Don’t Ask a Hunter to Farm and Don’t Ask a Farmer to Hunt

This post is on an “aha” from one of our recently published THiNKaha books, ask #DEMAND GENERATION tweet Book01: 140 Insights on Powering Your Sales Pipeline by Gaurav Kumar.  Allow us to elaborate on aha #12: Don’t ask a hunter to farm and don’t ask a farmer to hunt.

Sales executives will no doubt be familiar with the idea of hunters and farmers in the sales arena. It’s a distinction that has governed business practices since the late 20th century.

The idea is that sales people are divided into one of two categories. While hunters are tasked with generating sales from new clients, discount farmers are responsible for growing sales from already existing ones.

But the questions remain, more about why can’t sales people do both? And why can’t one do the other? Continue reading

How to Prepare for a Radio Interview

by Mitchell Levy, link CEO & Author, decease THiNKaha, Chief Evangelist, Gurus4Media

It is not uncommon for authors and business leaders to be asked to do radio interviews. Authors will often conduct interviews when a new book is being published. Business leaders, including small local business owners, will often do radio interviews when there are news to be announced about their businesses or their products and services. In both cases, it is always best to be prepared. This is not as challenging as some might believe.

Before the interview (whether it is in person or on the phone), spend some time considering what the main message is you want to convey. One of the most common mistakes people make is when they start to “wander” about in the conversation with the host(s). Know in advance what it is you want to say about the main issue or topic and have that information secured in your mind. If the interview focuses on a specific topic, have the facts ready. Have notes to refer to during the interview if needed. Continue reading

Managing the Management in Your Organization

by Mitchell Levy, viagra sale CEO & Author, view THiNKaha, Chief Evangelist, Gurus4Media

Effectively managing your relationship with your boss can be difficult, and requires certain sacrifices by both you and your boss in order to develop a healthy working relationship. This is a subject that has been written on extensively, but two recent THiNKaha releases, #MANAGING UP tweet, authored by Tony Deblauwe and Patrick Reilly, and #MANAGING YOUR VIRTUAL BOSS tweet by Carmela Southers explore this topic in depth, for two very different situations.

Although both books approach the employee-boss relationship from different angles, combining both of them can help you create a healthy, long lasting relationship with your boss in an effort to increase the chances of upward movement, and to make your work more enjoyable. #MANAGING UP tweet deals mostly with physical, in-person dealings that you have with your boss. It provides you with 140 tips from organizational experts Tony Deblauwe and Patrick Reilly that can help you to build a better relationship with your boss, meanwhile delivering the results that they are looking for, to the mutual benefit of both parties. Continue reading

Writing a book helps you select the best clients

Many coaches, rx consultants, hair and professional service providers agree that writing and publishing a book can attract more prospective clients. But, rubella there’s more to this “attraction factor” than just attracting more new prospects. The big benefit is the ability you can be more selective in choosing the clients you agree to work with.

The power that published books give authors to be more selective was driven home to me recently, when I interviewed author Carmine Gallo for Published & Profitable. Continue reading

Leveraging your book to greater profits & visibility – Part 1

Once you’ve written and published a book, about it you’ve accomplished more than 9 out of 10 of your competitors have, or will, accomplish.

Once you have a published book available online, you have a platform and an organized body of knowledge you can draw on and promote over and over again to prospects and clients.

Each time you revisit your book and refer to its contents, your brand equity increases–while building book sales and attracting new prospects presold on your expertise and ability to help them. Continue reading

Making Ideas Happen: A Recipe for Success and Profitability

Even if you aren’t a cook yourself, health you know what a recipe is, tooth and what it’s used for. Webster’s defines a recipe as “a set of instructions for making something from various ingredients; a formula or procedure for doing or attaining something.”

Two and a half months after its publication, youth health Scott Belsky’s book, Making Ideas Happen is one of Amazon.com’s Top 100 (overall) books, a sales leader in several categories, and an iPad and Wall Street Journal best-seller. Download a PDF Excerpt.

Belsky provides authors with a success recipe that is both easy-to-follow and duplicate.

The following are some of the reasons for my enthusiasm for the book.

Expertly Titled & Positioned

Scott’s title exhibits many of the 16 characteristics of effective book titles described in my own #Book Title Tweet: 140 Bite-Sized Ideas for Choosing Compelling Article, Book, and Event Titles. These include:

  1. Promise. Effective book titles promise an obvious benefit, one the author’s target market urgently wants to enjoy.
  2. Transparency. Effective book titles communicate at a glance, without clutter or ambiguity. There’s nothing to “puzzle out” or study; the benefit is obvious, presented in everyday, easy-to-speak conversational terms.
  3. Brevity. As a glance at the book cover, above, shows, short titles based on short words permit setting the title in a large, bold, type size. This creates “billboard” book covers that attract attention from a distance in a crowded bookstore or can be read online, even when shown as a tiny thumbnail images barely an inch high.
  4. Title/subtitle partnership. One of the “classic” title techniques is to combine a short, telegraphic title with a longer subtitle that amplifies the title’s promised benefit by providing supporting details.
  5. Action verbs. Effective book titles are often build around gerunds, i.e., verbs ending in ing. Making and Overcoming imply a state of action, implying that progress is already taking place.

Planned profitability

One of myPublished & Profitable site’s central tenets is the importance of planning for profitability, i.e., identifying potential back-end profit sources and having the profit systems set-up and in-place, ready for readers when they visit the author’s website, looking for ways to implement the ideas in the book.

Authors who wait until their book is published before planning and  setting-up back-end profit systems are simply too late; they’ll never make up for the lost profit opportunities generated by their book’s publication.

As you can see from Scott Belsky’s bio, or a glance at the offerings on his Behance site, you can see that a portfolio of up-and-running products and resources, including both on-line and off-line resources, already exists.

One of the reasons I’ve been using Scott Belsky’s Making Ideas Happen as an example of nonfiction success is the way that it has been positioned as a leadership book rather than as a creativity or writing book. See previous posts.

By positioning Making Ideas Happen for categories like Business Management, Leadership, or Management Science, the author targeted a large and growing market, rather than smaller slow-growth markets.

Visionary vocabulary

This successful best-selling book (currently in the mid 300’s out of all the books Amazon.com sells) and among the top 5 sellers in several categories, including Leadership and Management Science.

Authors that follow Belsky’s lead and create a new vocabulary with their book will invariably create a more memorable brand.

New words and phrases add interest to your book and provide easy to remember memory assists for your important ideas, improving retention, creating a shortcut to your brand.

What’s fascinating about the list that follows is that you can learn so much about the book from simply analyzing the new words and phrases it introduces:

  • Dreamers, Doers, and Incrementalists. These refer to the three types of creative individuals described in Making Ideas Happen. Dreamers are always generating new ideas. Doers s are obsessively focused on the logistics of implementing ideas. Incrementalists shift between dreaming and doing, but often fail to totally profit from their ideas because they often dissipate their energy by working on too many different projects. (pages 113-115)
  • Action Method. Action Method refers to the process of immediately following-up new ideas by identifying the specific tasks needed to bring an idea closer to reality.
  • Creative’s compromise. Creative individuals, i.e., designers, authors, and entrepreneurs, must be prepared to adopt new restraints and best practices that may initially be uncomfortable. (18)
  • Done walls. The practice of hanging examples of completed Action Steps from previous projects on the wall of your working area, as motivation tools to maintain team enthusiasm and morale. (91)

How Thought Leadership Authors Can Benefit from Making Ideas Happen

If you’re having trouble finishing your book, you’re not alone! Authors often need help finishing their books. As Belsky puts it: nearly all new ideas die a premature death.

He concludes: The journey to a more productive life as a creative leader starts with a candid self-assessment of who you are, your tendencies, and the greatest barriers before you.

In addition to a dash of reality and a description of how others handle the challenge of the new and the creative’s challenge, authors will be exposed to concrete steps they can take to work more efficiently. They’re also likely to be inspired by the example of writing and organization that Making Ideas Happen presents – prompting them to create their own recipe for success.

Ivan Temes Talking About Care

Ivan Temes, physiotherapist author of “Care: You Have the Power” has passion. He has passion for helping people succeed. He does that by caring. He’s spent years studying the good of others and how those good deals lead to to success.

In his book, clinic Ivan discusses many case studies where individuals and corporations demonstrated Care. In this speaking session, there Ivan demonstrated how a good story demonstrating postivie values is far superior to boasting.

Ivan Temes Talking About Care

Ivan Temes Talking About Care

Using a book to drive a seminar or is that using a seminar to drive book sales and exposure

Collaboration SeminarWe ran a webinar surrounding the book “Collaboration 2.0? written by David Coleman and Stewart Levine. The price was $99 until two days prior and $125 from then on. We had 35 folks attend and every participant received a free copy of the book.

The authors had a chance to make some money, sales but more importantly get a chance to present their ideas and concepts to their customers. Not only did they get direct feedback, but they bounced ideas off for additional educational programs, books and activities. Another benefit is that the 10,000 people who read about the event were made aware of the book which wasn’t a bad thing for sales.

The participants got the chance to hear content directly from the authors, get a free “signed” copy of the book and learn directly from the authors. A win-win for all involved.