It doesn’t matter if we live in a world of abbreviated text messages and chatting in 140 characters or less.  Ideas are shared rapidly and broadly from writing.  Writing is takes practice.  Even so, writing is incredibly important and B2B marketers need to do it well.

Pathological Empathy

Ann’s presentation was loaded with fantastic information and practical guidance for doing content marketing better. However, even though B2B marketers are making positive advances in content marketing, the quality of content must improve.  There is still way too much focus on “content is king” which places more emphasis on quantity, and less on customer engagement.

Great content needs “pathological empathy” – I love this.  Not just empathy but pathological empathy.  Good writing requires understanding the audience and their perspective. To be truly empathetic means talking with customers and listening. Learn their perspective. Identify what emotionally drives their decisions.  Ask customer how and why they do the things they do.  Don’t lecture customers with features and functionality. Don’t just shares statistic, tell stories that customers relate to.  Remember, interested is interesting!

The Formula for Great Content

B2B marketers can follow a formula for creating great content.  It’s an elegant solution we can all follow.

Utility x Inspiration x Empathy  = Great Content

Imagine content that is a zero with empathy or usefulness.  Multiply anything by zero will give you…zero.  We all consume content that is useful and inspired by experiences and facts.  We love a great story that shows how peers overcame a challenge and achieved success. Instead of telling customers how great you are, tell them how great they are and how much greater they will become!  Appeal to the imagination.  Find the content that helps customers, has inspiration and supporting data, and shows understanding.  Avoid the zero in any one of the categories and great content will emerge.

For a detailed review of the event, I invite you to read Margaret Dawson’s review on the RivalIQ blog.

Why We Run the B2B Fast Tracks Program

Heinz Marketing started the B2fasttracks pngB Fast Tracks program to share innovative ideas for marketers to test and implement through their efforts. We have brought great thought leaders like Ann Handley and also featured colleagues from great local companies like Avalara, Payscale, and DreamBox Learning.  We are heavily focused on making the B2B Fast Tracks program a high-value event series for the B2B community.   Stay tuned for details on the 4th event coming in the spring of 2015!

 

The cost of failure is at an all-time low

failure_success-1s8uanrIf you wanted to publish something 20 years ago, it had better be good.  Because the printed word took longer, was more permanent, and difficult if not impossible to change once published.  It was also far more expensive to publish in the first place, so the cost of doing something wrong was high.

If you wanted to launch a product 20 years ago, it had better be good.  Because you had one shot of getting it on the shelves, into a boxed product, or to the market.  There was no such than as version 2.01.  There was only version 2.  And it had better be good.  The cost of getting it wrong could be disastrous.

Even the cost of testing 20 years ago was higher.  The idea of A/B testing has been around for at least 100 years (if not much longer), but it was costly enough to test even 30-40 years ago that you limited what you tested to things you thought had a high likelihood of working. Counterintuitive variables?  They were often too expensive to test at all.

Today, of course, the cost of failure is remarkably low.  Did you ship a product with a bug?  Fix it and ship your customers a new version.  Not sure which variable will work best?  Test dozens at a time with little to no risk.

Have something you want to publish?  Write it and ship it now.  For free.  Want to change it?  Edit your copy and click the “update” button.

Failure still hurts.  Achieving a higher success rate is always favorable.

But today, the cost of failing is so low, the smartest marketers and companies actively seek failure as part of their strategy, and as part of an accelerated path to sustained success.

With failure costs so low, the cost of change is almost always lower than the cost of staying the same.

So maybe the question isn’t just how will you win this week, but also, how will you fail?

 

 

Matt’s App of the Week: MailLift

appoftheweek-300x284This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here.

You know what stands out to prospects, customers, partners and others today?  Not email. Not a social like.  How about a hand-written note?

Sure, it takes a lot more time.  You gotta find some nice paper, make sure your penmanship is legible, dig through your desk for stamp, etc.

Hand written notes stand out more than ever before today, but executing them – especially when you want to do it regularly and consistently – can be really tough.

Until MailLift, that is.  Here’s the gist: Either via direct integration with Salesforce.com or via an email template, you tell them what to do.  Who it’s going to, who it’s coming from, and exactly what to write.  Then, retired school teachers write your note in beautiful, unisex penmanship and mail it for you.

Completely turnkey.  Online reporting.  Integration with your CRM so it can be planned as part of a lead disposition or outreach sequence.  Saved templates so sending your next hand-written note is literally a single click of a button away.

I’ve been testing it and love it.  Definitely worth checking out.

B2B Reads: pitfalls, rejections & deeper value

best-blogsIn addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

In the meantime, here’s some of what we’re reading:

The deep, dark, emotional challenges of being a leader

Being a leader can almost mean that you have to jump over hurdles and deal with difficult tasks. How do CEOs deal with these struggles? Real life examples from real people. Thanks Brad Feld.

Why white papers still matter: their role in effective content marketing

You may think white papers are a thing of the past, however they are not dead. They can still be highly effective content marketing tactics. Thanks for the reminder Roanne Neuwirth.

Influencer marketing: avoid pitfalls and tap into deeper value

What do you think are key tactics of a strong marketing approach? Influencer marketing can be efficient, but don’t forget to dig deeper. Great tips Carmen Hill.

How responsive web design works [infographic]

Designing a cool website is great and all, but it’s the research it can give marketers is even more important. Are you making sure that your website is responsive on all platforms. Great insight Lindsay Kolowich.

9 reasons your emails get rejected

Have you been fighting with your emails these days? Check out these 9 great tips to why your emails are getting rejected. Thanks Jared Flamm!

Marketers regularly use over 100 software programs

To many, 100 software programs seems absurd. However, when you think of all of the programs that you use, then think of all of the programs that are connected to those, you just might be at 100 now. Interesting stuff Scott Brinker.

Listening and empathy: making your marketing more human-centered

According to research, some companies have been struggling with connecting with their customers and buyers. Don’t forget to be human! Great tips Tony Zambito.

Three campaigns that prove direct mail is still worth your time

Don’t you love receiving cards in the mail? Most people do. Direct mail is still an effective way to get in front of your busy business owners. Good stuff Lisa Fugere.

The difference between content marketing and inbound marketing (and why it matters)

Content marketing and inbound marketing are not the exact same, but definitely can coincide. What do you think the difference between the two is? Good comparison Joe Chernov.

Four crisis management best practices (that anybody can emulate)

crisismanagementAbout 10 days ago, a construction subcontractor working a couple blocks from our office didn’t just accidentally sever copper and fiber optic wires underground that cut off our Internet and phones.  They literally (an inexplicably) destroyed thousands of feet of said wire, cutting off Internet and phone access for dozens of businesses in downtown Redmond, Washington.

Within 24 hours the Internet was working again, but it took another nine days to get the phones back on.  So if you called our office last week, you got a busy signal.  There was nothing we could do.

Perhaps more frustrated was the owner & manager of our office building, from whom we had contracted for our phone service.  They also had nothing to do with this outage, but were left in between unhappy customers and a less-than-responsive service provider.

So how did they handle it?  I thought the team and leadership at Thinkspace, helmed by CEO Peter Chee, did a great job with their crisis communication.  Here are a few lessons worth emulating should something similar ever happen to you.

Speedy attention
Many of Thinkspace’s customers found out about the phone outage from Thinkspace first, vs. experiencing it directly or hearing from unhappy customers of their own. Their initial communication made it clear they were on top of identifying the problem, solution and potential timeline with the vendor. Difficult situation, but it was being handled and that was communicated in very short order.

Open, detailed and frequent communication
Over the next several days, as the situation worsened and stretched on, Thinkspace sent detailed updates to customers 2-3 times a day. It was very detailed based on conversations with the service provider and subcontractors, and also included a handful of workarounds they were attempting. The frequency of communication was appreciated and helped alleviate tension and frustration.

Availability
Every Thinkspace employee, and especially CEO Chee, made themselves available to discuss the situation directly with customers at anytime. They made rounds to offers to, in some cases, just listen to people vent. They could have just as easily hid in their office and behind emails, but they instead took the offensive. In a good way.

Advocacy
On behalf of their customers, Thinkspace met with the Redmond mayor to express frustrations and discuss remediation. They contracted insurance agencies to discuss compensation options. And they provided their customers with several options to submit claims for damage compensation. This was more than just communicating status of the problem and solution. It included advocacy of their customers in a very proactive, very appreciated manner.

Nothing here was necessarily original or spectacular or innovative. But it was the right thing to do from an organization that prides itself on being customer-centric.

It’s one thing to claim customer focus on a Web site or mission statement. It’s another thing entirely to put that in practice when the cards are down.

Good stuff to emulate for sure.

“How I Work”: Linda Richardson, Founder of Richardson

linda_richardson02“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including  Anthony IannarinoDave Brock and Trish Bertuzzi) participated as well.

Periodically moving forward we will feature a new B2B sales, marketing or business leader here answering what have become the standard “How I Work” questions.  You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

This week I’m excited to feature Linda Richardson and pleased to have her esteemed colleague, Jonathan Farrington do the honors of providing her introduction:

“It is very easy to become seduced into using a plethora of superlatives when thinking about Linda Richardson’s incredible contribution to the sales space. The reality is, however, that even superlatives cannot begin to remotely describe the impact that this remarkable woman has had – and continues to have – on so many sales professionals around the globe. As an academic, author, thought leader, sales pioneer, and of course the founder of Richardson, Linda has excelled at every stage of her life by constantly challenging perceived paradigms.

Linda, suffice it to say, gets stuff done.  Here, in her own words, is how she works.

Location:  My husband Paul and I moved to Philadelphia in the Rittenhouse Square area from New York City. I founded and built Richardson in Philadelphia, a very manageable and livable city conveniently nestled between New York City and Washington, D.C.  Being in Philadelphia also gives me access to great universities such as Wharton where I have taught sales in the graduate school for more than a decade.

Current computers: I converted to Apple and use a MacBook Air, iPad, iPhone 5, and I use my laptop at home but my iPad traveling.

Current mobile devices:  Like most everyone else I am lost without my iPhone 5.

What apps/software/tools can’t you live without?  I don’t use many apps.  Of course Word is indispensible, Power Point makes presentations easier, LinkedIn is a tremendous resource for connecting. Google is my library.

What’s your workspace like?  Today I work from my home office, which I love doing.  It’s quite different from how I worked for several decades when I was President of Richardson. There I had a large staff and had multiple responsibilities along with setting the strategy and my creative design and selling activities.  Now that I am no longer active at Richardson I devote my time to design and consulting around sales and have much more time for writing. I work with one assistant who had been with me at Richardson for 20 years.  I am working on a new book on coaching to align with my latest sales book, Changing the Sales Conversation.  My new book is in the thinking stage.  I design in my head where ideas percolate and when ready I commit them to writing. My two cats are always near-by.

What’s your best time saving shortcut or lifehack?  I think things through before putting ideas on paper or taking action. I have always executed quickly.  I know priorities and most of the time discipline myself to doing them first.

What everyday thing are you better at than anybody else?  It is not a matter of being better than anyone else but I am creative in design and I can see the constellation of things and make connections not necessarily obvious. I have a “can do” approach and am resourceful at arriving the right solutions.

What’s your favorite to-do list manager?  I use my calendar that syncs with my other devices and corresponding notes.  Without running a global company my to-do list is much shorter and filled with the things I really enjoy doing.

What do you listen to while at work?  I don’t listen to music, radio, or TV when I work during the day.  During the evening when I am working I often put public radio or TV as background.

What are you currently reading?  I am reading The Righteous Mind—why good people are divided by politics and religion by Jonathan Haidt,   Zero to One by Peter Theil,   and Lunch Poems by Frank O’Hara — it is its 50th anniversary and I love and do my best at writing poetry.

What’s your sleep routine like?  I try to get seven hours sleep.   I start my day by 6:30 a.m.

What do you want to accomplish?  I have always hoped I could make a difference and make things better.

What’s the best advice you’ve ever received?  I have been very blessed with great parents and mentors and have gotten wonderful advice along the way.  My parents taught my brother and me to reach for the stars and told us we could accomplish whatever we wanted.    My mentor advised me to build a strong team around me.  My chairman convinced me to delegate.  My first boss told me to love what I do and she was right.

Fill in the Blank: I’d love to see Neil Rackham answer these questions.