Category Archives: Uncategorized

Learn to Accept “No”

Everyone will be told “No” in his or her life, and work is no exception. We all have put a lot of thought into a change we would like to see, a project we would like to pursue, or a new way to make the workday more efficient. Weeks were spent forming proposals, setting up meetings, and mustering the courage to ask for the opportunity to pitch the idea. Finally, we’re up against upper management with our proposal and … the response is underwhelming. We leave, defeated and wondering what happened. What do we do now? How do we handle the word everyone has feared since he or she first heard it as a child?

1) Don’t take it personally. “No” might feel like a rejection of you as a person, but “No” is often just a rejection of the proposal and has little to do with you. There are often other powers at work––the proposal may not be in line with the company’s interests or plan for the future, or it might just be unfortunate timing.

2) Expect it to come. Someone will always say “No.” You can never appeal to everyone. The expectation of receiving a “No” shouldn’t ever deter you from trying––in fact, quite the opposite. It should fuel you to consistently strive to build the best-constructed proposal you can. You should always try your hardest, but brace yourself for disappointment.

3) Adjust if needed. Oftentimes a proposal is in need of revision and will be considered again at a later date. This might make you think the idea was not good enough, that it should end at the initial rejection. And you would be partly correct. The idea, as it stands, was not good enough. But if suggestions were given, adjust your current proposal. If no suggestions were given, ask for some, along with a chance to present again. Suggestions offer an opportunity to improve as well as validation that your idea may have merit and could be useful in the future.

4) Learn from it. With every “No” comes a piece of knowledge. Is there more to the company than you knew? Do your presentation skills need work? Does public speaking frighten you? Or was your idea really as good as you thought it was? Ask yourself, or one of the people you presented to, what you could do to improve. Each “No” can turn into a learning experience.

Hearing “No” repeatedly can be disheartening and infuriating, but remember that you can’t get angry. Always thank your audience and make sure you don’t throw away a future opportunity by being upset. Don’t give up. You are no worse off than when you started out, and a positive impression can be made without your proposal making it through.

Author: Zack Smith

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Death of a Salesman?

New Business development is the lifeblood of any company because—no matter its size or sector—securing future growth and expansion is critical to any business. However, the rapidly-evolving global marketplace, combined with the technological surge that has dominated recent decades, begs a fascinating question: what staff is responsible for developing New Business? It could be Salesmen, New Business Developers, Inside Account Managers, Marketing, or Customer Service personnel. Since a large portion of New Business development in the 21st century is Digital (including web sites, email marketing, mobile apps, text messaging, social media, or QR Codes), responsibility for the development of New Business now extends far beyond a company’s Sales Staff alone.

The traditional Sales Representative is still the primary door-opener for many companies even though the stereotypical perception of a Salesperson is a slick, fast-talking, back-slapping, joke-telling shark. It could be a prosperous career for the right person, but one with great pressure to continuously meet quotas! You’re only as good as your last sale, so you are always on the hunt! And because you live on commissions, if you’re not hunting, you don’t eat!

There were two famous Broadway plays and subsequent movies that explored the lonely and sad lives of salesmen.
Death of a Salesman was written by award-winning playwright Arthur Miller in 1949, and in that same year it won both the Pulitzer Prize for Drama and the Tony Award for Best Play. It won several revival awards over the years and was eventually made into a movie. The salesman, Willy Loman, became a symbol for the sales underachiever.

The other was written by another famous playwright, David Mamet: Glengarry Glen Ross. It was made into a movie in 1992 and featured an all-star cast of actors including: Al Pacino, Alan Arkin, Ed Harris, Jack Lemon as the inept salesmen, Kevin Spacey as the incompetent Sales Manager, and Alec Baldwin as the Type A VP of Sales.

Neither portrayal would be an effective recruitment movie for the sales profession, yet you know when you meet a professional Salesperson today! They establish trust with their clients by putting the clients’ interests first. Their belief in the company’s products and services and their ability to help their clients build up revenues and brand is paramount! A professional Salesperson has the confidence and desire to achieve their goals, and the competitive spirit to always meet challenges head on.

Today’s successful New Business initiatives have to be multi-channel strategies incorporating all of the staff and digital services previously mentioned above. The Salesman, however, is not dead: he is typically leading the charge!

Author: Ralph Fucci

Apple Lays Framework for GravyPort

Apple’s GravyPort requires a new infrastructure to be laid to accommodate this new data transition medium. Researchers at MIT discovered the incredible data transfer properties of the late Steve Job’s grandmother’s traditional gravy in 2010 and have been diligently working on a new specification to use this new medium to its fullest extent.

OK, so GravyPort doesn’t exist, but during its Worldwide Developers Conference (WWDC) on Monday, Apple basically bet the farm on mobile with some standout points covered by Utterly Orange contributing blogger Susan Hallinan yesterday (check out her post here).

Plus, Siri opened for Tim Cook in true Apple style.

At the core of the WWDC event were glimpses of the future of computing from Apple’s perspective. With killer MacBook Pros, updated MacBook Airs, and iOS6 updates that will push mobile computing forward, Apple clearly still has innovation as its focus, at least for the foreseeable future. Consider the insane 30 billion (that is 30 followed by nine zeros) app downloads––the Apple App Store continues to prove its supremacy in the market. All that being said, WWDC emphasizes the third letter in the acronym, the D for Developers. The event offers insight into the next generation of features that the legions of iOS and Mac OS developers can leverage to prompt new app downloads or improve their market share for a given piece of software. The symbiotic relationship between developers and the hardware/software giant is at the heart of “bet the farm on mobile.”

WWDC didn’t expose anything earth-shattering (big surprise). The event simply reinforced the  Cupertino darling’s trickle-style feature release to keep Apple followers around the planet happy. The fine balance between just enough to keep things fresh and just far enough ahead of the competition to stay on top was ever present. If Apple’s bet on mobile pans out, this blogger/Apple fan/lover of innovation sees a desktop-less world with powerful tablets and stellar smartphones in the five-year outlook.

So, now more than ever before, ask this of yourself, your brand, and your company: Are you ready for mobile to dominate your experience with consumers? Build a strategy where a strong and long-term mobile presence is one of your top three objectives and learn how your consumers/customers/clients are––or are not––interacting with your company (or competitors) in the mobile arena. The BlackBerrys and Treos of the late 1990s and early 2000s were ahead of their time, and Apple came into the market with a new user experience that exploded into the mobile-centric ecosystem that we live in today. One has to trust Apple’s innovation (and luck) and see that mobile (tablets and smartphones) will be a significant part of our future. Are you ready?

Author: John Carew

AdForum’s Top 5 Commercials for This Week

Check out AdForum’s top five commercials for this week. It was apples and oranges this week—all of the ads had something really interesting to say, from the funny (Bloemen’s “Screwed” ad) to the clever (Flying Horse Energy Drink’s “Cat-Toast” ad) to the powerful (Road Safety Authority’s “View” ad, which was––as one of those ideas you’re sure you’ve seen before––really great).

Despite not being in English, Ice Dew’s “Rehydration” ad was a really fun take on the “60% of your body is made up of water” factoid.

Have a favorite? Cast your vote and post!

1. Bloemen.nl – “Screwed” – Publicis

2. Ice Dew – “Rehydration” – Bartle Bogle Hegarty Shanghai

3. Flying Horse – “Cat-Toast” – Ogilvy Brasil Comunicação Ltda.

4. Road Safety Authority – “View” – Irish International

5. Strongbow – “Push It” – St. Luke’s Communications

Author: Eric Swenson