10 Things Better Than Money

A recent Gallup poll, quoted in The Atlantic, found that "well-being rises with
income at all levels of income, across countries." In other words, as the article's
title states, the poll proves that "Yes, Money Does Buy Happiness."
Except that it doesn't prove that at all. What the study actually discovered was a
"strong correlation" between each nation's real GDP per capita and the sense of
"well-being" among those nation's citizens.
Correlation isn't causation. The data could just as easily be interpreted the other
way around: that happiness creates wealth. What's most likely, though, is that
happiness and wealth are part of a cycle, each one creating more of the other.
And that's the reason for this post. Assuming you want to create both wealth
and happiness for yourself and those around you, you have two approaches:
wait until you're wealthy to be happy, or become more happy now and thereby
create more wealth.
I maintain that, in today's economy, it's easier to start with the happiness,
because unlike wealth (which takes time to accumulate), you can increase the
amount of happiness in your life within minutes, simply by taking more notice of
things that make you happy.
With that in mind, here are ten things that can make you happy immediately,
regardless of where you are in the cycle.
1. Life
It's easy to forget that the mere fact of conscious existence--that you are alive-is itself a miracle. As the old saying goes "every day above ground is a good
day."
2. Health
Rather than thinking of illness as something bad that happens to you, start
thinking of health as something good that's happening to you.
3. Purpose
There is nothing more conducive (favorable) to long-term happiness than
knowing that your actions are making the world a better place.
4. Friendship

Almost everyone has friends, although it's easy to lose track of them in the rush
of events. Take a few minutes--today--to reconnect with some of them.
5. Family
If you've got a good relationship with your family, rejoice! You're experiencing
one of the deepest sources of happiness on the planet.
6. Self-reliance
Feeling secure that you can count on yourself to accomplish what you set out to
accomplish creates a quiet but potent happiness.
7. Community
Having the support of a wider group makes you more aware that you're part of
something greater than yourself.
8. Gratitude
Rather than focusing on what you don't have or what's out of reach, be thankful
for the wonderful things already in your life.
9. Laughter
It is impossible to laugh and be miserable at the same time. Regular doses of
laughter are more than medicine... it's the flavor of life.
10. Love
Create these ten things in your life and I guarantee that you'll either become
more wealthy or, if not, you won't really care anyway because you'll already
have what's important.

12 Ways to Survive Workplace Gun Violence

This post could save your life. Read it carefully, then forward the link to your
friends and family.

By all accounts, it's easy for nutcases to obtain firearms in the United States.
Since there's no shortage of nutcases, the likelihood goes up every year that
you might get caught in workplace gunfire.
A couple of years ago I had a conversation about with two experts on workplace
violence: Don Grimme of GHR Training Solutions and criminologist Park Dietz,
founder of The Threat Assessment Group. Grimme primarily addressed the
issue of how to prepare for a shooting and Dietz how to react when a shooting
actually is taking place.
Based on those conversations, here's how NOT to become a casualty:
1. Understand the Risk

Depending upon who's counting (and how they count), workplace gun violence
claims somewhere between 500 and 1,000 lives each year. About a third of
these deaths are suicides. The rest are homicides, about a fourth of which are
committed by people known to the workers (coworkers, former co-workers,
family, friends, clients, and patients.) You're twice as likely to die by getting shot
at work in the southern states than in the rest of the country and about half of
workplace murders take place in public areas, thereby putting bystanders at
risk.
2. Take Verbal and Written Threats Seriously

Always assume that somebody who threatens to use a gun to resolve a

workplace issue is both capable and willing to back up that threat with action.
Workplace shooters tend to be loners with mental health issues, have a
previous history of violence, or spousal abuse, and may hold extreme political
views and espouse (adopt) weird conspiracy theories. They talk a lot about
violent acts and may share violent fantasies.
3. Don't Be Needlessly Confrontational

If somebody at your office looks likely to become violent (e.g. throwing a

screaming fit, making threats), do not become belligerent yourself. Doing so can
easily escalate the conflict, making violence more rather than less likely. Unless
it's your specific responsibility to intervene in such situations, it's wiser and safer
to withdraw from the situation and then contact either Security or the police.

4. Have a Plan

As a general rule, you should always be aware of three things about your
workplace. First, the quickest way out of the building. (This is good to know
anyway, because that's where you'll head if there's a fire.) Second, know the
location of the nearest room that can be locked or barricaded. Finally, mentally
select someplace nearby where you can hide if bullets start flying.
5. Duck and Cover

It seems a bit obvious to say this, but if you hear gunshots, hit the floor and
scramble for cover. Don't assume that you'll immediately know the direction
where the bullets are coming from. If there are security guards or police
present, there may be crossfire. If you have armed coworkers, they may panic
and shoot at anything that moves. Bystanders can and do get killed in firefights.
6. Gather Your Wits

Once you've found someplace where you're not in a potential line of fire, take a
couple seconds to assess the situation. Determine the likely location of the
shooter(s) and then decide what to do, based upon your options. Needless to
say, this will be difficult, which is why you made a plan in Step 4. Do NOT call
911 at this point, because at this point calling attention to yourself (like by
talking or having a squawking phone) is a very bad idea. I'll explain when's the
right time to call 911 next.
7. Get Out and Away From the Building

Your best option for survival is to leave the building and run, in a zigzag pattern
(See Step 11 below), as far away from the building as possible. Don't stop in the
parking lot because you're still on the premises (location) and therefore still in
danger. If you want to help your coworkers, the best way to do so is set a good
example and lead the way out of danger. When you're so far away that you're
certain you're out of danger, THEN call 911.
8. Make Yourself Inaccessible

If you can't get out of the building, go to the nearest room that can be locked
from the inside and/or barricaded. Once inside, lock the door and/or barricade
it. Do not open the door, even if somebody outside says they are the police. It
could be the shooter. Once you are secure in an inaccessible place, THEN call
911.
9. Hide (and Be Quiet)

If you can't get out of the building and can't get to an inaccessible room, then
hide someplace that you're not visible. Do NOT call 911, because an important
part of the concept of "hiding" is not making any noise.

10. Become Less Threatening

If somebody points a gun at you, raise your hands palm outwards and move
slowly away. Research shows that this gesture makes you non-threatening and
makes you less likely to be a target. Many websites and videos suggest ways to
disarm a shooter. Attempting to do this is an excellent way to get yourself killed.
11. RUN!

If somebody is actually shooting a gun at you, run away in a zigzag pattern,

because it's actually quite difficult to shoot something that's moving erratically.
If you run in a straight line, you're presenting an easy target that (from the
perspective of the shooter) is staying in one place. Keep zigging and zagging
until you have gotten far, far away.
12. Play Dead

If (God forbid) you actually get shot, lie down, and do not move. With any luck,
the shooter will not feel the need to walk over to you and administer a coup de
grace.
I've twice been the object of work-related gun threats, so I know this stuff is for
real.
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Taken from www.yahoobusiness.com

10 Easy Ways to Get More Done

Take control of your work experience and notice how much more gets done.
The New York Times recently ran an article about how email can make people
less productive. However, misuse of email is only the tip of the proverbial
iceberg. Here are 10 actions that you can take today that can make you at least
twice as productive as your colleagues.
1. Avoid meetings that lack an agenda.

Meetings can only be productive if people know why they're meeting in the first
place. An agenda provides focus and purpose. The lack of an agenda

guarantees meandering conversations that dive into rat holes. They're a waste
of your (and everyone else's) time.
2. Never pick up on an unknown caller.

Unless you're working in telesales or product support, there's no reason why

you should ever take a call from somebody you don't know. After all, when was
the last time you took an unexpected call that was truly important? Days?
Weeks? Months?
3. Permanently turn off your voice mail.

A voice-mail message consumes minutes of your time (more if you have to

replay) to communicate information you could absorb from an email in seconds.
Explain in your outgoing message that you don't use voice mail, and instead
provide your email address.
4. Hone your email program's sorting rules.

It takes time and energy to change gear to sort through (and respond to) a long
list of disconnected messages. Most email programs allow you to route different
types of messages into folders, where you can review and respond en masse
rather than piecemeal.
5. Periodically disable email and texting.

When you must do creative work or absorb complex information, the last thing
you need is your computer and phone chirping and beeping for your attention.
Whatever it is, it can wait until you've finished the task at hand. Trust me.
6. Give social butterflies short shrift.

For some people, a day at work means an endless coffee klatch. They wander
the halls searching for somebody, ostensibly to discuss business but really just
to chat. Don't let these time leeches hobble your success. Just say no. If
necessary, get rude.
7. Reward your body with high-quality fuel.

What you eat determines your energy level, and your energy level determines
how much you can get accomplished. Sugary treats provide a quick energy
boost but then create an even deeper dip. Heavy foods take energy to digest,
leaving you with less to use.
8. Take a five-minute walking break every hour.

The human body is not designed to sit for hours at a stretch. Attempting to do
so inevitably creates aches and pains that leech your energy as your body tries
to compensate and heal them. So get up and move! Use a timer if you have to.

9. Make your decisions more quickly.

Most people waste an extraordinary amount of time obsessing about (and

second-guessing) their decision making. However, you're always better off
making a good-enough decision quickly than waiting for an imaginary best
decision.
10. Completely disconnect for 12 hours every day.

If you stop pretending to be productive when you're eating and sleeping, you'll
be far more productive when you're actually working. Being always available is
an unfailing recipe for stress, illness, and bad decision making. Give it rest.

Daily Promises That Create Motivation

These are the personal values that make me and keep me motivated.
People ask me fairly often how I've kept myself motivated to blog virtually every
workday for the past six years. It's simple. I begin every day with the following
commitments:
1. Creativity

Today I will make something new and different and thereby change the world for
the better.
2. Resourcefulness

Today I will become strong by overcoming obstacles with persistence and

flexibility.
3. Enthusiasm

Today I will permit myself to become excited in anticipation of whatever might

happen.

4. Perceptiveness

Today I will look beyond my preconceptions to see the truths that I missed
before.
5. Appreciation

Today I will remember the miracle of conscious existence, which is all too soon
over.
6. Sensitivity

Today I will remain aware of the emotions of others and how they interact with
my own.
7. Relaxation

Today I will spend at least one hour doing something that's just because I enjoy
it.
8. Happiness

Today I will do my best to remain happy, regardless of the circumstances of the

hour.
9. Power

Today, I will use some of whatever power I possess in the service and for the
welfare of others.
10. Health

Today, I will take action to ensure that I'm in better health than I was yesterday
or the day before.
11. Wonder

Today I will sit back and marvel at the unexpected, without which life would be
boring.
12. Playfulness

Today I will express, at least once, the joy of the child who still lives inside me.
13. Gratitude

Today I will be thankful for all the wonderful things in my life: my family, my
friends and, yes, my work.
Have a wonderful holiday and fabulous 2013!
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12 Great Motivational Quotes for 2013

This set of inspirational thoughts for the new year will galvanize you into action.
At the start of every year, I create a list of quotes to guide and inspire me for the
next 12 months. Here are the quotes I've selected for 2013:
1. "Cherish your visions and your dreams as they are the children of your
soul,
the
blueprints
of
your
ultimate
achievements."
Napoleon Hill

2. "The key to success is to focus our conscious mind on things we desire

not
things
we
fear."
Brian Tracy

3. "Success is getting what you want. Happiness is wanting what you get."
Dale Carnegie

4. "Obstacles are necessary for success because in selling, as in all

careers of importance, victory comes only after many struggles and
countless
defeats."
Og Mandino

5. "A real decision is measured by the fact that you've taken a new action. If
there's
no
action,
you
haven't
truly
decided."
Tony Robbins

6. "If you can't control your anger, you are as helpless as a city without
walls
waiting
to
be
attacked."
The Book of Proverbs

7. A mediocre person tells. A good person explains. A superior person

demonstrates. A great person inspires others to see for themselves."
Harvey Mackay

8. "Freedom, privileges, options, must constantly be exercised, even at the

risk
of
inconvenience."
Jack Vance

9. "Take care of your body. It's the only place you have to live."
Jim Rohn

10. "You can have everything in life you want, if you will just help other
people
get
what
they
want."
Zig Ziglar

11. "The number of times I succeed is in direct proportion to the number of

times
I
can
fail
and
keep
on
trying."
Tom Hopkins

12. "You have everything you need to build something far bigger than
yourself."
Seth Godin

The Future of Sales Technology

Salespeople are always the early adopters. Here's where they (and you) are
heading.
THE FUTURE OF SALES? It is now possible to scan the brains of people viewing
sales presentations to see whether or not theyre being convinced.

For the past two decades, salespeople have been the early adopters of
technology that's later permeated the rest of the business world. Salespeople,
for example, were the first to embrace smartphones and CRM was the first
viable "cloud-based" application.
Therefore, if you want to know how the general business public will be using
computers in the future, you'd best understand the trends that are already
taking place within forward-looking sales teams.
1. Cold calling will become impossible.

Today, all companies use some form of voice mail, which provides an automatic
and relentless gatekeeper. While sales technology firms have come up with
technologies (like autodialers) to overcome these barriers, many decisionmakers (especially young ones) no longer use voice mail and only take calls
from recognized numbers.
At the same time, there's been an increase in government regulation of cold
calling. Member states of the European Union, for instance, are now required
to have laws that prohibit general cold calling. While cold calling remains legal
in the United States, the FTC's "Do Not Call List" has greatly curbed unsolicited
telemarketing.
The combination of these two factors is already making cold calling less
effective at lead generation. Because of this, we see salespeople already
migrating to other lead generation methods, such as developing customer
relationships using a combination social media and other "known-person to
known-person" communication.
2. Tablets will replace laptops (and maybe desktops).

When the iPad was originally released, Walt Mossberg of The Wall Street
Journal called it a "pretty close" laptop killer. There are now growing signs that
that "pretty close" was an understatement. For example, a recent study
revealed that 89% of iPad owners bring their iPad when traveling and more than
one of three leave their laptop at home.

Within 90 days of its introduction in early 2010, the iPad managed to penetrate
50 percent of Fortune 100 companies and by 2011, iPad sales were eating into
PC sales. Microsoft recent announcements identifying its Surface product as
key to the company's future indicates the Microsoft takes the tablet threat
seriously indeed.
While it is currently too soon to tell for certain, we remain deeply skeptical of the
ability of Microsoft's Surface tablet to establish itself as a third alternative in the
tablet market. While there's no question that Windows machines will remain a
fixture in the business world for many years to come, we feel the days of the
dominance of the desktop and laptop inside sales teams is drawing to a close.
3. Sales management will become more data-driven.

Sales management has always been data-driven; few corporate metrics are
more visible than sales figures! However, because sales revenue measures
after-the-fact result, sales executives don't know whether their strategies are
actually responsible for revenue increases.
As a result, most sales managers rely primarily on intuition and tradition when
making important decisions. For example, companies spend billions of dollars
every year on sales training that attempt to "clone" the winning behaviors of top
salespeople, even though there's no data to show that such training improves
overall sales performance.
Increased data gathering through CRM and survey vehicles is now making it
possible to gather and analyze demographic and performance data about sales
personnel. This scientific process often reveal that the "intuitive" truths about
sales management are dead wrong.
Top salespeople, for example, always build their success on pre-existing natural
talent that tends to be unusual in the general population. A data-driven
approach to sales management thus allows companies to re-target sales
training to making average performers slightly better rather than wasting time
trying to turn them into stars.
4. CRM will become invisible.

Historically, CRM implementations have had a failure rate as high as 70%,

according to some studies. Experts believe that such failures have been largely
due to a mismatch between the needs of sales management (i.e. control over
the sales process) and the needs of the salespeople (i.e. control over their
customer relationships.)
However, CRM systems are gradually becoming "smarter" in the way that they
use existing information, greatly reduce the amount of clerical work required of
the sales team. Tablets and smartphones will make CRM both less

burdensome and more customizable and therefore more attractive to sales

teams.
We believe that we're on the brink of a sales technology environment where the
accumulation of customer data becomes automatic and CRM thus becomes an
more or less invisible part of the overall computing environment, in the same
way that Ethernet and email are now simply assumed to be part of the general
business tool kit.
5. Interactive video will become ubiquitous.

Video conferencing has been around for over two decades, but has not yet
played much of a role in sales environments. However, we believe that this will
change over the next decade, and that video interaction will permeate the sales
environment, primarily due to the increase use of smartphones and tablets in
sales environments.
Fueled by online applications like Skype, the video conferencing marketing has
been growing rapidly and the integration of video conferencing into iPhones,
iPad and other table devices has turned videoconferencing from a specialized
application to a preferred way for people (especially young people) to
communicate.
We predict increased usage of video conferencing for holding online events,
creating collaborative sales proposals, sales training, product demonstrations
and ongoing customer service. Overall, we believe that interactive video is likely
to largely replace in-person meetings for all but the biggest ticket sales items.

The World's Dumbest Sales Mistake

A simple technique to make certain that people actually read your salesoriented emails.

A couple of weeks ago, a friend of mine asked: "So, what's the dumbest thing
you can do when you're trying to sell something?" It's a good question, because
there is a VERY common behavior that turns up in selling situations that is truly
dumber than box of rocks.
In the distant past, the dumbest thing you could do was to wear a loud sportcoat
(usually plaid or bright red) that automatically flags you as a salesperson.
Decades of television and movies have caused people to automatically and at a
gut level associate that "look" with the stereotypical fast-talking, con-man.
Fortunately, ever since the publication of "Dress for Success" in 1975,
businesspeople pretty much wear the same outfit, whether they're in sales or
not.
In the not-so-distant past, the dumbest thing you could do was to use
"salesman voice" when talking on the telephone. Just as the salesman "look"
turns people off, the breezy, pitchman voice filled with ersatz excitement (Hey!
How are we doing today!) makes most people want to puke. However,
technology (voice mail, texting, etc.) is gradually making the cold call obsolete,
so there's less opportunity for "salesman voice" to ruin an opportunity.
Today, many (if not most) selling interactions take place via email. Because of
that, the dumbest thing that you can do today is to try to communicate to
prospective customers using "salesy" language. I could list dozens of example
but, based on the dozens of sales message rewrites I've done over the years,
here are the most common:

"Thank you for your interest in our product!"

"We guarantee customer satisfaction."

"If you need further information, do not hesitate to call."

People who use this kind of language in their communications with customers are
forgetting the cardinal rule selling on the Web: Be genuine.
Consider: the whole point of sites like Facebook and LinkedIn is to help you define
yourself as an individual--a living, breathing person who's totally unique. The gold
standard for communication on the Internet is "person to person." Anything that reads
like a brochure is considered useless SPAM. What's the secret to sounding like a real
person? It's easy: write like you're talking to your pals.
Imagine that you're hanging around the watercooler, shooting the bull. Are you gonna
say something like "Do not hesitate to call!"? Of course not. You're gonna say
something like: "Give me a call and we'll bounce this idea around a bit. Or I can call
you. Your choice." That's the tone to use for your sales communications.

If you're smart, that is.

6 Ways to Enhance Your Credibility

You won't succeed in business if nobody believes in you. Here's how to make
certain they do.
Your success in business is directly proportional to how quickly (and how well) you can
establish credibility with your customers, investors, and colleagues. A while back, I had
a conversation about credibility with Randall Murphy, president of the professional
development firm Acclivus. Here's my interpretation of his ideas:
1. Be genuine about who you really are.

The days are long gone when customers were impressed by an illustrious
corporate name or a fancy job title. Customers are more likely to respect you if
you present yourself as an individual rather than a plug-and-play
"representative." The moment you pretend to be more (or other) than you really
are, your credibility flies out the window. Be authentic, even if all you bring to the
table is your enthusiasm.
2. Know the legitimate value of what you provide.

When you know--truly know--what you're products and services are worth,
you're unafraid to communicate both the strengths and the limitations of your
offering. You'll refuse to cave to unreasonable customer demands. You'll stick
to your firm's policies and procedures, and explain to the customer why they
make sense. You'll be strong and confident about what you can contribute,
thereby creating credibility.
3. Have insights based on research and analysis.

Adding insights to a conversation automatically creates credibility. Insight

comes from learning about a firm, the role it plays in the industry, and the
customers that it serves. Insight is strengthened when you develop multiple
contacts (and thus different perspectives) within the customer's firm.
Remember: even the smartest CEO doesn't know everything, and as an
outsider, you can bring a fresh perspective to old problems.
4. Listen actively, consider carefully, and respond succinctly.

People who have credibility don't feel the need to "prove it" all the time. Nothing
says "I'm insecure and insincere" spouting pat answers to questions that
haven't been asked. Therefore, when a customer speaks, listen with all your
concentration, take a few seconds to consider what was said, and only then
make a remark, ask another question, or tell a brief story to move the
conversation along.
5. Never talk or write in "sales-speak."

The moment you sound like a salesperson, customers buttonhole you into the
"empty suit" category. Whenever you communicate with customers, edit out
everything that sounds like a sales pitch (e.g. "money back guarantee"), don't
make unsubstantiated claims (e.g. "we have the highest quality"), and avoid

marketing biz-blab (e.g. "reach out", "best practices"). Instead, clearly describe
how your offering improves your customer's business.
6. Be a catalyst rather than a hero.

In the comics, heroes swoop in to save the day. In real life, would-be sales
heroes fall flat on their faces. Credibility comes not from your heroic actions, but
from your ability to "crystallize" problems and solutions. Even customers with a
detailed list of requirements usually need a clearer understanding of their needs
and how best to meet them. Doing so helps the customer to be the hero, which
creates masses of credibility...for you.

6 Simple Ways to Be a Better Boss

Here are six changes to your management style that will make your employees
happier.
Last week, I described the 7 traits of extraordinary bosses. While that list has
proven popular with readers, it doesn't contain any practical advice for bosses
who want to improve their own performance.
Over the years, I've read dozens, maybe hundreds, of emails from employees
who either complain about their bosses, or offer fulsome praises. Here are six
suggestions that have emerged from this dialog:
1. Manage your people not your numbers.

Conventional business thinking is that numbers are all important. As a result,

many managers spend an great deal of time looking at the numbers, slicing and
dicing the numbers, putting numbers into graphs, and talking about where the
numbers are and where they ought to be.
However, all number in every business are the RESULT of how well you
manage people not how well you manage numbers. The only way to get better
numbers (regardless of your measurements scheme) is to improve the
performance of the people who work for you. A good coach always trumps a
good Powerpoint.
2. Have relevant and simple measurements.

While your main focus needs to be your employees rather than your numbers,
you still need a way to measure how well those employees are doing. Ideally,
your metrics should relate as closely as possible to the behaviors that you're
trying to encourage and be simple enough for every employee to understand at
a glance.
By contrast, complex measurement schemes, with multiple metrics, inevitably
create confusion among employees and managers alike. And if nothing that the
employee does seems to affect those metrics, they're just creating mental
overhead.
3. Have one priority per employee.

I recently received an email from a person whose boss assigned multiple tasks
and insisted that every was a "huge priority." That boss, of course, was an idiot,
because if everything is priority then nothing is a priority.
The entire concept of a "priority" means that there is ONE thing that's more
important than everything else. Giving your employees "multiple priorities" is

foisting on them the responsibility to decide what's really important. That's

YOUR job.
4. Never vent emotions on an employee.

Employees understand that managers are human, under pressure, and pressed
for time. They know that bosses get frustrated and angry, especially when
confronted with bad news, mistakes that could have been avoided, and so forth.
Even so, when you blow your stack at an employee, or make a cutting or hurtful
remark, it creates a wound that never heals completely and festers with secret
resentment. You don't have to be perfect, but your employees are emphatically
NOT your punching bags.
5. Measure yourself by your worst employee.

Managers use their top performers as measure of how successful they are as
managers. However, while you may have hired a top performer or grown him or
her into that role, that success is more likely to reflect his or her drive and ability
rather than anything that you brought to the table.
Instead, you should measure your management ability based on how you
handle your worst performers. It is those people who define the lowest level of
performance that you're willing to tolerate as well, and how much you expect
the other employees to compensate for your low standards.
6. Compensate higher than average.

There's a tendency among managers to think of wages, perks and commissions

as expenses that should be minimized in order to increase profit. However, if
there's anything that's true in the business world it that if you pay average
wages, you end up with average employees.
This is simple cause and effect not brain surgery. Maybe back before the
Internet it was possible to get top people to work for less than they were worth.
Today, however, employees who possess even a modicum of common sense
know exactly how much they more money could get elsewhere.