IDEAMENSCH INTERVIEW HIGHLIGHTS:
Every CEO needs a trusted advisor to talk through critical issues.
A CEO is the most recognized person in the company and is also the loneliest one. They can’t talk to the board, direct reports, or spouses about some of their most challenging corporate issues.
You must learn how to fight some of your natural tendencies, which can alienate your team and cause you to lose business.
Collaborative conflict is your secret weapon for negotiation
If the CEO comes up with an idea, most people will yes him/her to death. Use collaborative conflict instead of telling the CEO you like an idea and then walking out of the room and saying this will never work.
Everybody needs a trusted advisor and a coach.
If you do not understand what motivates you and how you are wired, you are at a disadvantage in Corporate America. Motivation impacts performance.
IDEA GENERATION PROCESS SOP:
Never present new ideas to the c-suite without thorough market research, feedback and analysis.
Every CEO needs a trusted advisor to talk through critical issues.
A CEO is the most recognized person in the company and is also the loneliest one. They can’t talk to the board, direct reports, or spouses about some of their most challenging corporate issues.
You must learn how to fight some of your natural tendencies, which can alienate your team and cause you to lose business.
Collaborative conflict is your secret weapon for negotiation
If the CEO comes up with an idea, most people will yes him/her to death. Use collaborative conflict instead of telling the CEO you like an idea and then walking out of the room and saying this will never work.
Everybody needs a trusted advisor and a coach.
If you do not understand what motivates you and how you are wired, you are at a disadvantage in Corporate America. Motivation impacts performance.
IDEA GENERATION PROCESS SOP:
Never present new ideas to the c-suite without thorough market research, feedback and analysis.
Every time I have a new idea, I do the following three things:
a) Ensure it is marketplace and customer driven. Is there a real need for this idea?
b) Discuss the idea thoroughly with my network, including internal team members at Crenshaw and people I have worked with and respected over the years with vertical expertise.
c) Have a plan to bring it to the market successfully. It is essential to have a go-to-market execution plan.
BUSINESS TIPS FOR REVENUE ACCELERATION:
- Focus on your customer. Understand their needs, what they want, and how to get it to them. I had to figure out how to get more display and shelf space early in my career selling toothpaste. How could we sell more? What could I do to sell more toothpaste? The best way to get the answer was by talking to bodega owners and customers. You will never get the answer you want from a spreadsheet only. Get the answer you need by talking to customers.
- You learn to sell by selling, not by sitting. You have to be in front of your customer to understand your customer. You can’t just sit in an office and never interact with customers. Many people haven’t been rejected and rejection is a critical component of sales. They don’t know what it’s like to fail or have significant objections.
- People are not just numbers; they are people. Strategy sessions without going to a region or figuring out the client’s needs create a disconnect. Experience is everything. You can’t coach what you don’t know. You can’t come back from some place you’ve never been to.
- Don’t be afraid to invest in marketing. Partnerships and incremental investments will enable you to expand your products and services to meet the evolving needs of your current customers.
- Expanding brand recognition is critical. With a differentiated value proposition, there is no reason that new business should go to an RFP or that you shouldn’t win an RFP.
- Be externally focused. Focus on the marketplace, your customers, and your future competitors. Know what is taking place, study the changing buying habits and ensure your products meet those needs.