Insight Selling Quotes

It's a funny thing about life, once you begin to take note of the things you are grateful for, you begin to lose sight of the things that you lack.

[A Letter to the Culture that Raised Me] I'm not here to be on display. And my body is not for public consumption. I will not be reduced to an object, or a pair of legs to sell shoes. I'm a soul, a mind, a servant of God. My worth is defined by the beauty of my soul, my heart, my moral character. So I won't worship your beauty standards, and I don't submit to your fashion sense. My submission is to something higher.

Millions of business people are each constantly forced to choose between their desire to not be a bad person and their desire to be a good business person, that is to say, to make as much money as they possibly can by maximizing their revenue while minimizing the cost of producing whatever it is that they sell.

No book or magazine article is for "everyone" so know your audience, then target them with your writing.

In a world where the people are numbed and distracted, the only thing that sells is the unbelievable.

For their never-ending endeavours to obtain or retain wealth, countries desperately need companies, because they—unlike most human beings—have the means of production, and human beings, because they—unlike all companies—have the means of reproduction.

All businesses -- no matter if they make dog food or software -- don't sell products, they sell solutions.

It’s rare that I hear the author blame the real culprit: themselves. It’s hard to admit but it’s the first step toward selling more books and understanding who bears the true responsibility for selling books—the author.

Hook your editor with a strong opening sentence to bring attention to your writing.

As a book author, it's your responsibility to cast a vision for your book about the length and appearance before you pitch the idea to a publisher.

From my 25+ years in publishing, I’ve observed that selling books does not occur without the author taking action.

Sell through multiple channels. Readers like plenty of choice when they go to purchase their books. Your book should be available in a variety of formats such as every type of Ebook paperback, hardcover and audiobook.

Sales winners educate with new ideas and perspectives almost three times more often than second-place finishers. Of 42 factors studied, the greatest difference between winners and second-place finishers was their propensity to educate.

I should have known that Moti-Lal would figure it out. More than once, he’s told me selling gold requires an insight into human nature. He says you must be able to discern the intensity of a customer’s desire by looking into their eyes. That will tell you what to show, what to hold back, and how much the customer is willing to part with.

Daily Review
 1.  Look at your calendar first. 2.  Look at your action lists. (The calendar will dictate if you have time to proceed to action lists.)

Mastering a skill turns a thought into a gift, success is found in presenting that gift to the world.

Lydia is constantly reminded that her education has no purchase here, that she has no access to the kind of information that has real currency on this journey. Among migrants, everyone knows more than she does. How do you find a coyote, make sure he’s reputable, pay for your crossing, all without getting ripped off? Thankfully, Rebeca is flush with insight. “Loads of people from our village used him before. He was recommended. Because you can’t just pick any coyote. A lot of them will steal your money and then sell you to the cartel, you know?

Or, as Morgan McCall [author of “High Flyers”] argues, many organizations believe in natural talent and don’t look for people with the potential to develop…missing out on a big pool of possible leaders…

When you are uncomfortable with the tasks you are ignoring in favor of the urgency of the moment, guilt, mental angst, and frustration build up.   To solve this, you need to make a conscious choice between the preplanned and the seemingly urgent at the moment.   Then, renegotiate any timeline agreements with yourself.     This simple and conscious mental alignment combined with the elevated perspective of the weekly review is enough to regain control and relax your mind in the face of daily surprises.

Children should be taught to learn from failure and to correct it in the future. Do not judge or punish. That will not help your child mature or to learn how to think. Like Marva Collins, tell your children the truth. Give them the tools to solve problems.

Like our other needs, meaning is an inherent expectation. Its denial has dire consequences. Far from a purely psychological need, our hormonees and nervous systems clock its presence or absence. As a medical study in 2020 found, the "presence [of] and search for meaning in life are important for health and well-being." Simply put, the more meaningful you find your life, the better your measures of mental and physical health are likely to be. It is itself a sign of the times that we even need such studies to confirm what our experience of life teaches. When do you feel happier, more fulfilled, more viscerally at ease: when you extend yourself to help and connect with others, or when you are focused on burnishing the importance of your little egoic self? We all know the answer, and yet somehow what we know doesn't always carry the day. Corporations are ingenious at exploiting people's needs without actually meeting them. Naomi Klein, in her book No Logo, made vividly clear how big business began in the 1980s to home in on people's natural desire to belong to something larger than themselves. Brand-aware companies such as Nike, Lululemon, and the Body Shop are marketing much more than products: they sell meaning, identification, and an almost religious sense of belonging through association with their brand. "That pressuposes a kind of emptiness and yearning in people," I suggested when I interviewed the prolific author and activist. "Yes," Klein replied. "They tap into a longing and a need for belonging, and they do it by exploiting the insight that just selling running shoes isn't enough. We humans want to be part of a transcendent project.

Visionaries are that rare breed of people who have the insight to match up an emerging technology to a strategic opportunity, the temperament to translate that insight into a high-visibility, high-risk project, and the charisma to get the rest of their organization to buy into that project. They are the early adopters of high-tech products.

When best-selling author and spiritual teacher Iyanla Vanzant joined me on the show, I told her that I keep the lesson in forgiveness she shared with me in a little book of quotes I’ve collected over the years: “You can accept or reject the way you are treated by other people, but until you heal the wounds of your past, you will continue to bleed. You can bandage the bleeding with food, with alcohol, with drugs, with work, with cigarettes, with sex, but eventually it will ooze through and stain your life. You must find the strength to open the wounds, stick your hands inside, pull out the core of the pain that is holding you in your past, the memories, and make peace with them.” This speaks so clearly to me. Pushing against the need to forgive is like spreading poison in your veins. Surrender to the hurt, loss, resentment, and disappointment. Accept the truth. It did happen and now it’s done. Make a decision to meet the pain as it rises within you and allow it to pass right through. Give yourself permission to let go of the past and step out of your history, into the now. Forgive, and set yourself free. —Oprah

Psychologist and New York Times best-selling author Phil McGraw states, “I always say that the most important relationship you will ever have is with yourself. You’ve got to be your own best friend first.” How can you be “best friends” with someone you don’t know or don’t like? You can’t. That’s why it’s so important to find out who you are and work to become someone you like and respect.

post real information. Perhaps you’ll mention the literati you met at Book Expo America, the latest insight you gleaned from Bob Mayer’s blog Write It Forward, the book festival where you’ll be a presenter, or a courageous new book a colleague is publishing. The news can’t always be about you, right? But your posts can and should be informative and interesting, like the first paragraph of a Wall Street Journal article.

Most decisions, and nearly all human interaction, can be incorporated into a contingencies model. For example, a President may start a war, a man may sell his business, or divorce his wife. Such an action will produce a reaction; the number of reactions is infinite but the number of probable reactions is manageably small. Before making a decision, an individual can predict various reactions, and he can assess his original, or primary-mode, decision more effectively. But there is also a category which cannot be analyzed by contingencies. This category involves events and situations which are absolutely unpredictable, not merely disasters of all sorts, but those also including rare moments of discovery and insight, such as those which produced the laser, or penicillin. Because these moments are unpredictable, they cannot be planned for in any logical manner. The mathematics are wholly unsatisfactory. We may only take comfort in the fact that such situations, for ill or for good, are exceedingly rare.

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This was a huge red flag, because real technologists wear T-shirts and jeans. So we instituted a blanket rule: pass on any company whose founders dressed up for pitch meetings. Maybe we still would have avoided these bad investments if we had taken the time to evaluate each company’s technology in detail. But the team insight—never invest in a tech CEO that wears a suit—got us to the truth a lot faster. The best sales is hidden. There’s nothing wrong with a CEO who can sell, but if he actually looks like a salesman, he’s probably bad at sales and worse at tech.

Under capitalism workers are forced to sell their labour – which Marx regards as the essence of human existence – to the capitalists, who use this labour to accumulate more capital, which further increases the power of the capitalists over the workers. Capitalists become rich, while wages are driven down to the bare minimum needed to keep the workers alive. Yet in reducing so large a class of people to this degraded condition, capitalism creates the material force that will overthrow it. For Marx, the importance of economics lay in the insight it provided into the workings of this alienation and the manner in which it could be overcome.

Recall Marx’s fundamental insight about the “bourgeois” limitation of the logic of equality: capitalist inequalities (“exploitation”) are not the “unprincipled violations of the principle of equality,” but are absolutely inherent to the logic of equality, they are the paradoxical result of its consistent realization. What we have in mind here is not only the wearisome old motif of how market exchange presupposes formally/legally equal subjects who meet and interact in the market; the crucial moment of Marx’s critique of “bourgeois” socialists is that capitalist exploitation does not involve any kind of “unequal” exchange between the worker and the capitalist—this exchange is fully equal and “just,” ideally (in principle), the worker gets paid the full value of the commodity he is selling (his labor-power). Of course, radical bourgeois revolutionaries are aware of this limitation; however, the way they try to counteract it is through a direct “terroristic imposition of more and more de facto equality (equal salaries, equal access to health services…), which can only be imposed through new forms of formal inequality (different sorts of preferential treatments for the underprivileged). In short, the axiom of equality” means either not enough (it remains the abstract form of actual inequality) or too much (enforce “terroristic” equality)— it is a formalistic notion in a strict dialectical sense, that is, its limitation is precisely that its form is not concrete enough, but a mere neutral container of some content that eludes this form.

I am interested in helping people to understand how to sell what it is they need to sell in a way that makes sense for both them and the investor.  Over the years what I have been astounded that many artists and business people who produce theatre works consistently do not know how to go about funding their projects and moving them from one point to the other.  There are many money sources around, but in many cases people who make theatre are not business minded to the point of developing the skills to mine money sources consistently.  Ask yourself what is the motivation of this potential investor. Is it for financial return, is it for tax credit, is it just to help? or do they want to become a part of the entertainment business?  OK once you have discovered this then you need to think in terms of how do you present your case. This is what has come to be known in the world of investment as your “pitch deck.

Well, it was a kind of back-to-front program. It’s funny how many of the best ideas are just an old idea back-to-front. You see there have already been several programs written that help you to arrive at decisions by properly ordering and analysing all the relevant facts so that they then point naturally towards the right decision. The drawback with these is that the decision which all the properly ordered and analysed facts point to is not necessarily the one you want.’ ‘Yeeeess...’ said Reg’s voice from the kitchen. ‘Well, Gordon’s great insight was to design a program which allowed you to specify in advance what decision you wished it to reach, and only then to give it all the facts. The program’s task, which it was able to accomplish with consummate ease, was simply to construct a plausible series of logical-sounding steps to connect the premises with the conclusion. ‘And I have to say that it worked brilliantly. Gordon was able to buy himself a Porsche almost immediately despite being completely broke and a hopeless driver. Even his bank manager was unable to find fault with his reasoning. Even when Gordon wrote it off three weeks later.’ ‘Heavens. And did the program sell very well?’ ‘No. We never sold a single copy.’ ‘You astonish me. It sounds like a real winner to me.’ ‘It was,’ said Richard hesitantly. ‘The entire project was bought up, lock, stock and barrel, by the Pentagon. The deal put WayForward on a very sound financial foundation. Its moral foundation, on the other hand, is not something I would want to trust my weight to. I’ve recently been analysing a lot of the arguments put forward in favour of the Star Wars project, and if you know what you’re looking for, the pattern of the algorithms is very clear. ‘So much so, in fact, that looking at Pentagon policies over the last couple of years I think I can be fairly sure that the US Navy is using version 2.00 of the program, while the Air Force for some reason only has the beta-test version of 1.5. Odd, that.

In addition to his insight about making a positive difference, Peter Drucker had five other rules that are applicable for earning credibility. At first they may strike you as self-evident, even trite, but smarter people than I have had the same initial reaction and now are quoting them back to me on a regular basis. If you want to elevate your credibility, start by committing these Druckerisms to memory: Every decision in the world is made by the person who has the power to make the decision. Make peace with that. If we need to influence someone in order to make a positive difference, that person is our customer and we are a salesperson. Our customer does not need to buy; we need to sell. When we are trying to sell, our personal definition of value is far less important than our customer’s definition of value. We should focus on the areas where we can actually make a positive difference. Sell what we can sell and change what we can change. Let go of what we cannot sell or change. Each of these rules assumes that acquiring recognition and approval is a transactional exercise. Note the frequent reference to selling and customers. The implication is that we must sell our achievements and competence in order to have them recognized and appreciated by others. These Druckerisms not only endorse our need for approval, they emphasize that we can’t afford to be passive about it—not when our credibility is at stake.

In the beginning, there was the internet: the physical infrastructure of wires and servers that lets computers, and the people in front of them, talk to each other. The U.S. government’s Arpanet sent its first message in 1969, but the web as we know it today didn’t emerge until 1991, when HTML and URLs made it possible for users to navigate between static pages. Consider this the read-only web, or Web1. In the early 2000s, things started to change. For one, the internet was becoming more interactive; it was an era of user-generated content, or the read/write web. Social media was a key feature of Web2 (or Web 2.0, as you may know it), and Facebook, Twitter, and Tumblr came to define the experience of being online. YouTube, Wikipedia, and Google, along with the ability to comment on content, expanded our ability to watch, learn, search, and communicate. The Web2 era has also been one of centralization. Network effects and economies of scale have led to clear winners, and those companies (many of which I mentioned above) have produced mind-boggling wealth for themselves and their shareholders by scraping users’ data and selling targeted ads against it. This has allowed services to be offered for “free,” though users initially didn’t understand the implications of that bargain. Web2 also created new ways for regular people to make money, such as through the sharing economy and the sometimes-lucrative job of being an influencer.

To summarize my trading strategy for the ABCD Pattern: When I find a Stock in Play, either from my Gappers watchlist or from one of my scanners, or when I’m advised by someone in our chatroom that a stock is surging up from point A and reaching a significant new high for the day (point B), I wait to see if the price makes a support higher than point A. I call this point C. I do not jump into the trade right away. I watch the stock during its consolidation period. I choose my share size and stop loss and profit target exit strategy. When I see that the price is holding support at point C, I enter the trade close to the price of point C in anticipation of moving forward to point D or higher. Point C can also be identified from a 1-minute chart. It is important to look at both time frames in order to gain a better insight. My stop is the loss of point C. If the price goes lower than point C, I sell and accept the loss. Therefore, it is important to buy the stock close to point C to minimize the loss. Some traders wait and buy only at point D to ensure that the ABCD Pattern is really working. In my opinion, that approach basically reduces your reward while at the same time increases your risk. If the price moves higher, I sell half of my position at point D, and bring my stop higher to my entry point (break-even). I sell the remaining position as soon as my target hits or I sense that the price is losing steam or that the sellers are acquiring control of the price action. When the price makes a new low on my 5-minute chart, it is a good indicator that the buyers are almost exhausted.

For fifteen years, John and Barbara Varian were furniture builders, living on a ranch in Parkfield, California, a tiny town where the welcome sign reads “Population 18.” The idea for a side business came about by accident after a group of horseback riding enthusiasts asked if they could pay a fee to ride on the ranch. They would need to eat, too—could John and Barbara do something about that? Yes, they could. In the fall of 2006, a devastating fire burned down most of their inventory, causing them to reevaluate the whole operation. Instead of rebuilding the furniture business (no pun intended), they decided to change course. “We had always loved horses,” Barbara said, “so we decided to see about having more groups pay to come to the ranch.” They built a bunkhouse and upgraded other buildings, putting together specific packages for riding groups that included all meals and activities. John and Barbara reopened as the V6 Ranch, situated on 20,000 acres exactly halfway between Los Angeles and San Francisco. Barbara’s story stood out to me because of something she said. I always ask business owners what they sell and why their customers buy from them, and the answers are often insightful in more ways than one. Many people answer the question directly—“We sell widgets, and people buy them because they need a widget”—but once in a while, I hear a more astute response. “We’re not selling horse rides,” Barbara said emphatically. “We’re offering freedom. Our work helps our guests escape, even if just for a moment in time, and be someone they may have never even considered before.” The difference is crucial. Most people who visit the V6 Ranch have day jobs and a limited number of vacation days. Why do they choose to visit a working ranch in a tiny town instead of jetting off to lie on a beach in Hawaii? The answer lies in the story and messaging behind John and Barbara’s offer. Helping their clients “escape and be someone else” is far more valuable than offering horse rides. Above all else, the V6 Ranch is selling happiness.

Sharon passed around a handout: "Triangle of Self-Actualization" by Abraham Maslow. The levels of human motivation. It resembled the nutrition triangle put out by the FDA, with five horizontal levels of multiple colors. I vaguely remembered it from my one college psychology course in the 1970's. "Very applicable with refugees," Sharon said. "Maslow theorized that one could not move to a higher level until the prior level was satisfied. The first level, the triangle base, is physiological needs. Like food and water. Until a person has enough to eat and drink, that's all one would be concerned with." I'd never experienced not being able to satisfy my thirst or hunger, but it sounded logical that that would be my only concern in such a situation. For the Lost Boys, just getting enough food and water had been a daily struggle. I wondered what kind of impact being stuck at the bottom level for the last fourteen years would have on a person, especially a child and teen. "The second level is safety and security. Home. A sanctuary. A safe place." Like not being shot at or having lions attack you. They hadn't had much of level two, either. Even Kakuma hadn't been safe. A refugee camp couldn't feel like home. "The third level is social. A sense of belonging." Since they'd been together, they must have felt like they belonged, but perhaps not on a larger scale, having been displaced from home and living in someone else's country. "Once a person has food, shelter, family and friends, they can advance to the fourth level, which is ego. Self-esteem." I'd never thought of those things occurring sequentially, but rather simultaneously, as they did in my life. If I understood correctly, working on their self-esteem had not been a large concern to them, if one at all. That was bound to affect them eventually. In what way remained to be seen. They'd been so preoccupied with survival that issues of self-worth might overwhelm them at first. A sure risk for insecurity and depression. The information was fascinating and insightful, although worrisome in terms of Benson, Lino, and Alepho. It also made me wonder about us middle-and upper-class Americans. We seldom worried about food, except for eating too much, and that was not what Maslow had been referring to. Most of us had homes and safety and friends and family. That could mean we were entirely focused on that fourth level: ego. Our efforts to make ourselves seem strong, smart, rich, and beautiful, or young were our own kind of survival skill. Perhaps advancing directly to the fourth level, when the mind was originally engineered for the challenges of basic survival, was why Prozac and Zoloft, both antidepressants, were two of the biggest-selling drugs in America. "The pinnacle of the triangle," Sharon said, "is the fifth level. Self-actualization. A strong and deeply felt belief that as a person one has value in the world. Contentment with who one is rather than what one has. Secure in ones beliefs. Not needing ego boosts from external factors. Having that sense of well-being that does not depend on the approval of others is commonly called happiness." Happiness, hard to define, yet obvious when present. Most of us struggled our entire lives to achieve it, perhaps what had brought some of us to a mentoring class that night.

In other words, the difference in expertise between theologians and “average” believers is small — not nearly as great as the difference in expertise between professional evolutionists and science-friendly laypeople. The difference between theologians and believers is not their differential acquaintance with the truth about God, but the greater acquaintance of theologians with the history of theology.People like Hart, despite their intelligence, have no more handle on the nature of God than do Joe and Sally in the street. Theologians are, as we all know, simply confecting things about God, and then selling them using fancy words and their academic credentials. Let Hart give us one bit of evidence that he has greater insight into God than, say, Rick Warren, and then I’ll pay attention to what he has to say. Otherwise, I see Hart as retreating to the Last Redoubt of the Theologian: the definition of God as something that is immune to all disproof—and thus subject to Hitchens’ Razor: “what can be asserted without evidence can be dismissed without evidence." The 'Best Arguments for God's Existence' Are Actually Terrible (New Republic, Jan. 16, 2014)

The other important insight my research revealed was that the buyer’s decision to purchase is not made in response to the salesperson’s message after he has completed it, but rather throughout the salesperson’s message. Think about it like this: During the sale, potential customers are committing to or rejecting your ideas, statements of value, and recommendations. Then at the end of the sale, the results of this mental process are unveiled by whether they decide to purchase or not. In other words, though the buying decision may be revealed at the conclusion of the sale, it’s being cultivated throughout the entire sale.

SEPTEMBER 25 GROWTH OF PEOPLE = GROWTH OF COMPANY People are the principal asset of any company, whether it makes things to sell, sells things made by other people, or supplies intangible services. Nothing moves until your people can make it move. In actual studies of leadership in American business, the average executive spends three-fourths of his working time dealing with people. The largest single cost in most business is people. The largest, most valuable asset any company has is its people. All executive plans are carried out, or fail to be carried out, by people. According to William J. H. Boetcker, people divide themselves into four classes: 1. Those who always do less than they are told 2. Those who will do what they are told, but no more 3. Those who will do things without being told 4. Those who will inspire others to do things It’s up to you. As Ralph Waldo Emerson said, “Trust men and they will be true to you: treat them greatly and they will show themselves great.” —Developing the Leader Within You CULTIVATE AN ENVIRONMENT THAT INSPIRES YOUR PEOPLE TO DO GREAT THINGS.

The other important insight my research revealed was that the buyer’s decision to purchase is not made in response to the salesperson’s message after he has completed it, but rather throughout the salesperson’s message.

HOW TO ANSWER “WHY YOUR INDUSTRY SOLUTION?” Let’s stop and apply what we just learned to make sure you are demolishing competitors outside of your industry. What are some of the positive results your company, product, or service delivers that those outside of your industry cannot match? What are some of the problems that potential customers have experienced when they have chosen a solution outside of your industry? Once you have some evidence-based answers to the above questions, contemplate where you can incorporate these insights into your sales process.

3 STEPS FOR ANSWERING “WHY CHANGE?” Step 1: Find problems by conveying challenging insights and asking leading questions. Step 2: Identify the cause and scope of the problems. Step 3: Ask deeper questions that help buyers feel the painful outcomes of allowing those problems to continue.

To identify buyers’ problems, challenge the status quo with insights that compel your buyers to think about how they can improve themselves or their business.

Mixed thoughts of business and pleasure, 100 million dollar meetings is a success of true measure. Privately bonded to the treasury of secrecy, it's secrets that give keys to open sesame, look to the Bible for it's a sweet recipe of Supremacy. Find the knowledge to it all and never sell it for loose lips sink ships.

Management and the Liberal Arts Management is a liberal art. Management is what tradition used to call a liberal art—“liberal” because it deals with the fundamentals of knowledge, self-knowledge, wisdom, and leadership; “art” because it deals with practice and application. Managers draw upon all of the knowledges and insights of the humanities and social sciences—on psychology and philosophy, on economics and history, on the physical sciences and ethics. But they have to focus this knowledge on effectiveness and results—on healing a sick patient, teaching a student, building a bridge, designing and selling a “user-friendly” software program.   ACTION POINT: What is your plan to develop yourself in the humanities and social sciences? Develop such a plan today. The New Realities

Selling is an emotional experience shrouded by an intellectual process. On

The worldview of a people, though normally left unspoken in the daily business of buying and selling and counting shekels, is to be found in a culture’s stories, myths, and rituals, which, if studied aright, inevitably yield insight into the deepest concerns of a people by unveiling the invisible fears and desires inscribed on human hearts.

Or let’s go with insightful, confident, and honest (Context). This is you. I know it is.

So let me ask, are you being honest when you withhold your advice from a coaching client because of your own fear? Nope. Holding ideas inside your head isn’t insightful, confident, or honest. Is it? I know it sounds glib of me to tell you to replace your fears with confidence. But, well, you might consider replacing your three biggest fears with three new words that express your greatest strength:

So what counts as a ‘commercial insight’? Some examples include: BEST PRACTICES: Customers often want to know about best practices from other regions. For instance, being able to explain to an Australian-based buyer that businesses in the US or UK are solving a similar problem with a new solution that is deemed to be the current best practice is often highly valued, as it could provide a newer (or better) solution than the one the buyer had previously considered. EMERGING TRENDS: Being able to share the latest trends concerning your sector can empower buyers to make educated decisions about investments, particularly when it comes to the longevity of different solutions or how developments in adjacent industries could disrupt the business. INVESTMENT RISK: In mature markets, business buyers often become very risk averse as they don’t want to be held responsible for having a negative impact on growth numbers. Many sales people steer clear of talking about risk with their customers, because they worry about turning a buyer off making a purchase decision. However, while highlighting a risk to your customer could mean that you lose a sale, putting the customer’s best interests ahead of your own will ultimately position you as a trusted adviser. Additionally, because many sales people take the opposite approach – they sell the customer on the value while carefully avoiding any mention of the possible downside, only for the risk to raise its ugly head after the purchase – this helps you stand out as a person of integrity in a field where integrity is seen to be lacking. CASE STUDIES: Unique customer case studies and stories not only build your credibility and the credibility of your offering, they help develop a rapport between you and your customer. In the same way that comedians curate a long list of jokes, anecdotes and stories that they can roll out at any given moment, you should also become the curator of unique stories and case studies that your customers value because they can’t easily find these on Google.

WISDOM KEEPER: My Extraordinary Journey to Unlock the Sacred Within “Chloe’s heartfelt journey is the real deal here to inspire us all. She takes the reader on a journey of darkness to light, struggle to freedom, fear to love. Thank you, Chloe, for this incredible ride. A must read for all who want true transformation.”— Dr. Shannon South, Award-Winning Therapist, Best-Selling Author, and Founder of the Ignite Your Life and business programs “There is a healing purpose in every experience written by Chloe in this spiritual memoir. She shares processes for healing in the physical, emotional and spiritual realms, showing us our ability to use all levels of energy to achieve deep and lasting healing. Chloe reveals to us the importance of connection—with the spiritual and physical world, and our past lives to the present. She reminds us we are essential in the Universe; when we heal, our loved ones, people around us, and the Earth also heals. Chloe inspires us to do the same thing. Well done. I appreciate it very much. This book is truly for everyone. — Eduardo Morales, Shamanic Curandero, Tepoztlán, Mexico “WISDOM KEEPER is filled with wonderful personal experiences on the power of healing, visualizations, dreams, and listening to our inner voices. Chloe Kemp describes encounters with others on a multitude of levels, including sacred beings, shamans, and other deep-souled humans. This book inspires the reader to go deep within themselves and invite their own personal self-healer to emerge. Chloe helps us to understand that anything is possible.”—River Guerguerian, Sound Immersion Healer, Musician, Composer, and Educator  “Having met and worked with Chloe personally, I know she is a genuine woman with a mission and clear determination to fulfill her purpose in this life. She has followed the call from Spirit to share stories from her life and wisdom she has gained, weaving energies and expressing a frequency of consciousness that has a way of bringing readers to a deeper state of awareness and potency upon their own unique journey. Chloe's book shines a light on our ability to reconnect with the origin of what makes us each a special part of the Divine plan, and she does it in a very humble and approachable way."—Michael Brasunas, Holistic Energy Healer and Bodyworker “Your inspiring memoir is engaging and thought-provoking throughout. It brings together the highest spiritual insights and practical frameworks that everyone can understand and apply.”—Louise, Australia  “A fascinating read!”—Caleb, USA  “The narrative is immensely raw and deeply personal. It engaged all of my emotions completely.”—Abantika, India   “A remarkable story.”—Michael, USA “The writing style is amazing.Your life experiences are so unique.”—Taibaya, Pakistan  “You have a gift for spiritual healing and telling a story. You created a hopeful, sincere, compelling, interesting, and important story.”—Jessica, USA “You tell events, dreams, and moments in your life in a very engaging and thought-provoking way.”—Josh, USA  “Very entertaining, awakening, and engaging; as well as informative, practical, motivating and inspiring.”—Susan, USA      

Exception reports come in many flavors, but the following Contribution Profit (CP) example should illustrate the basic concept and its usefulness. CP is defined as the incremental money generated after selling an item and deducting the variable costs associated with that item.

This suspicion [selling out] often rubs up against another tendency in Black America: the habit of celebrating any promotion by a fellow Black as a sign of collective advancement.

We can change things like our emotions and judgments, our creativity, our attitudes, perspectives and decisions, and our desires and determination. However, there are things we cannot change: such as the weather and the occurrence of natural disasters, the economy, external circumstances, trends, and other people. If we focus on what we can change, rather than wallowing in arguments about what we cannot change, we get more done. We are more productive. When we spend time trying to change external matters which are beyond our control, we lose time and energy.

Prescriptive sellers like these sell with conviction. They provide clear, insightful recommendations to their customers and in many ways are able to create intoxicating certainty around the buying process. They bring the future to their customers and make it easy for them to buy.

Six Simple Listening Tips Here are six simple tips for not only practicing good listening in your customer conversations but also for creating a high-impact customer experience by showing them that you’re engaged. 1. Don’t speak: This is easy to say but sometimes hard to do. You simply cannot listen if you’re speaking or poised on the edge of interrupting the other person. So what should you do? Just shut up and pay attention to what your customer is saying. 2. Make eye contact: Since a majority of our communication is non-verbal, looking at a person is one of the best ways to clearly demonstrate focus and attention. Even when you’re on a video call, customers can often tell (by the way your eyes dart around) if you’re looking at them on the screen or if you are distracted. Keep that gaze locked! (But a nice, friendly gaze… not a creepy one.) 3. Use visual/auditory cues: Smiling, nodding, and appearing pensive are all great ways to communicate understanding and acknowledgment. Even small auditory cues like the occasional “yes” or “uh-huh” can show your customer that you’re following along. 4. Write things down: Writing things down not only helps you remember key pieces of information later on, but it also demonstrates to the customer that you’re interested enough in their insights to memorialize them in writing. But what if they can’t see you taking notes, for example, on a phone or video call? No problem. Just tell them you are! After your customer finishes telling you something, simply pause for a moment and say “I’m just writing this down” to produce the same effect. 5. Recap: Nothing illustrates great attention to detail like repeating back or summarizing the insights the customer shared with you. This is especially powerful when the insights were shared earlier in the conversation. For extra impact, quote them directly using their exact words, prefaced by the phrase “What I heard you say was… ” Echoing someone’s exact words is a powerful and scientifically proven persuasive technique (we’ll be exploring this tactic in more detail as it relates to handling customer objections in chapter 7). 6. Ask good follow-up questions: When a customer answers your question, resist the temptation to say, “That’s great” or “Awesome!” and then move on to the next question. Asking killer follow-up questions like “Tell me more about that,” “Can you give me an example?” or “How long has that been going on?” is a great way to demonstrate your interest in the customer’s perspective and leave the call with high-impact insights. In fact, when it comes to addressing customer objections, a study by Gong.io found that top performers ask follow-up questions 54 percent of the time, versus 31 percent for average performers.6

The dividend discount model suggests that in an efficient market, the current price of a stock should equal the present value of all expected future dividends, assuming for the sake of simplicity that the investor has no intention of selling the stock. (The present value is sometimes called the discounted value, since the present value of an item is discounted from its value in the future.)

Warren Buffett’s appendix to the fourth revised edition of The Intelligent Investor describes a contest in which each of the 225 million Americans starts with $1 and flips a coin once a day. The people who get it right on day one collect a dollar from those who were wrong and go on to flip again on day two, and so forth. Ten days later, 220,000 people have called it right ten times in a row and won $1,000. “They may try to be modest, but at cocktail parties they will occasionally admit to attractive members of the opposite sex what their technique is, and what marvelous insights they bring to the field of flipping.” After another ten days, we’re down to 215 survivors who’ve been right 20 times in a row and have each won $1 million. They write books titled like How I Turned a Dollar into a Million in Twenty Days Working Thirty Seconds a Morning and sell tickets to seminars. Sound familiar?

The Power and Promise of a Customer Service Call Center: An Insight into Global Sky In the contemporary business landscape, one cannot underscore the significance of stellar customer service. It's not just about selling products or offering services – it's about building lasting relationships. Enter the world of call centers, where conversations bridge the divide between businesses and consumers. Among the leading players in this arena, Global Sky emerges as a beacon of excellence. Let's delve deeper into the essence of what makes the Global Sky customer service call center stand out.

Social Media Advertising - Different Options & Their Benefits How To Use Social Media Paid Ads Ideally? What is the most effective way to make use of social media ads? Choosing which social media platform to advertise on depends on your target audience. You need to understand which platforms are being used, the type of campaigns that can run on each platform, and what investment you’ll be required to make. Pew Research Center’s report helps give us an idea of the most preferred platform for various demographics. For example, if your product caters to the teenage group, consider advertising on Instagram, TikTok, or Snapchat. If you’re catering to a more B2B client, you can consider LinkedIn. Once you understand where your audience spends the most time, you can narrow down the platforms. However, we’d still advise on A/B testing various platforms. You’d be surprised by how many B2B clients you can find on TikTok! What Are The Most Popular Social Media Ads? Here is a brief rundown of the various social media ad options available. 1. Facebook Ads Facebook Ads are the most successful form of social media advertising. Statistics show that Facebook paid ads have an average conversion rate of 9.21%. They’re easy to set up and track, and allow you to measure campaign performance easily, giving insights into how well your ads are performing. They also offer a wide range of targeting options that help you reach people who might be interested in what you’re selling, which is why they’re so effective at generating sales leads. Facebook Ads are also highly targeted. You can target specific demographics or audiences based on gender, age range, location, and other details such as interests and behaviors or job titles. This helps ensure that only people who are interested in what you’re offering, see your ad on Facebook. 2. Twitter Ads Twitter ads are a great way to reach your target audience, especially if your company already has a presence on the platform. They’re easy to set up and manage so you can focus on other aspects of your business. As of 2022, they have an average conversion rate of 0.77%. Twitter ads also offer simple targeting options that let you get more followers, increase engagement with existing customers and gain new followers interested in what you have to offer. There are multiple ad options to choose from for accomplishing various advertising goals, including promoted ads, follower ads, amplify ads, and takeover ads. Promoted and follower ads have a much wider average cost range than their takeover counterparts. 3. LinkedIn Ads LinkedIn is a professional networking site, so it’s not as casual as other social media platforms like Instagram and Facebook. As a result, users are more likely to be interested in what you are promoting on the platform because they’re looking for something related to their professional lives. LinkedIn has an average click-through rate of 0.65%. In addition, the conversion rate for LinkedIn ads is also fairly decent (2.35%). They can have high or low conversion rates depending on factors like interests and demographics. But if your ad is effectively targeted, it will have more chances of enjoying a higher conversion rate. 4. Instagram Ads As a younger demographic, Instagram users make up a great target audience for social media advertising. They are highly engaged in the platform and are more likely to respond to call-to-action than other demographics. 5. YouTube Ads YouTube ads are excellent for marketers with video content to promote their business. Furthermore, the advertising options offered by this platform ensure that you needn't bother with YouTuber fame or even a large number of subscribers on your channel to spread the word on this platform.

Well, where does that leave us with regard to social action and practice? The answer is very far away. There still remains an enormous gap between what we have to grasp in order to ground moral action, to choose a course of action on moral grounds. An enormous gap between that and what we, in fact, understand about human nature and the human needs that derive from it, and the human rights that derive from it. Big gap. So, we are left where we were, with the need to make an intuitive leap and to posit some judgment about what real, intrinsic human nature is. In a sense, you're staking your faith in what you think or hope human beings may be. Now, if you take as your faith that of, say, the classical liberal doctrine, you will conclude that there is no justification, there's no moral justification for the commissar, the central committee, or the cultural or corporate manager, or any of the others who control and coerce us on species grounds. The actual classical liberal view, which is very different from what is known with its deep innatist roots, is very subversive and radical because it challenges the existence of any form of authority and requires that it be justified, which can rarely be done. It's not too surprising, I think, that the actual ideas of the Enlightenment have been subjected to such a broad-ranging attack. They are radical and subversive because of the faith that they express in human capacity, and human rights, and human needs, and their richness. And that's a deeply upsetting view from the point of view of any institutional structure which is concerned with control and manipulation, or any of the people who operate within those institutional structures. Well, if one takes this position, the next thing to do is to make the intuitive leap and turn to the concrete substantive questions of acting as a moral agent, choosing a course of action. And here what you do is seek out structures of authority and domination. Often we don't see them, so you have to try to find them even though they're there. Once you notice them, you see them and seek them out. Ask the question as to whether they, in fact, are legitimate for some contingent reason, say, self-defense or whatever argument is put forth. And if they fail that test, as they almost invariably do, to move forward to dismantle them, which means solidarity, organization, and so on. That's a hard task. But there are achievements. There are real achievements. For most of human history, for example, literal human slavery was considered legitimate. In fact, considered quite praiseworthy. It was for the benefit of these depraved creatures who shouldn't be left on their own. It's only a little tiny period of human history where this is considered a total obscenity. And the fact that it is considered a total obscenity is an achievement. In the 18th century, it was pointed out that wage slavery is fundamentally not very different from slavery. If people are compelled to rent themselves in order to survive, it's not very different than selling yourself in order to survive. That's an insight that has yet to be recovered, but it's a valid one. And, in fact, notice that it grows from these same conceptions of human nature. But, at least, literal human slavery would no longer be justified by, I suppose, almost anyone. That's an achievement. It's a moral achievement. It's a moral advance. Just in our own lifetimes, the questions of the legitimacy of sexist oppression have come to the fore. It's not like anybody noticed before, but there's been a sustained and committed effort to bring them to consciousness. And it's not long ago, anybody my age will know, that it's not long ago they just didn't see it, notice it. It was just part of the background. Now, at least you see it. The problems are there, but it's a moral advance that the problems are recognized to be there. There's some effort to come to terms with them.

The Random Book Club is an offshoot of the shop which I set up a few years ago when business was sore and the future looked bleak. For £59 a year subscribers receive a book a month, but they have no say over what genre of book they receive, and quality control is entirely down to me. I am extremely judicious in what I choose to put in the box from which the RBC books are parcelled and sent. Since subscribers are clearly inveterate readers, I always take care to pick books that I think anyone who loves reading for its own sake would enjoy. There is nothing that would require too much technical expertise to understand: a mix of fiction and non-fiction, with the weight slightly towards non-fiction, and some poetry. Among the books going out later this month are a copy of Clive James’s Other Passports, Lawrence Durrell’s Prospero’s Cell, Iris Murdoch’s biography of Sartre, Neville Shute’s A Town Like Alice, and a book called 100+ Principles of Genetics. All the books are in good condition, none is ex-library, and some – several of them each year – are hundreds of years old. I estimate that if the members decided to sell the books on eBay, they would more than make their money back. There is a forum on the web site, but nobody uses it, which gives me an insight into the type of person who is attracted to the idea – they don’t like clubs where they have to interact with other people. Perhaps that is why I came up with the idea in the first place – it is a sort of Groucho Marx approach to clubs. There are about 150 members and, apart from a minimal amount of advertising in the Literary Review, the only marketing I do is to have a web site and Facebook page, neither of which I have updated for some time. Word of mouth seems to have been the best way of marketing it. It has saved me from financial embarrassment during a very difficult time in the book trade.

Sometimes you will come up against an obstacle that is just too big. If you fight fire with more fire, you’ll lose. Sometimes we just have to admit

The hallmark of originality is rejecting the default and exploring whether a better option exists. I’ve spent more than a decade studying this, and it turns out to be far less difficult than I expected. The starting point is curiosity: pondering why the default exists in the first place. We’re driven to question defaults when we experience vuja de, the opposite of déjà vu. Déjà vu occurs when we encounter something new, but it feels as if we’ve seen it before. Vuja de is the reverse—we face something familiar, but we see it with a fresh perspective that enables us to gain new insights into old problems. Without a vuja de event, Warby Parker wouldn’t have existed. When the founders were sitting in the computer lab on the night they conjured up the company, they had spent a combined sixty years wearing glasses. The product had always been unreasonably expensive. But until that moment, they had taken the status quo for granted, never questioning the default price. “The thought had never crossed my mind,” cofounder Dave Gilboa says. “I had always considered them a medical purchase. I naturally assumed that if a doctor was selling it to me, there was some justification for the price.” Having recently waited in line at the Apple Store to buy an iPhone, he found himself comparing the two products. Glasses had been a staple of human life for nearly a thousand years, and they’d hardly changed since his grandfather wore them. For the first time, Dave wondered why glasses had such a hefty price tag. Why did such a fundamentally simple product cost more than a complex smartphone? Anyone could have asked those questions and arrived at the same answer that the Warby Parker squad did. Once they became curious about why the price was so steep, they began doing some research on the eyewear industry. That’s when they learned that it was dominated by Luxottica, a European company that had raked in over $7 billion the previous year. “Understanding that the same company owned LensCrafters and Pearle Vision, Ray-Ban and Oakley, and the licenses for Chanel and Prada prescription frames and sunglasses—all of a sudden, it made sense to me why glasses were so expensive,” Dave says. “Nothing in the cost of goods justified the price.” Taking advantage of its monopoly status, Luxottica was charging twenty times the cost. The default wasn’t inherently legitimate; it was a choice made by a group of people at a given company. And this meant that another group of people could make an alternative choice. “We could do things differently,” Dave suddenly understood. “It was a realization that we could control our own destiny, that we could control our own prices.” When we become curious about the dissatisfying defaults in our world, we begin to recognize that most of them have social origins: Rules and systems were created by people. And that awareness gives us the courage to contemplate how we can change them. Before women gained the right to vote in America, many “had never before considered their degraded status as anything but natural,” historian Jean Baker observes. As the suffrage movement gained momentum, “a growing number of women were beginning to see that custom, religious precept, and law were in fact man-made and therefore reversible.

We’re in such a hurry most of the time we never get much chance to talk. The result is a kind of endless day-to-day shallowness, a monotony that leaves a person wondering years later where all the time went and sorry that it’s all gone.”   “You

Seduction takes both sensitivity and insight. Seduction is about listening to customers and understanding their feelings, wants, needs, and motives. It’s understanding what people desperately want to hear about themselves and telling them just that.

if salespeople want to sell value and differentiate their product, they have to deliver insight that will reframe the buying vision so buyers end up with the solution that helps them overcome their challenges and achieve their goals.

There's a value in that space - rent, overhead, staffing costs, etc. - that has to be paid back by a certain number of inventory turns per month. In other words, the onesies and twosies waste space. However, when that space doesn't cost anything, suddenly you can look at those infrequent sellers again, and they begin to have value. This was the insight that led to Amazon, Netflix, and all the other companies I was talking to.

I unexpectedly also learned about interviewing people, managing older people with more experience, building a team, selling/pitching, explaining technology to laymen—the list of knowledge and skills I had unintentionally picked up is huge and extends beyond this. For

If you’re spending too much time behind the laptop, it means you’re short one salesman! Spreadsheets also fail to take into account all the sweat and effort it takes to sell a case, as well as the unpleasant surprises that inevitably happen, such as the customer who doesn’t pay (see lesson two), the railroad car full of tea that gets frozen in North Dakota, the broken boiler at the bottling plant, the upside down labels ... you get the idea.

Stay humble and customer-focused. No matter what business you are in, you are serving your customers. You differentiate yourself by how well you satisfy, and keep satisfying, your customers’ needs. Don’t become so enamored with your idea or product that you believe it will “sell itself.” There is always a better widget waiting in the wings. What will make your ideas successful is your personal ability to convince customers that you stand behind what you are selling.

In 1930 I made a sale that not only gave Lily Tulip Cup Company a big boost in volume but also gave me an insight into a new direction for paper cup distribution. I was selling our little pleated “souffle” cups to the Walgreen Drug Company, a Chicago firm that was just starting a period of tremendous expansion. They used these cups for serving sauces at their soda fountains. Observing the traffic at these soda fountains at noon, I perceived what I considered to be a golden opportunity. If they had our new Lily Tulip cups, they could sell malts and soft drinks “to go” to the overflow crowds.

Too often, Buyer Profiles are nothing more than an attractive way to display obvious or demographic data. Defining markets based on demographics—data such as a person's age, income, marital status, and education—is the legacy of 60 years of selling to the mass market.

List your ten favorite comedians and humorists, and search for jokes, tweets, or quotes by each of these individuals. After you amass twenty jokes, identify the subject or target of the joke, and explain why you think the joke is funny. This exercise will help you become aware of the format of successful jokes and provide you with insight into your own comedic preferences. Collect ten to fifteen cartoons or comics. As you did with the jokes, identify the target of the humor and describe why the cartoon is funny to you. You may find it helpful to continue building a file of jokes and cartoons that appeal to you. In addition to building a joke and cartoon file, you’ll need to find new material to use as the building blocks for your humor writing. Most professional humor writers begin each day by reading a newspaper, watching news on TV, and/or surfing the Internet for incidents and situations that might provide joke material. As you read this book and complete the exercises at the end of each chapter, form a daily habit of recording odd and funny news events. Everyday life is the main source for humor, so you need to keep some type of personal humor journal. To facilitate psychoanalysis, Sigmund Freud had patients complete a dream diary, and he encouraged them to associate freely during therapy. To be a successful writer and to tap into the full potential of your comic persona, you should follow an analogous approach. Record everyday events, ideas, or observations that you find funny, and do your journaling without any form of censorship. The items you list are not intended to be funny, but to serve as starting points for writing humor.

Don’t be so concerned about doing things the corporate way—just get the product out there and sell. Cut back on the bells and whistles, and ensure that the core of the product is solid;

Kepribadian yang rendah hati dan menyenangkan merupakan hal unik yang ditemukan pada diri seorang sales sukses. Kepribadian lainnya yang penting dimiliki seorang sales adalah jiwa melayani, bekerja dengan tulus, dapat dipercaya, dan dapat diandalkan sehingga pelanggan nyaman untuk terus berhubungan.

The Art of Communication shares insights to help you communicate with a higher awareness and focused intention and meet people on their level to increase clarity and understanding.

Becoming aware of what you are doing and how others perceive you will provide you with instant insight for making changes where necessary.

Dr. Aaron Beck in the 1960s. He realized that such children’s beliefs were the issue, rather than the actual events being discussed.

Your conscious mind should be used as a focusing tool, not a storage place. 

A management team brought in by George to restructure Lucasfilm seemed concerned mostly with cash flow, and as time went on, they became openly skeptical that our division would ever attract a buyer. This team was headed by two men with the same first name, whom Alvy and I nicknamed “the Dweebs” because they didn’t understand a thing about the business we were in. Those two guys threw around management consulting terms (they loved to tout their “corporate intuition” and constantly urged us to make “strategic alliances”), but they didn’t seem at all insightful about how to make us attractive to buyers or about which buyers to pursue. At one point, they called us into an office, sat us down, and said that to cut costs, we should lay off all our employees until after our division was sold—at which point we could discuss rehiring them. In addition to the emotional toll we knew this would take, what bugged us about this suggestion was that our real selling point—the thing that had attracted potential suitors thus far—was the talent we’d gathered. Without that, we had nothing. So, when our two like-minded overlords demanded a list of names of people to lay off, Alvy and I gave them two: his and mine.

Insightful questions build credibility and deepen relationships.

there are countless reasons to adopt and practice a growth mindset instead of a fixed mindset, and such development is not only hugely desirable, it is within our grasp in all areas of our lives.

I suggest that you approach each call with the goal of being interested rather than trying to be interesting. You aren’t calling to sell something or be the bearer of profound news or insight. You are just touching base and asking good questions. This

We have heard the stories: Duke Ellington would say, “I merely took the energy it takes to pout and wrote some blues.” 5 Tennessee Williams felt that “apparent failure” motivated him. He said it “sends me back to my typewriter that very night, before the reviews are out. I am more compelled to get back to work than if I had a success.” Many have heard that Thomas Edison told his assistant, incredulous at the inventor’s perseverance through jillions of aborted attempts to create an incandescent light bulb, “I have not failed, I’ve just found 10,000 ways that won’t work.” 6 “Only one look is enough. Hardly one copy would sell here. Hardly one. Hardly one. Many thanks . . .” read part of the rejection letter that Gertrude Stein received from a publisher in 1912.7 Sorting through dross, artists, entrepreneurs, and innovators have learned to transform askew strivings. The telegraph, the device that underlies the communications revolution, was invented by a painter, Samuel F. B. Morse, who turned the stretcher bars from what he felt was a failed picture into the first telegraph device. The 1930s RKO screen-test response “Can’t sing. Can’t act. Balding. Can dance a little” was in reference to Fred Astaire. We hear more stories from commencement speakers—from J. K. Rowling to Steve Jobs to Oprah Winfrey—who move past bromides to tell the audience of the uncommon means through which they came to live to the heights of their capacity. Yet the anecdotes of advantages gleaned from moments of potential failure are often considered cliché or insights applicable to some, not lived out by all.

Clear and persuasive copywriting. Classic, heartfelt storytelling that speaks to people’s everyday problems. A strong and well-communicated differentiator, so I stand out from the competition. An email list I control and regularly provide value to. Informative, insightful content that delivers value upfront while also moving people toward a sale. Long-term relationships that will continue to bear fruit for years. Authentic testimonials that help people see themselves in what I’m offering.

Taking a Founder Retreat The two biggest things that have helped me in my journey as a founder are masterminds and founder retreats. Without those, I sincerely don’t think I would be as successful as I have been. My wife Sherry has a PhD in psychology. She started going on annual retreats after we had kids, where she got away for 48 or 72 hours without podcasts, movies, or books—just herself, a notebook, and silent reflection. When she first started taking retreats, it didn’t sound like my thing. I’m always listening to a podcast or an audiobook. I’m constantly working on the next project. But after seeing her come back from these retreats energized and focused, I decided to give it a try. I booked myself a hotel on the coast and drove out for the weekend with no radio, no project, no kids, and no distractions. Over the course of that two-and-a-half-hour drive, things began to settle. I started feeling everything I hadn’t had time to feel for the past year. In the silence, I had sudden realizations because I was finally giving them quiet time to emerge. During that retreat, it became obvious that my whole life had been about entrepreneurship. Ever since I was a kid, I have wanted to start a business. I’ve always been enamored with being an entrepreneur and the excitement of startups. I realized that I was coming to this decision of what to do next because of the idea of wanting to get away from the thing that had caused me to feel bad—as though startups were at fault rather than the decisions I made. At that time, my podcast had more than 400 episodes, which had been recorded over eight years. That wasn’t an accident. It existed because I loved doing it. I showed up every week even though it didn’t generate any revenue. During my retreat, I realized that being involved in the startup space is my life’s work. The podcast, my books and essays, MicroConf—all were part of my legacy. Instead of selling it off and striking out in a new direction, I decided to double down. Within a couple months, I launched TinySeed. Then I leaned into the next stage for MicroConf, where we transitioned from a community built around in-person events to an online and in-person community, plus mastermind matching, virtual events, funding, and mentorship. I also began working on this book. As a founder, it’s important to know yourself. Even if you started out with firm self-knowledge, the fast pace and pressure of bootstrapping a business—not to mention the pressures of the rest of your life—can make it difficult to see your path. A founder retreat is a way to reacquaint yourself with yourself every so often. After my first founder retreat nearly a decade ago, I started going on a retreat every six months. Now I do one a year, and it’s one of the most important things I do for myself, my business, and my family. If you’re considering a retreat, several years ago Sherry wrote an ebook called The Zen Founder Guide to Founder Retreats that explains exactly what questions to ask yourself, the four steps to ensuring you have a successful retreat, the list of tools she recommends bringing along, and how to translate your insights into action for the next year.

You’ll find them by listing benefits, attributes, insights, and truths for whatever it is you’re selling.

The petition site bundles your name, email, and the insight about your interests (you just signed a petition about something you care about, remember?) and sells this information to data brokers, advertising agencies, subscription houses, and political campaigns.19 When you sign an online petition, the chances that you’ve just handed over your data for someone else to make money from them are higher than the chance that the intended legislative recipient of your petition will ever see it.

Data sources All these components give you feedback and insight into how best to configure your campaigns, although the data sources are often spread around in different places and sometimes difficult to find and interpret. Campaign types Search & Partner Dynamic Search Display Network Remarketing & Dynamic Remarketing Google Shopping for eCommerce Google Merchant Center Data feeds Google Shopping Campaigns Device selection PC / Tablets Mobiles & Smartphones Location Targets & Exclusions Country Metro State City Custom and Radius Daily Budgets Manual CPC Enhanced CPC Flexible Bidding strategies Conversion Optimizer (CPA) Return on Ad Spend (ROAS) Conversion Tracking Setup and configuration Transaction-Specific Conversion Tracking Offline Conversion import Phone call tracking - website call conversions Conversion Rates Conversion Costs Conversion Values Ad Groups Default Bids Keyword Themes Ads Ad Messaging & Demographics Creative Text & Formatting Images* Display Ad Builder* Ad Preview and Diagnosis Account, Campaign and Ad Group Ad Extensions Sitelinks Locations Calls Reviews Apps Callouts Ad Rotation & Frequency Capping Rotate Optimise for Clicks Optimise for Conversions Keywords Bids Broad Modified Broad Phrase Exact Destination urls Keyword Diagnosis User Search Queries Keyword Opportunities Negative Keywords & Match Types Shared Library Shared Budgets* Automated Rules Flexible Bid Strategies Audiences & Exclusions* Campaign Negative Keywords Display Campaign Placement Exclusions* NEW! Business Data and Ad Customizers Advanced Delivery Methods Standard Accelerated Impression Share Lost IS (Budget) Lost IS (Rank) Search Funnels Assisted Impressions & Clicks Assisted Conversions Segmentation Analysis Device performance Network performance Top vs Other position performance Dimension Analysis Days & Times Shopping Geographic User Locations & Distance Search Terms Automatic Placements* Call Details (Call Extensions) Tools Change history Keyword Planner* Display Planner* Opportunities* Scheduling & Day Parting Automated Rules Competitor Ad Auction Insights Reporting* AdWords Campaign Experiments* Browser Languages* *indicates an item not covered in this version of the book

Derivatives spread the damage throughout the world. In March 2009, when the S&P 500 had fallen 57 percent from its peak, I could not tell whether to buy stocks or to sell what I had. Either decision might have been a disaster. If we continued into a major worldwide depression, buying more would be costly. In the other scenario, the one that occurred, this was the bottom, and stocks rebounded over 70 percent in less than a year. Warren Buffett, who had better information and insight than almost anyone, later told The Wall Street Journal’s Scott Patterson that at one point he was looking into the abyss and considering the possibility that everything could go down, even Berkshire Hathaway. It was only when the US government indicated it would do whatever was necessary to bail out the financial system that he realized we were saved.

First-time founders mistakenly ascribe too much power to their prospects. This manifests in sharing too much information, demos, and access to yourself without getting enough in return. Don’t make this mistake. Remember, the customer has big problems that you, with your insight, team, and technology, are uniquely suited to solve. The companies you’re selling to are worried about being disrupted from below or having their direct competitors steal a march on them. They need innovation, which you represent, to surpass the competition and prevent disruption.

what sets the best suppliers apart is not the quality of their products, but the value of their insight—new ideas to help customers either make money or save money in ways they didn’t even know were possible. In this sense, customer loyalty is much less about what you sell and much more about how you sell.

Investor: “Great! Now, I know we talked about the fact that you want $110,000 for the house. I already mentioned that I’d be purchasing your house as an investment, and unfortunately, I just can’t afford to pay that much and still be able to make a profit on the deal. But, here’s what I can do. I can either pay you $90,000 in cash for the property or I can pay you $100,000 if you’re willing to owner finance the sale. That means we would complete the sale in ten days, but you would wait six months to collect your $100,000. Which of those options would you prefer?” At this point, if you’ve done a good job of selecting your offer prices (e.g., you weren’t too generous), there is a good chance the seller isn’t going to accept either of those offers without some additional negotiation. The good news is that we’ve gotten the seller to implicitly agree to all the other terms and contingencies in the contract. Not only that, but we’ve now given the seller two options for the sale price, and his response to your final question (“Which of those options would you prefer?”) will give insight into which direction the negotiation goes.

Remember, the real value of the interaction isn’t what you sell; it’s the insight you provide as part of the sales interaction itself.

Violence is a big animal and many people who have seen only a part of it are more than willing to sell you their expertise. Does someone who has been in a few bar brawls really know any more about violence than the guy who grabbed the elephant’s ear knows about elephants? Bar brawling experience is real and it is exactly what it is, but it won’t help you or even provide much insight into military operations or rape survival.

Horizontal expertise paints on a far-reaching canvas. Say that you are an expert known worldwide for helping CEOs manage change in disruptive environments. Your expertise doesn’t come from understanding a vertical industry, like mining or media or consumer electronics or transportation. You just need to be sufficiently sharp to learn enough about a given industry to know how to apply your expertise in a given setting. In effect, you can work with any viable CEO candidate who wants to learn — regardless of the industry — as long as the primary challenges are defined horizontally, such as navigating deep change in the middle of disruption. Today you’re working with C-level executives at Samsung after their phones are banned on all airline flights, but next month you might be working with an executive in the hospitality industry facing a hotel worker strike. Or health insurance executives navigating an uncertain landscape that can never really see farther than two years. Each of these engagements is interesting because you have to apply your expertise to a new setting. But as much as you are learning, you’re taking two steps back for every three steps forward because much of what you learn with each new engagement is just the bare necessity in order to even be relevant. It’s interesting but challenging. Thrilling but exhausting. Engaging but distracting. There are cases, of course, where new clients regard your broad expertise as a significant selling point. They like that you can apply consumer insights to a professional B2B setting, or that you can help apply change management to consumer engagement. The first advantage of horizontal expertise, then, is how the application of expertise to many verticals always keeps the expert engaged and learning.

The next best thing to actually reading your customer’s mind is AnswerThePublic.com. This tool is one of the best-kept secrets in the sales and marketing industry, and it will give you invaluable insight into what your customers are thinking.

Sometimes, the superstitions show the mysterious and specific ways to search, investigate, and realize the negative and positive results. I do not dig into the detail of the subject; however, in short, to define the concerns that I felt and feel yet. As criminals sell the drugs, to cause the health problems to innocent people; similarly, such criminals can adapt the various directions, to damage the humanity since many of us suffer from prostate and other cancer, which one may never consider that it is a natural consequence. One can always think that it became a victim of the criminals, who succeeded to victimize others. During the discussion with one of the urologists, whom I am under treatment, I expressed my concerns, referring to the examples as the Japanese scientist Minoru Shirota, created the mixture of skimmed milk with bacterium Lactobacillus casei Shirota, as Yakult, which develops health; conversely, one may prepare the beads of Helicobacter pylori, as homeopathy medicine that can cause cancer bacteria. The scientists should investigate such a matter, which is natural and unnatural since the world is under the criminals, and the evil-minded people, who can adopt such ways. It may seem as, an illusion; however, it can be the reality? Is it possible that criminals and spy agencies can pass on and transmit the cancerous cells in any form, to their opponents or cancerous medical manufacturers can involve, for selling and financial benefits upon the human sufferings? As far as one can realize, yes, it is possible, according to an illusion theory that, I have stated above insight of this passage. However, further study, investigation, and research should be on its way, for the concrete and significant outcome of that since the money-mongers can adopt all routes for their greediness and criminal motives, with the calibration of medical professionals.