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4 posts from November 2017

To change someone's mind: start by exploring what you can learn from them

We could make an impression on another person with an impassioned speech, but we are unlikely to change their mind unless we show them that we actually appreciate their position. Not that we validate it, but that we accept it. It is what it is. From there we can begin a journey. The first step is to show the other person how their ideas have influenced us, what we've learned, and how we're going to change based on learning from them. 

When I started studying training as a profession, my role models made a point that adult learners are competent. They are NOT looking to be fixed. We should start by asking them how they are currently coping with challenges. What do they know and how have they succeeded? We learn together. 

Harvard Business Review: Closing the Strategy-Execution Gap, 2017-Oct-30 by Alison Reynolds and David Lewis

People do not change their minds through being told, however open and inclusive the communication may be. When we have skin in the game, reason counts for far less than we might think. It is an oft-forgotten feature of human nature that if you want to influence someone, a good start is to show they have influenced you. If you are open to others, others tend to be open to you. Influence comes through interaction.


More than technology, CRM is process

We now have so many excellent CRM applications available, the challenge is finding one that can fit the processes that you will actually use. 

Clearhead: You Can't Buy Personalization, 2017-Jul-18 by David J. Neff

You can’t buy personalization. Why not? Because it’s not a single technology point solution. Don’t get me wrong: when it comes to technology point solutions you can buy product recommendation tools. You can buy testing tools that allow personalization. You can buy audience segmentation tools. You can even buy a data warehouse. But you can’t buy personalization. So why not?

To personalize in a meaningful way you need to bring together disparate data sources and teams that might not typically ever operate outside their silos.

Similar to testing, we find that lack of technology isn’t the problem when it comes to personalization. According to our latest research, while 64% of retailers have the technology they tend to lack the process and rigor needed to execute their personalization efforts.


Vince Lombardi on loyalty and leadership

Last month Fast Company co-founder Bill Taylor sent an email newsletter that resurrected a story about Vince Lombardi which resonates so strongly these days when everyone seems intent on belittling everyone else. It also reminds me that the greatest achievements of my life have occurred when working on teams. 

Bill Taylor wrote: reminded me of an essay I wrote for HBR on Lombardi’s surprising message for businesspeople who like to draw lessons from sports.

What was that message? That love is more powerful than hate. “The love I’m speaking of is loyalty, which is the greatest of loves,” Lombardi told the American Management Association in his first-ever lecture to executives. “Teamwork, the love that one man has for another and that he respects the dignity of another…I am not speaking of detraction. You show me a man who belittles another and I will show you a man who is not a leader…Heart power is the strength of your company. Heart power is the strength of the Green Bay Packers. Heart power is the strength of America and hate power is the weakness of the world.”

The Lombardi quote comes from the David Maraniss 1999 biography of Vince Lombardi, When Pride Still Mattered: Lombardi.

Bill Taylor's essay for Harvard Business Review is here: On Valentine's Day, an Ode to Leadership and Love, 2012-Feb-14. You can subscribe to Bill's wonderful email newsletter here




Narratives that work

Narratives have traditionally been entertainment or history. The call to use them in advertising has had mixed results. We are finding more coaches who are pointing out HOW to design a narrative that works for a commercial message. 

Medium: Helping leaders tell strategic stories, 2017-Oct-24 by Andy Raskin

One of the most powerful ways to turn prospects into aspiring heroes is to pit them against an antagonist.