Count the P's

Anyone in marketing can recite the four P's which are product, price, placement, and promotion. But how do the four P's apply to company culture and leadership? 

Practice 

Have you ever been to a sporting event or seen a live play or concert? Have you watched a great movie? Do you have any experience meeting someone else who is successful in business? Do you find motivation from people who show talent and prowess in a particular discipline? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately? 

Patience 

If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. Seeing others succeed may give you reason to study their process to improve your business. 

Persistence 

It requires working nights and weekends, writing ideas on scraps of paper you later find in the laundry, networking well, reading incessantly while life blends with work. No successful person in history has gotten it right the first time. And no one does it alone.

Play 

There are many ways to be successful. What's important is to be organized and have a strategic plan. It is equally essential not to settle for good enough - that's what the other guys do. It's critical not to rest on the past or think we have all the answers, that's where danger resides. And it's okay to get a little messy once in a while, take some chances. 

Let's add a fifth – Purpose. __________________________________________________________________

The Five P's

Anyone in marketing can recite the four P's which are product, price, placement, and promotion. But how do the four P's apply to company culture and leadership? 

Practice 

Have you ever been to a sporting event or seen a live play or concert? Have you watched a great movie? Do you have any experience meeting someone else who is successful in business? Do you find motivation from people who show talent and prowess in a particular discipline? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately? 

Patience 

If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. Seeing others succeed may give you reason to study their process to improve your business. 

Persistence 

It requires working nights and weekends, writing ideas on scraps of paper you later find in the laundry, networking well, reading incessantly while life blends with work. No successful person in history has gotten it right the first time. And no one does it alone.

Play 

There are many ways to be successful. What's important is to be organized and have a strategic plan. It is equally essential not to settle for good enough - that's what the other guys do. It's critical not to rest on the past or think we have all the answers, that's where danger resides. And it's okay to get a little messy once in a while, take some chances. 

Let's add a fifth – Purpose. __________________________________________________________________

Newsflash: You are in Sales

Yes, we're all in sales, but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales. It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. 

Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts. It's common for those not in sales to think the sales department will do anything for a buck. After all, they are rewarded in their pay stubs if they sell more stuff. That couldn't be farther from the truth. If you don't respect and believe in what you're selling, making numbers will be a guess at best. 

Numbers and People 

I've spent almost twenty years of my career selling myself long before selling any product or service. That isn't an easy process and the self-ringing phone has yet to be invented. Sales is not easy, but if you have the right product or service, and most importantly, support of your team and management, it can be exciting and rewarding. 

To those in sales, you have my upmost gratitude and respect. To those who are not in a sales role, I have an idea for you – try it for just one day.

You will gain a entire new perspective. __________________________________________________________________

Four P's

Anyone in marketing can recite the four P's which are product, price, placement and promotion. But how do the four P's apply to company culture and leadership?

Practice

Have you ever been to a sporting event or seen a live play or concert? Have you watched a great movie? Do you have any experience meeting someone else who is successful in business? Do you find motivation from people who show talent and prowess in a particular discipline? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately?

Patience

If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. Seeing others succeed may give you reason to study their process to improve your business.

Persistence

It requires working nights and weekends, writing ideas on scraps of paper you later find in the laundry, networking well, reading incessantly while life blends with work. No successful person in history has gotten it right the first time. And no one does it alone.

Play

There are many ways to be successful. What's important is to be organized and have a strategic plan. It is equally essential not to settle for good enough - that's what the other guys do. It's critical not to rest on the past or think we have all the answers, that's where danger resides. And it's okay to get a little messy once in a while, take some chances.

Let's add a fifth – Purpose.
__________________________________________________________________

Are You in Sales?

Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.

It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.

To anyone in sales – you have my gratitude and respect.
To anyone not in sales – try it for one day.
__________________________________________________________________

Deal with It

"We are not seats or eyeballs or end users or consumers. We are human beings and our reach exceeds your grasp. Deal with it."
Cluetrain Manifesto (1999)

The moment you think you have the superior product, service, device, solution, might be the same moment your company foundation begins to crack. Sears Canada has filed for bankruptcy and asked the government for approval to close all of their stores and collapse the company. It has been a spectacular implosion of a company that was in business for over 130 years and now it's pennies on the dollars while the vultures pick the bones clean.

Nothing for Service

Long-term Sears' employees are getting nothing for their years of service and the whole story is tragic. But it's also a lesson that your customers, my customers, our customers, decide whether we stay in business. Without sales, we don't have much, and anyone involved in Sears is finding that out in a stark and painful way.

As an executive recruiter, I am often speaking with candidates who are gainfully employed, happy where they are, but willing to keep an open mind about new opportunities. You may wonder why they are open when they're happy but no one is immune, and we all have customers whose reach exceeds our grasp.
__________________________________________________________________

Watching Your P's

Anyone in marketing can recite the four P's which are; product, price, placement and promotion. Here are four P's you may want to apply to your business.

Practice – Have you ever been to a sporting event or seen a live play or concert? Have you watched a great movie? Do you have any experience meeting someone else who is successful in business? Do you find motivation from people who show talent and prowess in a particular discipline? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately?

Patience – When I was a kid I couldn't get through an NHL game without calling my buddies to see if any were interested in a little pick up game on the street. We couldn't wait to be the next big star. It wasn't important whether that dream would be realized, the key was to try and emulate our favorite players who had worked their entire lives to get to the highest level in the sport. If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. Seeing others succeed may give you reason to study their process to improve your business.

Persistence – It requires working nights and weekends, writing ideas on scraps of paper you later find in the laundry, networking well, reading incessantly while life blends with work. No successful person in history has gotten it right the first time. And we may point to the occasional situation that appears to be an instant win. But once you dig deeper you realize it took a lot of persistence to happen. This is one we all need to remember yet it can be tough on those days, you know, those days. After all, business isn't simply created, that's up to us.

Play – There are many ways to be successful. What's important is to be organized and have a strategic plan. It is equally essential not to settle for good enough; that's what the other guys do. And it's okay to get a little messy once in a while, take some chances, swing at the fence and remember the importance of passion.
__________________________________________________________________

The Five P's of Business

Anyone in marketing can recite the four P's which are product, price, placement and promotion. But if marketing is all you do, how do you apply them to your business and go one further?

Practice

Have you ever been to a sporting event, good concert, or watched great acting? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately?

Patience

If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. I'm paying close attention to this one because I started a brand new role just a few months ago. My patience with myself is getting tested daily.

Persistence

No successful person in history has gotten it right the first time. This is one we all need to remember yet it can be tough on those days, you know, those days. After all, business isn't simply created, that's up to us.

Play

It's important to be organized and have a strategic plan. It is equally essential not to settle for good enough - that's what the other guys do. And it's okay to get a little messy once in a while, take some chances and swing at the fence.

Our most important "P" is probably passion.
__________________________________________________________________

One Day

One day I’ll act on that idea. One day we'll have enough money. One day I’ll stand up for myself. One day we’ll figure this out. One day the product will be ready.

One day I’ll learn my lesson. One day I’ll fix it. One day it’ll get better. One day we'll change. One day we'll act. One day may be too late. One day we’ll turn it around. One day it’s going to work out. One day I'll go for it.

One day we’ll take that trip. One day I’ll clean out that closet. One day you’ll check out that new gig. One day we’ll try that restaurant. One day I'll move. One day will be a great day. One day someday.
__________________________________________________________________
Kneale Mann | People + Priority = Profit
New Book out in 2016 – Details soon!

The Four P's of Teamwork

This has come up a few times in conversations lately so I thought it was time to re-post here. Anyone in marketing can recite the four P's which are product, price, placement and promotion. But how do the four P's apply to company culture and leadership?

Practice

Have you ever been to a sporting event or seen a live play or concert? Have you watched a great movie? Do you have any experience meeting someone else who is successful in business? Do you find motivation from people who show talent and prowess in a particular discipline? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately?

Patience

If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. Seeing others succeed may give you reason to study their process to improve your business.

Persistence

It requires working nights and weekends, writing ideas on scraps of paper you later find in the laundry, networking well, reading incessantly while life blends with work. No successful person in history has gotten it right the first time. And no one does it alone.

Play

There are many ways to be successful. What's important is to be organized and have a strategic plan. It is equally essential not to settle for good enough - that's what the other guys do. It's critical not to rest on the past or think we have all the answers, that's where danger resides. And it's okay to get a little messy once in a while, take some chances. And like the rest of us, you will make a lot of mistakes because that's where experience grows.

And let’s add one more – Purpose.
__________________________________________________________________
Kneale Mann | People + Priority = Profit
New Book out in 2016 – Details soon!

Someday

Someday I’ll act on that idea. Someday we'll have enough money. Someday I’ll stand up for myself. Someday we’ll figure this out. Someday the product will be ready.

Someday I’ll learn my lesson. Someday I’ll fix it. Someday it’ll get better. Someday we'll change. Someday we'll act. Someday may be too late. Someday we’ll turn it around. Someday it’s going to work out. Someday I'll go for it.

Someday we’ll take that trip. Someday I’ll clean out that closet. Someday you’ll check out that new gig. Someday we’ll try that restaurant. Someday I'll move. Someday will be a great day. Someday one day.

Someday is today.
.__________________________________________________________________
Kneale Mann | People + Priority = Profit

janicemacleod

Stream of Subconsciousness

What will they think? Think then do. Do what you love. Love what you do. Do not listen to negative people. People are more important than services or products. Products don't make the person. Personal growth is a daily event. Eventually you will find your passion. Passion is no ordinary word.

Words can heal and hurt, it's our choice. Choices can be the difference. Differences are necessary for a successful team. Teamwork is at the core of successful business. Business is about people. People should give more than receive. Receiving help is a sign of strength. Strengthen your focus. Focus on who's important in your life. Life is about now. Now is the time for us to move.

Moving will make us grow.
__________________________________________________________________
Kneale Mann | Leadership and management consultant helping leaders, teams, and companies get clear on their goals and results.

istock

The Four P's

Anyone in marketing can recite the four P's which are product, price, placement and promotion. But how do the four P's apply to company culture and leadership?

Practice

Have you ever been to a sporting event or seen a live play or concert? Have you watched a great movie? Do you have any experience meeting someone else who is successful in business?  Do you find motivation from people who show talent and prowess in a particular discipline? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately?

Patience

If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. Seeing others succeed may give you reason to study their process to improve your business.

Persistence

It requires working nights and weekends, writing ideas on scraps of paper you later find in the laundry, networking well, reading incessantly while life blends with work. No successful person in history has gotten it right the first time. And no one does it alone.

Play

There are many ways to be successful. What's important is to be organized and have a strategic plan. It is equally essential not to settle for good enough - that's what the other guys do. It's critical not to rest on the past or think we have all the answers, that's where danger resides. And it's okay to get a little messy once in a while, take some chances. And like the rest of us, you will make a lot of mistakes because that's where experience grows.

And let’s add one more – Purpose.
__________________________________________________________________
Kneale Mann | Leadership and Culture strategist, writer, speaker, executive coach engaging leaders, collaborative teams, and strong business results.

magnetic

The Endless Supply Chain

My passion is to help leaders become better leaders, companies to be more collaborative, and guide the communications process that loosens the boardroom constraints. But I've been thinking a lot about the sales process lately.

Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales. Your job is business development aka revenue, kind of sales.

Is it all about the numbers?

I believe we are all in the supply chain and we are all part of the sales process but this is the actual department that is saddled with bringing in the actual money. The support system is the rest of the organization because sales as we all know does not begin or end with the invoice.

If your function is overseeing a sales organization - put the spreadsheets down and help your people with the people part.  Leadership and culture drive the behavior that will improve your corporate heath. So for just one week don't mention numbers. I know that sounds counterproductive but try it for one week. Focus on people, relationships, passion, solutions, and see what happens.

To anyone in sales – you have my gratitude and respect.  
To anyone who doesn't think they are in sales – look again.

__________________________________________________________________
Kneale Mann | Leadership and Culture strategist, writer, speaker, executive coach engaging leaders, collaborative teams, and strong business results.

istock

Leading Your Culture Plan

Think back to your best bosses or beloved mentors. Did they remind you of all the doom and gloom? Was it their quest to constantly point out and highlight your flaws and shortcomings? Or did they steer you to focus on your strengths and talents?

Businesses, as with each of us, have plans in place to succeed. No one makes a habit of navigating their work into the proverbial rocks. Yet it happens.

It’s not that we make a plan; it’s that we may not even have the challenges facing in the direction. Whatever gets our attention gets our energy. We often see companies that are risk averse or investors who don't want to lose more money.

Mean What We Do

Imagine you’re at an amusement park enjoying a summer afternoon eating junk food, playing games and enjoying some rides with friends. Suddenly you hear a man yelling. As you get closer, you see he is actually screaming at his two young children. As you get closer still, you can make out what he’s saying; “Get on that ride and have fun!” What do you imagine is the kids reaction?

Having a plan that is flexible is essential. But often we can do what we think we need to do and remain stuck. As leaders, we can push our people to work harder without really knowing that we’re even working in the right direction. Activity and progress can get lost in our pursuit to improve. If our plan is flawed, changing the tactics may not help.

Are your best laid plans and your goals aligned?
__________________________________________________________________
Kneale Mann | Leadership and Culture strategist, writer, speaker, executive coach engaging leaders, collaborative teams, and strong business results.

formspring

The Four P's Redefined

Anyone in marketing can recite the four P's which are product, price, placement and promotion. But if marketing is all you do, how do the four P's apply to your business?


Practice

Have you ever been to a sporting event or seen a live play or concert? Have you watched a great movie? Do you have any experience meeting someone else who is successful in business?  Do you find motivation from people who show talent and prowess in a particular discipline? In each case, someone spent years honing their skills to make it appear effortless. Yet we are quick to criticize from the comfort of our 20oz beer mug in the 300 level. Now think about your skill set and what you can bring to any situation. Did you learn and execute all you know immediately?

Patience

When I was a kid I couldn't get through an NHL game without calling my buddies to see if any were interested in a little pick up game on the street. We couldn't wait to be the next big star. It wasn't important whether that dream would be realized, the key was to try and emulate our favorite players who had worked their entire lives to get to the highest level in the sport. If you enjoy writing, reading a good book may give you more determination to work on your own novel. You may know someone who went back to school and emerged with a whole new career path. Seeing others succeed may give you reason to study their process to improve your business through sound leadership and strategy.

Persistence

It requires working nights and weekends, writing ideas on scraps of paper you later find in the laundry, networking well, reading incessantly while life blends with work. No successful person in history has gotten it right the first time. And we may point to the occasional situation that appears to be an instant win. But once you dig deeper you realize it took a lot of persistence to happen. This is one we all need to remember yet it can be tough on those days, you know, those days. After all, business isn't simply created, that's up to us.

Play

There are many ways to be successful. What's important is to be organized and have a strategic plan. It is equally essential not to settle for good enough - that's what the other guys do. And it's okay to get a little messy once in a while, take some chances and swing at the fence.

Your most important "P" might be passion

Kneale Mann

image credit: superprofundo 

Are You In Sales?

Purpose meets Price

My passion is to help leaders become better leaders, companies to be more collaborative, and guide the communications process that loosens the boardroom constraints. But I've been thinking a lot about the sales process lately.

One of my clients has me helping with one of their revenue generating initiatives which is not a role I regularly play. Leadership and business development is necessary across the enterprise but there are much more talented people than me to help with sales.

Wares meet Humans

Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.

I have worked with and around sales people my entire career. I have consulted them, worked on presentations with them, gone on sales calls with them, but I've never had to sit in an office and be a sales person full-time, work the phones, make the connections and sell the offering.

It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.

To anyone in sales – you have my gratitude and respect. 

To anyone not in sales – try it for a day.

Kneale Mann

image: selltest

Challenging Your Best Laid Plans

If you have read any formal information about marketing, you know about the four P’s.
If you have been exposed to anything with regards to growing business, you have undoubtedly heard the phrase strategy before tactics. And if you have been in the workforce as either a stakeholder or someone who has direct reports, you may be familiar with the difference between a boss and a leader.

So with all the formal and informal training, seemingly endless information and learning why aren’t we living in a world of unlimited success and riches? Politicians are grappling with debt load, companies are making blind cuts in a quest to improve the bottom line and we can’t go anywhere without reading about the global economic crisis. Is it any wonder we have a collective pang in our stomachs most of the time?

Energy and Attention

Now think back to your best bosses or beloved mentors. Did they remind you of all the doom and gloom? Was it their quest to constantly point out and highlight your flaws and shortcomings? Or did they steer you to focus on your strengths and talents?

Businesses, as with each of us, have plans in place to succeed. No one makes a habit of navigating their work into the proverbial rocks. Yet we do it all day long. Our best laid plans may, in fact, be our biggest downfall. It’s not that we make a plan; it’s that we may not even have the challenges facing in the direction. Whatever gets our attention gets our energy. So if we build a plan to get out of a negative spot, our focus isn’t on positive footing but rather eroding foundation.

Mean What We Do

Imagine you’re at an amusement park enjoying a summer afternoon eating junk food, playing games and enjoying some rides. Suddenly you hear a man yelling. As you get closer, you see he is actually screaming at his two young children. As you get closer still, you can make out what he’s saying; “Get on that ride and have fun!” What do you imagine is the kids reaction?

Having a plan that is flexible is essential. But often we can do what we think we need to do and remain stuck. As leaders, we can push our people to work harder without really knowing that we’re even working in the right direction. Activity and progress can get lost in our pursuit to improve. If our plan is flawed, changing the tactics may not help.

Are your best laid plans aligned with what you want to accomplish?

Kneale Mann

image credit: architecture411

Leadership and Inspiration

After more than twenty-five years in the workforce, I remain absolutely fascinated by the reasons why two seemingly similar companies can travel very different journeys. One could thrive and grow and expand while the other struggles. Could it be the products each offer? Perhaps. Is it the price? Maybe. But it’s something much deeper.

Leadership is not a job title but a mind space, an attitude, that ‘thing’ we can often not quite put our finger on. And great leaders not only inspire a company, they can inspire a generation. But let’s back up for a moment. You work hard and want to be a part of a sound company and do purposeful work.

Simon Sinek has written a book on it and in his TEDTalk outlines what sets apart those leaders who inspire and make profound differences in their work and the people around them.

It begins with one simple question


Kneale Mann

visual credit: TED

Defining the Sales Process

Since we've been living on this big marble, the sales process has been a part of everyday life. There is no escaping it and very little moves forward without it.

Centuries ago, the currency may have been a bag of rice for a piece of furniture but the barter system is alive and well. The media may have been a local market or horse-drawn carriage, but business clicked along.

We tend to get caught up in gadgets and interfaces and think they are what drives business. As much as they may accelerate the process, give us the chance to find similar thinking people around the globe and open doors that would never otherwise be opened, the exchange of services or products for currency hasn’t differed.

Know What You're Selling

When I was a kid, my buddy Mark’s dad worked as a life insurance salesman. As he put it, he sold “peace of mind” to families. Now you can build a client list through customer relationship management (CRM), database marketing and social media but the offer hasn't changed all these years later. If you sell insurance, the theory stands that you are selling peace of mind.

It’s easy to point to an exchange of money for a product as a “sale”. But what has to happen before that exchange occurs? Does the company not have to let potential customers know about the product? Isn’t there a network or supply chain required?

Honing the Offer

I was having dinner a few weeks ago with a client who challenged the notion that we are all in sales because her definition is the point of exchange and not the myriad other things that need to happen to get there. Her 15 years as a commission sales rep was her experience in sales. She went through the process of finding prospects, calling on them, showing the benefits of what she offered and ending with a monetary exchange. Her point is that as much as we all 'sell ourselves', someone has to close the deal. My contention is that a lot has to happen to help that deal close from people throughout the enterprise.

I often see product and creative people scoff at sales people as a necessary evil. But when discussions of chickens and eggs come up, the tie breaker is that we are all in the product AND sales business because neither can survive without the other. What I like to do is help business owners and managers work ON their business when most of the effort is working IN their business. And I sell every day.

Are You in Sales?

Kneale Mann

image credit: mspmentor