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The Two Meetings with Gary Vaynerchuk That Changed My Life

Four lessons in life and business with one of the world’s savviest marketers.

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The Two Meetings with Gary Vaynerchuk That Changed My Life
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Noah St. John

ENTREPRENEUR LEADERSHIP NETWORK CONTRIBUTORCEO of SJECGlobal.com

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September 21, 2020 6 min read

Opinions expressed by Entrepreneur contributors are their own.


Savvy entrepreneurs are familiar with Gary Vaynerchuk books like #AskGaryVeeCrush It and Crushing It. Those in the social media world know Gary Vaynerchuk as a brilliant marketer and entrepreneur. I had the opportunity to see Vaynerchuk speak before he was a social media phenomenon with eight million Instagram followers, and the lessons he taught that day are ones I still reference today.  

It was 2007, and I was one of a group of 300 entrepreneurs who saw Vaynerchuk at his very first public speaking appearance. We had heard of this crazy Russian with the funny name, but none of us knew what to expect. I remember sitting there listening to Vaynerchuk speak and thinking, “This guy is amazing – but I have no idea what he’s talking about.”

Social media was still a burgeoning industry in 2007, and frankly, pretty much his entire talk went right over my head. So he finishes with his speech (no notes or PowerPoint, of course) and then says to the audience: “Any questions?”

I looked around the room, and there was an awkward silence. No one raised their hand. So I slowly put my hand up. Vaynerchuk calls on me. I gulp.

I said, “Well Gary, everything you just said was brilliant. But I have no idea what you just said.”

The audience burst into spontaneous laughter and applause. I think a lot of other people were thinking what I was thinking and were glad I spoke up. Vaynerchuk’s response is just one of the brilliant lessons he’s taught me in the decade-plus since then. 

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Give away your content for free

When I asked the question, Vaynerchuk didn’t miss a beat. He says to me: “What do you do?”

I said, “I’m a business coach. I help entrepreneurs grow their business and have more financial freedom and time freedom.”

He says, “Perfect! Do you sell books, online courses and coaching programs?”

I said yes.

He says, “Great! Now I want you to start giving away all that stuff for free.”

I sat there, dumbfounded. Remember, this was back in 2007. Today, everyone gives away content to bring attention to their brands and companies. But back then, it seemed like a new concept, at least the way he was saying it. 

Long story short: I followed Vaynerchuk’s advice. (My momma didn’t raise no dummy.) I started giving away my content on platforms like FacebookYouTube, in videos, on my blog and on podcasts. Following his advice has become one of the cornerstones of my customer acquisition model, arguably the most important one.

Related: The Headline That Made Gary Vaynerchuk’s Head Explode

Put family first

Soon after that first life-changing meeting with Vaynerchuk, I had a second opportunity to spend time with him — this time, when I hosted him in my car. Vaynerchuk was about to go on his very first book tour, so I called his office, asked for his assistant and told them: “Hey, I’m a huge Gary Vee fan, and I’d love to host him while he’s here in Ohio.”

His assistant said, “Great! We were actually looking for somebody to do that.”

“I’m your man!” I said.

I remember how focused and driven Vaynerchuk was, but the thing that stood out to me the most was how he put family first. Vaynerchuk would take phone call after phone call — with CEOs, celebrities, his staff. Because he was in my car, I couldn’t help hearing his end of the conversation. During many of these important phone calls, he’d say this: “Sorry man, I gotta call you back. My wife’s calling.” Then he would click over to speak with his wife, and without the slightest hint of irritation, he’d say: “Hi honey, what’s up?”

Vaynerchuk’s Twitter profile says “Family First,” but that’s something many people in our industry say without actually following through. But I can tell you from firsthand experience that Vaynerchuk does indeed put his family first. 

Related: Gary Vaynerchuk and 8 Business Moguls Reveal Their Secrets for Building an Unstoppable Brand

Be present

One of the other things I noticed during that trip was how Vaynerchuk never hurried anyone. He was exactly the opposite of many of the divas you see on social media today. For example, after his book signing, I took him to a party that was held in his honor and filled with “Vayniacs” (passionate Gary Vaynerchuk fans).

You might expect the guest of honor to be “too busy” or “too important” to talk to everyone. Well, in many cases, you’d be right. But not our man Gary Vee.

Nope, Vaynerchuk took the time to talk with every single person who wanted to talk with him, no matter how long it took. He was completely present with each person. He looked them in the eyes and really listened to what they were saying. 

Related: Gary Vaynerchuk Is Showing Us How to Make It as an Entrepreneur

Be yourself

One big lesson I learned from spending time with Vaynerchuk is that you have to be yourself (as cliché as it sounds). I swear I’m not making this up, but in the two days I spent with him, I never once saw him go to the bathroom; he ate about enough to fill a hummingbird; and according to his schedule, he slept maybe four hours a night.

I finally asked him about that, and he admitted, “I’ve always had a weird metabolism. I don’t need to eat or sleep much.” (I didn’t press him about the bathroom part.)

That might work for him, but I eat like a horse and need sleep, like a LOT of sleep. Don’t try to be like Vaynerchuk if that’s not your body or your metabolism. 

I’ll always be grateful for the opportunity to spend time with Vaynerchuk and learn from him, as well as for the life and business lessons he taught me that I continue to use today. 


How To Utilize Data To Inform Your Sales Process

The Four Ways That Data Can Be Utilized To Inform Your Sales Process

By Dave Mattson | August 28, 2020


For as long as there have been salespeople, there has been data to analyze about the process they use to bring in business. The only issue has been how effective leaders are at drawing conclusions from that data.

All too often, companies don’t make effective use of the information available to them from their sales teams. They fail to generate the most relevant data points… or they focus on information that is familiar to them but less than meaningful. These common mistakes result in, among other things, the dreaded “garbage in, garbage out” sales forecast. So: How can you as a sales leader use data to support both the organization and the sales team? Here are four questions that will help you to do just that.

Question One: Do you have a sales process? This may sound like an obvious requirement, but most organizations we work with do not have a sales process! If you start breaking down data without a systematic process in place for generating sales, the data you come up with isn’t going to do you a lot of good. Note that a sales process gives people the steps they need to follow, from start to finish, to create revenue for your organization. Every company has a slightly different process; you can think of the data generated by the various steps of your sales process as being like an MRI. When it’s done properly, that kind of comprehensive scan is going to tell you what you need to know about the internal workings of your sales team. But to be useful, the analysis must line up with a functioning sales process!

Question Two: Have you identified your expectations? What are your expectations for each of the phases of your sales process? Break the process into its constituent parts: lead development, also known as prospecting; qualification; and then fulfillment and servicing the account. These three phases can also be understood, in the enterprise world, as landexpand, and renew. So. What are the specific outcomes you want to see within each of those three areas? What are the behaviors that make those outcomes possible? What are the departmental benchmarks – meaning what are your time-bound goals for behaviors that will land new business, expand existing business, and renew relationships with your best customers? Once you know that, you can break it down. What are the team benchmarks? What are the individual benchmarks? Set specific expectations. Hopefully, you’ve overlaid some competitive information, and you are meeting or exceeding the relevant industry benchmarks as you work with your team to identify the right goals. Once you have set the expectations, you will have something to compare the relevant real-world data to. (See Question Three.)

Question Three: Are you measuring the right stuff? Get meaningful data. Specifically, make sure you are getting data that connects to a specific step of your sales process. Make sure you are using your CRM system as a source of actionable business intelligence… not as a demonstration of compliance on the part of your salespeople. Make sure you are tracking leading indicators (activities that predictably generate revenue, such as having an initial voice-to-voice conversation with a decision maker) not just lagging indicators (activities that connect to revenue that has already been generated, such as filing a signed contract). Often, leaders spend too much time on lagging indicators and not enough in leading indicators. Identify the leading indicators that spotlight the effectiveness of a particular step of your sales process (such as the number of times a salesperson begins a discussion about the budget). Use that data to strategize improvement. What specific tools, resources, and behaviors will help everyone ensure the needle is moving in the right direction? How will you share the data in a way that inspires salespeople to monitor – and control – their own behavior?

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Question Four: Are you looking at a problem… or a symptom? This is perhaps the most important question of all. Is the data you’re examining pointing you toward an actual problem, or is it identifying the inevitable result of some underlying issue that you haven’t yet addressed? Sometimes, what seems obvious about a sales team’s needs isn’t obvious at all. Let me give you an example: Often, companies will look at their presentation-to-close ratio, realize that it’s low, and then self-diagnose based on that. They’ll say to themselves, “Okay, we need some help; we need to get better at delivering our presentations.” They think that’s the right response to what the data is telling them. But time after time, we find that’s not the problem.  When we do some digging, what we generally uncover is that they have a poor qualification process. The majority of those people they’re presenting to, they shouldn’t have been presenting to in the first place. They had no opportunity to win. Remember: There is a time to step back and get some help in assessing what the data is really telling you.

New technologies in CRM, in artificial intelligence, voice intelligence, and in any number of other areas are giving us all access to much deeper analyses than we could have made just a few years ago. As sales leaders, we can get the right data up on the dashboard… we can use that data intelligently… and as a result of what we learn, we can do a better and better job of leading our teams and our organizations in the direction they need to go. That starts with asking ourselves the four questions I’ve shared here – so we can avoid the all-too-common mistake of trying to land the plane without an instrument panel!

Interested in learning more about how you can utilize technology and data to inform your organization’s sales process? Learn why Sandler partnered with Gong to bring a measurable, data-driven approach to sales learning programs.

 


 

How To Create Everlasting Motivation To Achieve Your Goals

What most people don’t know is that motivation comes to you when you’re doing the work.

Published 23 hours ago

on Sep 3, 2020

By Anthony Nebel


If you’d like to learn how to consistently motivate yourself so you can achieve any goal you want, sign up for the free 90-Day Master Class hosted by the founder of Addicted2Success.com, Joel Brown.


People are always waiting for motivation to strike them before they start working on their goals. However, waiting for motivation to come to you before you start working is an unreliable method if you want to consistently work on achieving your goals.

What most people don’t know is that motivation comes to you when you’re doing the work. The more time you spend working on your goals and achieving progress, the more motivation you get which helps bring momentum to progress even faster.

In this small guide, I am going to show you how to create a reliable stream of motivation to achieve any goals that you want:

1. Create Small Mini-Goals For Your Larger Goals

People argue whether you should create small goals or big goals for your motivation but the real secret is to have both of them.

Here’s why:

  • You want goals and dreams big enough so that it makes you get excited to work for the bigger picture
  • You want small goals for your big goals to show proof that you are making progress

In other words, you need to have goals that get you excited and goals that show you’re making progress. When you have goals that show you are making progress, it shows that whatever actions you are doing is not in vain and that you are one step closer to that exciting big dream.

There’s a problem if you’re missing on just one of these because, if you only have big goals, you are going to lose motivation when you see no progress in 3 months. Same for the opposite, if you only have small goals, you aren’t going to be excited enough to keep working on them.

Define your biggest goal that you want and create mini-goals for that big goal to show you are slowly but surely making progress.

“Our goals can only be reached through a vehicle of a plan, in which we must fervently believe, and upon which we must vigorously act. There is no other route to success.” – Pablo Picasso

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Motivation comes from seeing progress and results from working through a period of time. This means that when you are working on your goals, you want to journal and measure how far you have gone: Daily, Weekly, Monthly and yearly.

The funny part is that you won’t feel a difference whether it’s been 3 months or 1 year. You are just going to feel normal. It’s when you see physical proof that you have evolved based on your past ideas and progress that you can see you transformed into another person.

That’s why I want you to keep a journal and record the most important metrics of the goal you are working on.

For example, if you are trying to lose weight you want to record:

  • How much you weigh each week
  • How many calories you are eating
  • What types of food you are eating
  • How many times you exercise per week

Having data allows you to see what works and what doesn’t work and gives you the opportunity to make changes to see the results you want. When you start to see the results you want happening slowly over time, this will make you much more excited to be consistent to reach your goals. 

3. Celebrate Your Small Successes

A lot of us who are tracking our progress in achieving our goals don’t take the time to celebrate our little wins. It’s the small building blocks that build the foundation to achieve our goals.

When you take the time to reflect on how far you have come and start celebrating your little wins, you are putting yourself in a positive framework where you reward yourself for doing something that you want.

This is a powerful tool in making sure you continue to stay persistent in your goals as you celebrate your small wins which eventually lead to your big win.

Here are some ways to celebrate your small wins:

  • Eat out with the family
  • Take time to watch Netflix
  • Do a hobby you enjoy

The key point is to do the above in moderation. You want to reward yourself in such a way that it doesn’t become a habit. That’s when rewards become even more powerful as a tool for increasing your motivation.

“Small successes are still successes; great failures are still failures.” – Mason Cooley

4. Find Your Inner “Why”

There’s a reason why a lot of people who have New Year’s resolutions suddenly quit on their goals. People are excited to have their own business making a lot of money, their ideal body, and the relationship of their dreams. But when it comes down to trying to change themselves, most of them quit within a couple of weeks.

This is because they realize that the pain of trying to change is greater than the pleasure of staying in their comfort zone. You need to delve deep in yourself and find your inner “why.” Why do you want to change so badly?

You need to start asking this question whenever you are trying to change one of your habits. Things will get tough as it’s hard staying consistent in doing the right thing every day.

Here are some more questions you need to find and answer when things get hard:

  • Are you unsatisfied with where you are now?
  • Are you willing to make some sacrifices for the goals you want?
  • Are you willing to change your habits and understand it takes time?

You want to answer these questions honestly and figure out how to make it a reality.

Conclusion

Waiting for your “inspirational motivation” is an unreliable way to get started on your work. Rather, true motivation comes from seeing the progress and results when you start working on your goals.

The way to create this true everlasting motivation is to create small and big goals and track your progress in achieving them. You also want to have small celebrations along the way to maintain your motivation and reward yourself. Finally, when things get hard you need to fall back into your inner “why” on the real reason why you want to change.

Which motivational tip did you find most surprising? Let us know in the comments below!

RELATED TOPICS:ACHIEVE YOUR GOALSCHANGE FOR THE BETTERCHANGE YOUR LIFEGOALSHOW TO GET POSITIVE RESULTSHOW TO SET GOALSMEASURE YOUR PROGRESSMOTIVATE YOURSELFSETTING GOALSWHATS YOUR WHYDON’T MISS8 Things You Can Do Right Now to Get Your Motivation Back

Anthony Nebel

Anthony Nebel is a freelance writer who is obsessed with self-development. He has tried everything from meditating, journaling, fasting, and writes about it all on his blog, AnthonyNebel.com, on his personal transformation as well as marketing hacks you can use for your business.


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How To Learn About Entrepreneurship From Colonel Sanders

The 7 Inspiring Lessons Colonel Sanders Can Teach Us About Entrepreneurship

Published 2 days ago

on Aug 30, 2020

By Graham Chapman


Colonel Sanders was rejected exactly 1009 times before he was able to sell his KFC recipe successfully. In addition to this, he failed at every job he even turned his hand to during his life. After a lifetime of facing failure after failure, he finally sold KFC at the ripe old age of 75.

In this blog, we’ll be covering seven of the inspiring lessons that the Colonel’s entrepreneurial journey can teach us, and whether you’re 25 or 75 years old, there’s something here for any budding entrepreneur.

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Lesson #1: Failure Breeds Success

As I mentioned, the Colonel was rejected over a thousand times before he was successfully able to sell his Kentucky Fried Chicken recipe – that’s a lot of rejection. Not only that, but Sanders failed miserably at every other career he ever attempted. Between the ages of ten and forty, Sanders tried his hand at the following, among other things:

  • Streetcar conducting
  • Farming
  • Law
  • Sales
  • Fire fighting

This just goes to show that no matter how much you experience failure, there’s still time, no matter how old you are, which brings us neatly onto our next lesson.

“I’ve only had two rules. Do all you can and do it the best you can. It’s the only way you ever get that feeling of accomplishing something.” – Colonel Sanders

Lesson #2: It’s Never Too Late

When Colonel Sanders was 75, he finally sold KFC for $2 million (roughly $15 million today). Can you imagine experiencing such a win, after a lifetime of losing? I’ve met people during my career who think they’re over the hill by the time they’re in their thirties! Yet the Colonel ploughed on in the face of adversity and ended up as the founder and face of a brand we’re still so familiar with over five decades later. 

Lesson #3: The Past is In the Past

In order to be successful as an entrepreneur, many people simply need to learn that the past is in the past, and it will only define your future chance of success if you allow it to. It doesn’t matter how many times you’ve failed, where you’ve come from or what negative things you’ve experienced or done in the past.

Your past doesn’t hold the keys to your future success. The Colonel failed at every career he ever attempted. He even spent much of his life in an unhappy marriage, ending in divorce and had to provide for three children by the time he was nineteen. For most, that’d be enough for them to settle down into an unfulfilling career, but the Colonel pressed on with faith in his own abilities and principles. 

Lesson #4: Giving Up is the Only Way to Fail

Failure is a natural side effect of life; the story of Kentucky Fried Chicken tells us that quitting is the only failure. If you have the same outlook and faith in what you’re trying to do, the possibility of significant success is never off the table. Even when you see the clock is ticking and the days and years are flashing by, there’s no time limit on being a success. Never stop searching for that light at the end of the tunnel.

Lesson #5: A Fresh Start is Sometimes All You Need

It’s clear to us now that cooking was a passion of the Colonel’s, but he didn’t discover his enthusiasm until much later in his life. It’s only through having the courage to fail and start over, again and again, that he was able to discover his real calling. 

When you try to succeed at multiple disciplines, it’s a sure-fire way to burn yourself out. The start is always the hard part, and for most, the idea of doing it over and over again, in their 50s, 60s and 70s would be absolutely exhausting. The energy and passion that the Colonel showed by doing this well into his seventies is an inspiring lesson to any entrepreneur. 

Lesson #6: Take a Leap of Faith

It’s no great shock to learn that following your heart’s desire is often the key to success, happiness and contentment. How is it then, that so many of us won’t chase after what we truly want from life? Sitting back and relaxing into your comfort zone means that many of us don’t realize how vital passion and desire really are. In the end, the pursuit of a passion will make anyone happy, contented and prosperous. 

“One has to remember that every failure can be a stepping stone to something better.” – Colonel Sanders

Lesson #7: Keep it Simple

It seems crazy to say it, but Kentucky Fried Chicken started by selling chicken on the side of the road. After selling his recipe, the business grew rapidly, and these days it’s commonplace to see KFC franchises in countries all over the world – 145 to be exact. The lesson here is never to be afraid of keeping things simple. So long as you’re willing to start, work hard and keep at it, things will grow. 

It’s often the case that would-be entrepreneurs will put off starting their venture, launching their website or whatever it might be because they simply don’t believe they are big enough to make a start.

 RELATED TOPICS: COLONEL SANDERSENTREPRENEURSHIPEXPERIENCING FAILUREFAILUREHOW TO OVERCOME FAILUREKFCPERSEVERANCERISKSUCCESSFUL ENTREPRENEURSTAKING RISKSDON’T MISSWomen Trailblazers: The Most Successful Female Founder in Every Country

Graham Chapman

Graham Chapman is a sustainable product and business expert and owner of powerguard.co.uk.