Index

abundance, principles, 12–13

alignment, 45, 67–68

ambiguity, 47

annual reminders, 131

asking, bench strength, 129

Authentic Happiness project, 25

autonomy, 45, 67–68

belief system

company, 112–114

coworkers, 114–116

customers, 116–118

bench strength, 118–119, 127–131

branding, marketing and sales, 93

broad user base, off-the-shelf software, 151

business

driving forces, 108–109

established local, 162–164

startup, 167–169

business development, 66, 144–145

buy-in, 108–110

buying technology, 156–157

capacity to love and be loved, 26

cards and thank you notes, business development, 145

check-ins, talent, 137

commission structure, 113

Common Underlying Proficiency, 7

communication, 3–5

effective, 5–6

iceberg effect of, 6–7, 127–128

strategy, 74

company, belief, 112–114

company culture

future leadership team, 56–57

objection, 59–60

pain of performance, 61

relentless, 55–56

repetition, 53–54

sales metrics, 57–59

small vs. big company, 51–53

visions of, 70–72

control, technology, 149–150

conversations, 79–80

coworkers, belief, 114–116

creativity, ingenuity, and originality, 26

culture. See company culture

customer

language, checking, 118

and realizing the vision, 117–118

strategic vision, 116–117

Customer Relationship Manager (CRM), 131

customers belief, 116–118

customer service, 95. See also vendors and customers

listening for change, 96

online research, 97–99

opportunities, 96–97

sales follow up, 99

data-driven, 145–148

decision making

speed of, 45–46

and strategy, 42–45

Defy Ventures, 116–117

deliberate thinking, 83

development kit, off-the-shelf software, 151

driving forces, 108–109

effective communication, 5–6

employees

attrition, 124

belief in coworkers, 114–116

belief in customers, 116–118

belief in the company, 112–114

bench strength, 130

endorsements, business development, 144

energy levels, 81–85

enterprise resource planning (ERP) system, 156–157

established local business, 162–164

fast decision making, 43–45

feedback, 72–75

review process, 73–75

firm development, 88, 142, 161, 162

FIT

elements of, 158–159

established local business, 162–164

exercise, 23–26

focus, 33–34

franchise owners, 164–166

individual strengths, 132

nonprofit organizations, 166–167

optimal performance, 10

results/effort/time, 9–10, 27–28

speed up by slowing down, 17–19

startup businesses, 167–169

strategy, board with, 20–21

strengths, 22, 26

technology, 28–29

think like you think they think, 19–20

follow up, marketing and sales, 93–95

franchise owners, 164–166

Frontier Co-op, 133–134

future, 48

Google Alert, researching, 97

Google, researching, 97–98

human feedback, 72–73. See also feedback

humor and playfulness, 26

iceberg effect, 6–7, 127–128

implemention, technology, 157–158

improvement, sales, 151–154

in and out, technology, 150–151

internal vs. external control, 76–77

introductions, business development, 145

keep in touch, bench strength, 130–131

key opinion leaders (KOL), 110

language, marketing and sales, 93

law firm marketing, 161

Law of Reciprocity, 102

leadership team

future, 56–57

responsibility, 68

sales metrics, 57–59

size of, 36

vision of, 35

LinkedIn, researching, 98–99

listening for change, 96

luck, principles, 13–14

managers, 65–69

conversations, 79–80

millennials and, 131–134

strengths training, 78

marketing and sales, 91–93. See also sales

branding, 93

follow up, 93–95

language, 93

marketing qualified leads (MQL), 91–93

market segment, driving force, 108

millennials and managers, 131–134

mindset, principles, 14–15

mining contacts, business development, 144

Most Valuable Players (MVPs) mindset, 14–15

multiplier effect, 9

natural resources, driving force, 108

NBA coaches, 68–69

networking events, business development, 144

newsletter list, 131

nonprofit organizations, 166–167

non-sales, 84. See also sales

non-sales staff, 85–87

effectiveness, perceive, 89–90

fixing at once, 90–91

focus, 88

planning two steps, 90

practice, 90

starting small, 87–88

success stories, 89

objection, 59–60

off the rack software, 151

off-the-shelf software, 151

one-to-many communication, 94

one-to-one communication, 94

online content, business development, 144

online research, customer service, 97–99

opportunities, customer service, 96–97

overcoming resistance, technology, 157

pain of performance, 61

passion, principles, 11–12

past, 48

performance, 68–69

personnel changes, recruiting process, 124–126

pertinent information, talent, 136–137

planning

checkups, 47

meetings, 49

recruiting process, 122–124

strategy and, 46–50

planning team, 48

portable, off-the-shelf software, 151

potential prospects, talent, 136

present, 48

principles

abundance, 12–13

luck, 13–14

mindset, 14–15

passion, 11–12

products and services, driving force, 108

profit, driving force, 109

project feedback, 73. See also feedback

receptionists and administrative staff, researching, 98

reciprocity, 102

recruiting process, 121–122

bench strength, 127–131

millennials and managers, 131–134

personnel changes, 124–126

planning, 122–124

talent, 134–138

reflexive thinking, 83

relentless, 55–56

repetition, 53–54

researching, customer service, 97–99

review process, feedback, 73–75

sales, 81. See also marketing and sales

activitiy, 83–84

cognitive processes, 82–83

commission structure, 113

energy levels, 81–85

improvement, 151–154

non-sales staff, 85–87

technology (see technology)

sales channels, driving force, 109

sales follow up, 99

sales metrics, 57–59

sales qualified leads (SQL), 91–92

S curve of growth, 146–147

service providers, business development, 145

sharing company content, business development, 144

size, driving force, 109

small- to mid-sized businesses (SMBs)

company culture, visions of, 70–72

conversations, 79–80

feedback, 72–75

FIT, 75–76

managers, 65–69

new manager vs. experienced coach, 66–67

strengths training, 75–79

Software as a Service (SaaS), 151

speed up by slowing down, 17–19

staff resistance

belief (see belief system)

bench strength, 118–119

buy-in, 108–110

driving forces, 108–109

strengths and soft skills, 111–112

startup businesses, 167–169

strategic planning, 33–37

strategic vision, 35

bench strength, 129

distance, 40–41

future to today, 40

gap, bridging, 41–42

past/future, 37–38

remembering the future, 38–39

strategy, 46

decision making and, 42–45

and planning, 46–50

strategy, board with, 20–21

strengths, 26

strengths tests, 22

strengths training, 75–79

talent, recruiting process, 134–138

technology, 28–29. See also tools and technology

buying, 156–157

control, 149–150

current/upgrade, 154–156

FIT, 158–159

implemention, 157–158

investing, 156–158

off the rack software, 151

in and out, 150–151

overcoming resistance, 157

text files, 150

text files, technology, 150

think like you think they think, 19–20

tools and technology, 142–145. See also technology

trade association leadership, business development, 144

trigger, vendors and customers, 102–104

vendors and customers, 99–100. See also customer service

bench strength, 129–130

company name, 101–102

individuals, 101

Law of Reciprocity, 102

trigger, 102–104

vendors and customers, business development, 145

VIA Survey of Character Strengths, 25, 58–59

VIA Test of Character Strengths, 75

vision, 35

visions of company culture, 70–72

volunteering, business development, 144

weakest link mindset, 14–15

webinar, business development, 145

work-life balance, 65

writing, business development, 144