Happy New Year

Saying good bye can be hard, even if it is for a year.  2011 had ups and downs, but overall will be listed in my book as a great year.  Noah turned 15, Taryn turned 5 and Gabe turned 4.  My wife and I are still happy together (yes she is truly my better half).  I have a feeling 2012 will even be better!  Take care everyone and see you on the other side!

Getting Ready

Are you ready for the holidays?  I really am ready this year.  Shopping is basically done (there is always more that can be done) and I am ready for the big snow so we have a white Christmas.  I am especially ready to spend time with my family (especially my wife and kids) and slowing down just a little.  Help me recharge the battery for a day or two so I can hit it hard for 2012!

Little Things

This morning when I dropped my son off at day care he stopped me before I left.  Now he and I love each other, but he isn't always one to show me.  He told me I had to give him 8 hugs and a kiss before I left.
Sometimes the little things make our days.
Look for the little things.

First Cold of the Year

Wow I do hate colds.  It clouds my mind and slows down my ability to think things through - even worst than I am usually.

HAPPY THANKSGIVING

I wanted to just take a moment to say how thankful I am for my wonderful family and friends.
It has been a GREAT year!

Fun

When waws the last time you had fun?
Why?
Just asking....

Slow Down

Last night I actually took time to get on the floor and play with my kids for a while.  It has been a while since I have felt like I could do that.  WHAT A BUNCH OF BS THAT IS.  It was awesome until my son, Gabe, nailed me in the head and I saw stars for while (guess I am out of practice on this).  Later I was going to play video games with the older son, Noah, but fell a sleep (Modern Warefare 3 - hear it is awesome).
Need to remember to slow down with the family while they still want me around.
Tonight my wife has meetings so it is dad's night - can we say Buffalo Wild Wings baby!!!

4th Quarter

I really thought 4th quarter was going to slow down just a little bit. Guess I was wrong.

Another Busy Week

All is good - but needs to slow a little.  Seems like I am running about 1,000,000 miles a minute and really can't get a focus on anything (not that focus has been a strong point of mine anyway :)).  Trying to get things under control, but at the same time certainly don't want things to slow down.  I always run the best when I have about 10 plates spinning in the air at one time.  I like the balancing act.

SonicWALL Peak

Had a great week learning about the new technologies from SonicWALL.  Not only was it educational (they have a lot of stuff coming out) but it also scared the crap out of me.  The best part though was talking to other solution providers on what they are seeing and doing out in the trenches.  The is the best place to find that information, and to make some great friends (and meet up with old ones - Kevin and Dan).

Overall a great function and one that I will watch for next year!

New Technology

Well it was time for another change.  Went out and bought a Windows Mobile 7 phone (just today upgraded to Mango) to see how it worked.  I am pleased to say that so far I love it.  It might not have all the apps that my old Droid phone did, but I really like the interface and integration.  I will keep you posted on what the future holds, but so far I think that the operating system is the best I have used.

Building Relationship with Technology Tools

Are you working  on building relationships?  I found a great web site that will help keep up to date and nuture those.  It is Graphight and the web link is http://www.graphight.com/.  I found the site after reading a blog from someone I respect a lot, Sara Grace, founder of myGreenlight (http://www.mygreenlight.com/).  MyGreenlight is a site built upon relationship mastery for mutual achievement.  I would recommend both of these sites for anyone truly interested in taking their relationship building skills to the next level.

Last Week

Just a shout out for last week.  We had an awesome turn out and a fantastic amount of donations for my sister-in-law and her family.  These are the times that I am proud of being from a small town in Iowa.  The turn out from friends and family were incredible, but even from complete strangers.  It brings a tear to the eye. 

This Weekend - if you are not busy...

Join the food, fun, and friends for a spectacular fundraiser! There will be a BBQ, silent auction, and organized children events. Free will donations accepted.


Sarah (Keat) Danner was born and raised in Carroll, IA, where she resides today with her husband, John, and two young children, Emma and Caleb. Just three months after giving birth to Caleb, Sarah was diagnosed in mid-February with acute lymphocytic leukemia cancer at age 29. Sarah is currently undergoing intense chemotherapy treatments at Iowa Methodist Hospital in Des Moines, IA and will most likely undergo a stem cell transplant following chemotherapy.

Sarah’s treatments prohibit her from attending her job as a Registered Nurse at St. Anthony’s Regional Hospital. Members of this community are holding a benefit to raise money to help lessen this huge financial burden on Sarah’s family. The money raised will help cover Sarah’s cancer treatment costs. This benefit will allow her to enjoy time with her family without worry of undue financial burden.

Burn Out

What do you do when you burn out.  When neither work nor home offers recharging of the battery.  Yes a vacation would be nice, but not in the cards for a while.  Looking for ideas...

Multitasking Part II

As a follow up to an earlier blog. Multitasking is pretty standard and can be done except in one situation. If you truly are listening to me stop doing other things. Look me in the eye. At least pretend you care.
Enough said

Vacations

I recently read an article (I read so much I can't remember where it was) that a large number of employees either feel that can't afford to take a vacation or will at least do work when on vacation.  I think a vacation is very important - recharge the batteries and clear the mind.  I also think that it isn't a bad thing to do some work when on vacation - at least for me.  I think it helps me relax to know what is going on (maybe I am a control freak but don't tell anyone) and to keep up on email.  I get stressed when I know my email is building up and it will be waiting for me when I get back - how can you relax with that???  I also enjoy keeping up with my enewsletters, blogs and other information while relaxing that I get emailed daily.
Just my thought - how about you?

Focus while Multitasking

Can it be done?  I focus on the important, but at the same time need to have other things happening at the same time - it is how I roll.  Can it be done - yes I think so, and pretty well also.  I will add one point - while I do this I don't dwell on the details (OK I touch on them, but usually not too much).  Details are not my friend so when I need to deal with them, I need to have single focus of mind.  But this isn't often.
What do you think?

Focus

I guess I am making a directive to myself half way through this year.  That is to FOCUS.  On what you might ask - it changes.  Focus on the important and the moment would be the best I could say.  It is not easy for me, but think I need to make some changes. 

Make a decision already.

Why do people resist making decisions? Not making a decision is really making a very bad decision - it makes others make the choice for you. Enough already! Stop being afraid to fail! Life will happen to you no matter what - so why not make it the life of your choice?
Sorry had to rant today!

Busy People

Do you ever notice that busy people get things done?  They seems to get it done despite not really having the time to do it.  They don't get political or take to long to make a decision - they just get it done and move on.  It is not always the best solution - but it gets done.  So the moral of the story, since we are all busy people, the next time you need help find another busy person like yourself.  Things will get done even faster!

I'm the Problem

As I state on my seemingly 100th conference call for the day it occurs to me - I will never get this time back.  Why do we do this to ourselves?  Or maybe I am the only person who has this issue, but I doubt it from feedback I am hearing.  As I sat and did work when on one of them (come on we all do it, don't lie) it occurred to me that I am the problem.  I need to say "no" more that I say "yes" and this isn't a bad thing.  As a sales person I really don't like no - it seems very negative, but if you think about it, it really isn't.  It may mean not now or I am not really interested so I don't want to waste your time and mine.  At the end of the day that is really what's important isn't it - being honest and focusing on what is important.  I think I will hang up on the conference call early and get some A1 priorities crossed off my list.

My mom told me there will be days like this...

Today is one of those days that the mind just shuts down.  It just can't handle anything too taxing (and yes this is different than normal).  How do you deal with days like today?  Do you try to just push through?  Sometimes this works, but usually what I accomplish isn't worth too much.  I try to take it easy, knowing that when I hit a good spot I will have to make up for it.  I don't allow myself to feel guilty (very easy to do) and just understand that this is one of the cycles that happens (all of life is a cycle - just watch and track it).  I like to do research (ok maybe just browse the net, but it sounds so professional) and read.  I am going to have these days so why fight them? 
How do you deal with them?

Success

How do you measure success - is it a sales number or a profit goal or even an efficiency number. While all these numbers are important they are not the numbers we should be our focus. I have chased these numbers and found that they give a person happiness but only for a short time. True happiness for me comes from the clients I have (which brings me the sales, profit and everything else as a by product). How does this happen? Because my clients are not just business people, but they are my friends also.




This doesn't happen easily nor does it happen over night. I am not just trying to collect names for my Rolodex, but actually working on finding people I want to work with for a long time. I want to help them be successful and know along the way I will be successful also. It is a investment of both time and resources but it holds the best return. You might be asking why do it this way - it takes too long and is difficult. That is true but it is great waking up most mornings and looking forward to doing something you love with people you care about. It takes success to a whole new level.



What does it take to get there? Not much really just spending some quality time with your clients and listening to them. I try to talk 25% of the time and listen the rest. Usually my talking consists of questions to help get a deeper understanding of not only their business but their life. I really want to know how business is going, how their relationship with their significant other is, and their plans for their future. You really need to care because they will know when you are being fake and you will lose all credibility you earned.



Relationships take time and energy, but the rewards are incredible. I know that not only is my future bright but I will be surrounded by a plethora of great friends!

Traveling

Gradine home today after another week traveling. The problem is - I love to travel. It really adds to my work load and I get even less sleep and most importantly I miss my family - but i love it. I have been asking myself why and think I know. Travel to me means learning new things (which I love to do) and something I love even more - meeting people. I love to meet new and build relationships with existing. That, to me, is what life is all about.
Well I need to get back to packing, then to the conference and then to the airport so i can get home. Have a great one!

ABC

Alway Be Closing!  This used to be the answer, and I guess it still could be, if you understand the game has changed.  It is not about screwing the customer and getting them to sign (see http://youtu.be/y-AXTx4PcKI which is the Alex Baldwin rant in Glengarry Glen Ross) to understand.  If you sell this way - you might get the steak knives :)!  But as one of my heros (Jeffrey Gitomer @gitomer) wrote about in one of his Sales Caffeine enewsletters - you need to engage and undestand what is motivating your client to buy.  As Jeffrey says - people don't want to be sold, they want to buy. 
I recently was in Chicago at some meetings for Ingram Micro (@IngramMicroInc) and had a little time between conferences (VTN and GovEd) so thought I would do a little shopping.  My wife was with me and took me to Nordstroms on East Grand Ave (@Nordstrom) .  I have never been there before and wasn't looking forward to it.  But they knew how to make the event almost fun and treated me like a king while doing it.  Are you doing this to your clients?  Do they enjoy working with you?  Or is it difficult and they work with you despite how they are treated?  Think about it and maybe analyze what is happens with each interaction.  It is easier to keep a client then to find a new prospect.
Just something to think about.

VTN Meeting

So Chicago for a full week with Ingram meetings.  First it was VTN and then GovEd.  Both meetings were full of great information, but more importantly connecting with people.  It was great reconnecting with old friends but it was also awesome to meet new.  The good things in life, to me, are the people that you meet along the way.  I love to sit and hear people's story - everyone has one and they are all interesting and a great way to connect with people.

Great Customer Service

I had lunch the other day at one of my favorite restaurants (Jimmy Johns - love that place).  When I went to pick up my order they had made the wrong sandwich.  When I said that was OK, I would eat whatever (I was hungry and wasting away) they grabbed it and remade it quickly, with smiles on their faces.  Is this what it is like at your company?  Or is more time spent on finding out who messed up and placing blame?  I am not saying that we shouldn't learn from our mistakes (I have learned A LOT) but what I am saying is make the customer happy and have the learning experience later.  You can trust that I will be back there again (OK would have been anyway, but I am blogging about it) and believe that customer service just isn't a motto for them, it is a way of life.

Great Sales Tip

I was reading one of my favorite blogger/social connectors/mentors yesterday (Keith Ferrazzi -http://www.keithferrazzi.com/about/our-story/) who I always take time to read.  He had a great, no an awesome interview with  Greg A. Cozine where they discussed the difference between a sales suggestion and a direction.  It doesn't sound like that big of a deal, until you think about it.  A suggestion allows for the client to give you an  ambiguous reply, while a direction is giving them something they need to discuss with you deeper.  What a small thing, but it can return a lot of value.  Check out the full story at http://www.keithferrazzi.com/career/simple-sales-tip-with-a-huge-impact-on-your-closing-ratio/ and see if you don't agree!

Busy People

Do you notice the busier you get, the more people ask you to do things?  It this crazy or what.  Well I have to go with what...  It seems to me the busy people get things done.  Not only that but they get them done correctly the first time (they usually don't have time to redo anything) and with the most efficiency (they really don't have time to do it in the first place, so they do it the quickest way).  Now it isn't always 100% done correct (OK maybe that is just me, but think there are more out there like that) but it does get done.  Close that page and move on to the next.
So next time you need something done - who are you going to ask???

Cycles

Do you notice how everything works in cycles.  If you look hard enough you can find it.  Sales is a lot like life - if you can make it through the bad cycle, the good one is right around the corner.  People ask me "How long does a cycle last" and that is really dependent on you.  Do you dwell on the negative or the postivie?  Do you have a victim mentality or do you feel you are always in charge?  On average for me a cycle lasts about a week (at least the bad ones).  Just remember to keep your eye on the light at the end of the tunnel - change is coming (and you have to be careful because sometimes that light is a train and it will run you over if you are not careful!).

Bad Things to Good People

Why does it happen? Doesn't God care? It has been a pretty rough go for the Hicks' household. There have been a lot of difficulties that have hit our extended family. The problem is that I am a very emotional person, so although we are not directly affected by them, they take quite an emotional toll on me. I think about them quite a bit and help out how we can because in the end people are really all that matter. You need to stop and help when and how you can because there may not be another time.
By the way -God does care. I view God as a loving father. I don't want bad things to happen to my children, but I can only protect so much. We, like my kids, need to make their own choices - right or wrong. All we can do is watch, help when we can, and love them just like God does to us.

Managed Services

So what are you working on for managed services?  Managed servers, managed workstations, managed print?  If you want to stay ahead of the game - you need to think outside of the box.  You want to be successful then you need to not only stay ahead of the curve, but create the curve.  Don't just give what the customers want, but create the want for the customer. 

Sales Day

I have had many great people teach me things on sales. One of the best things I’ve learned but one of the hardest to do is “Sales is not an 8 to 5 Job”. For Salespeople the hours of 8 to 5 are all about selling, meetings with clients, external and internal, to figure out what problems need to be fixed and how we can help. Paperwork, research and other “desk work” can and should be done as much as possible before 8 and after 5. Does that mean you need to put in a 12 hour day every day? Heck no. There are days that maybe you can maybe have a 6 hour work day and you make up for it the next day. That’s what is great about being in sales – we are not expected to sit at our desk for the normal work day. As long as you get your job done and make your numbers (clients contacted and responded to, emails responded to, Connectwise updated) is what matters the most.




I would be interested in what everyone thinks on this item.

Customer Service

I had to buy a new pair of dress pants last night.  I decided to do something different and visited a local store that does alterations.  I know that some of the mall stores can do this, but thought I would give this store a try.  I had been warned that they were a little pricey, but I tell my clients in life you get what you pay for, so thought I better walk the walk.  I knew I made the right decision when I walked in and there were two people who immediately asked if there was anything they could help me find.  I started discussing my needs (black dress pants) and before I knew it I had 5 options to choose from.  They made sure I saw all the options they had and actually helped me make my decision.  I tried them on and came out and they were right there to help get the correct length (read here that for my waist size it can be difficult to find the right height - ok I am short and fat :)).  Overall the experience was awesome, didn't cost me more than if I had gone to a mall store and took less than 30 minutes.  It was so great that I decided to buy two pair (you can never have enough dress pants can you?). 
By the way the store name?  It was Moorman Clothiers in Ames, Iowa and if you are ever in the area I would highly recommend stopping by (http://www.moormanclothiers.com/).

Back @ It

Tis the time to hit the road running again.  I love the holidays (time with family, spending time at home and eating :)) but it is time to get working again.  I guess it is easy to say that when you love what you do.  Can you say it, and if not what are you doing working where you do???