The Amazing Resource

Hopeless is Just a Word Everybody, at some point of his or her life, has dreamed of being somebody special, somebody big. Who hasn't fantasized about being the one who hits the game-winning homer? Who hasn't dreamed of being the homecoming queen? And how many times have we dreamed of being rich, or successful, or happy with our relationships? Often, we dream big dreams and have great aspirations. Unfortunately, our dreams remain just that – dreams. And our aspirations easily collect dust in our attic. This is a sad turn of events in our life. Instead of experiencing exciting adventures in self actualization, we get caught up in the humdrum of living from day-to-day just barely existing. But you know what? Life could be so much better, if only we learned to aim higher. The most common problem to setting goals is the word impossible. Most people get hung up thinking I can't do this. It's too hard. It's too impossible. No one can do this. However, if everyone thought t...

In a comment to my previous entry “How to Sell to a CEO” karishmak asked: “How do I reach the CEO? We can be very professional and act like a CEO but its very difficult to reach the CEO especially in the offshore software industry where you are restricted to talk through phones, emails and skypes. Can any one help?” Great question. There are three solutions to this problem: 1. Work with lower level contacts to gradually win access. 2. Enlist the help of a colleague, peer or friend of the CEO. 3. Trick the CEO into taking your call. Each approach has its advantages and disadvantages. Let’s start with the first method, because it’s the way that most customers would prefer you approach the situation. My description of the first method is based upon the wisdom of Neil Rackham, author of the classic sales book “Spin Selling.” He points out that in most companies the “decision” to buy (or not buy) an offering is often shared between three individuals: 1. The “budget owner.” This is the CEO o...