Thursday, August 27, 2020

Fwd: 5 ways to crush "tough questions"



---------- Forwarded message ---------
From: Oren Klaff <oren@pitchanything.com>
Date: Thu, Aug 27, 2020 at 7:48 AM
Subject: 5 ways to crush "tough questions"
To: <stevescott@techacq.com>


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Easy question for you:

IF Business is a "game", are you a PRO?

If you want to see what I mean by a "PRO", check this woman out.

She's a complete demon.

image

In the next 3-minutes ... I'll break down her "power moves" for you.

I'll list them by the numbers ....

and give you a cheatsheet so you can copy/paste them.

Because ... when I heard an interview with her, immediately I knew what I had stumbled upon:

This Is Superwoman.

Then .... I watched her peform on CNBC SQUAWK BOX and a few other interviews.

She's a hardcore DEALMAKER.

Let's break down her 5 major power-moves

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Her name is Linda Kozlowski, she's the CEO of the Blue Apron, the meal delivery company.

Listen to her talk ... it's a masterclass in voice-control.

Tone, Cadence, Volume, Word-choice .... she's using her voice to create:

  • Attention
  • Status
  • Credibility
  • Frame Control

How?

Attention: her voice is firm and her diction is clear like your mom telling you calmly EXACTLY what to do when a stranger comes to the door ... "...now back away from there son, so I can shoot that man in the leg."

(Ha, I know ... that's not right ....
but you might have a different mom than I did.)

Anyway... Linda's voice is not only firm and clear, it has a deep warm character that's rich and flowing .... AND YOU TRUST HER.

Status: She doesn't use non-word vocal expressions,
- things like like "ummm", "you-know" or "ahhhhh ..."

That's the mark of a professional, someone who is focused, direct and choses her words carefully.

Credibility: Her language is rich with industry terms that a leader uses, like "meal-kit delivery", "12-month payback period", "indulgent-menus", "top-of-funnel marketing" ...

Frame Control: And she doesn't "argue" with the interviewer ... instead she reverses the frame and resets the conversation.

For example, she says at one point "No no no, we don't do that kind of wasteful activity, you're thinking of the other guys with negative 20% margins, they are throwing away dollars at top-of-funnel marketing ..."

image

Here's the hardball questions she was slammed with in just one interview (questions like "how many customers have you LOST??)

INTERVIEWER ONE: Whoa, what happened to you? I mean, how did your company go from a billion dollar unicorn to a microcap?

INTERVIEWER TWO: Isn't your menu too complicated?

INTERVIEWER THREE: Your company has struggled over the last two years ... how many customers have you lost and how do you turn that around?

THESE are brutal questions, and exactly the kind of questions that can trip you up, making you seem:

  • Defensive
  • Argumentative
  • Difficult to have an honest conversation wtih

Linda understands this kind of verbal attack and correctly answers hostile questions with the Reframing Formula:

  1. Firmly acknowledge the criticism, say "sure, we struggled with that"

  2. Describe the new (and better) approach the company is now taking, "we've invested millions to fix that problem"

  3. Anchor the "new way of doing things" with solid numbers that work when you do the math.
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For me, and apparently for Linda too, there's an important rule when you're pitching a deal to smart buyers and investors ...

NEVER SAY SOMETHING THAT DOESN"T HAVE A NUMBER IN IT.

I watched Linda in multiple interviews, over and over, she's breaking down the numbers in 50 words or less ..... something like -

"...when you think about our metrics and when you look at our $45 billion US Addressable Market, we've got strong conversion of 18% at the consumer level with same-customer meal-kit purchases of 15-times per year at a $58 average order value."

Then she finishes ...

"When you run those numbers, that's a strong business."

image

A variety of factors can make you charismatic:

You already know most of them: Confidence, optimism, expressive body language, and a passionate voice.

These "tools" will connect you with others at a deep emotional level, and make strong interpersonal connections.

Oh ... wait ... I know what you're thinking:

How do you do deliver "Confidence" or "Optimism" without looking cheesy?

Here's what I saw Linda doing:

1. Be Spontaneous: Every once in a while say something you haven't thought of yet.

2. Be Genuine: Don't repeat something you only "heard" about; give believable numbers; only tell the truth.

3. Self-Control: Don't react to what other people are saying. They need to react to what you're saying.

image

All your material should be PREPARED IN ADVANCE.

But it should NEVER FEEL LIKE IT WAS.

(If you're interested, I can show you how to do this.)

Linda is able to do this like a talented actor ...

She's reading from a prepared script of corporate answers (I know, I've written a hundreds of scripts just like hers for CEO's all over the world.)

And that's how I also know ... she's not reading the script word-for-word.

She's filtering it through her personality, experiences and life philosophy.

By "filtering" like this, her answers sound fresh and interesting (even though ... it's really just the same script everyone uses.)

YOU CAN DO EVERYTHING I'VE DESCRIBED IN THIS EMAIL.

  • Use your voice to control attention, status and credibility
  • Use the Reframing Formula to get away from hostile questions
  • Deliver numbers that create Certainty about your deal
  • Create Confidence and "Likability" in yourself with honesty
  • Be spontaneous and fun loving
  • Write a script, and follow the script carefully ... but filter it through your personality so it feels dynamic and fresh

It's worth a few minutes to try this ...

You'll get a giant boost in revenue, and you'll move up a level in becoming a Pro Dealmaker.

HOW TO PREPARE FOR A PITCH IS A PROCESS AND A FORMULA YOU CAN QUICKLY LEARN.

I'D LIKE TO SHOW YOU HOW TO DO EVERYTHING DESCRIBED IN THIS EMAIL USING EXAMPLE AFTER EXAMPLE, WITH SPECIFIC SCRIPTS THAT APPLY TO YOUR BUSINESS.

join me

FRIDAY SEPTEMBER 4th AT 12PM PST for

"HOW DEALMAKERS PREPARE TO PITCH AND CLOSE"

THIS IS A CRITICAL SKILLSET. And you've probably ignored it for way too long.

It's not your fault, no company teaches "preparation" and you probably got to where you are because of your raw talent ... your charisma .. and your natural intelligence.

But today, that's not enough to become a market leader.

Get this PREPARATION SKILLSET by joining my upcoming LIVECAST.

To get into this Livecast Event... you have to join Pitch Mastery here.

FRIDAY SEPTEMBER 4th at 12pm PST (Los Angeles)

Here's how it works:

You can get access to this event: "HOW DEALMAKERS PREPARE TO PITCH AND CLOSE"

... only from inside Pitch Mastery.

Are you doing this? It's going to change everything you do.

JOIN PITCH MASTERY HERE
Membership gives you access to SEPTEMBER 4TH for

HOW DEALMAKERS PREPARE
TO PITCH AND CLOSE

...











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Thursday, August 20, 2020

Fwd: 10 Principles of the Future Manager



---------- Forwarded message ---------
From: Jacob Morgan via LinkedIn <newsletters-noreply@linkedin.com>
Date: Thu, Aug 20, 2020 at 6:02 AM
Subject: 10 Principles of the Future Manager
To: Steve Scott <stevescott@techacq.com>


This is part of LinkedIn's new Newsletter Series. To get weekly exclusive CEO...
LinkedIn

Steve Scott

Steve Scott
 
NEWSLETTER ON LINKEDIN
The Future of Work

10 Principles of the Future Manager

Newsletter cover image

This is part of LinkedIn's new Newsletter Series. To get weekly exclusive CEO interviews, and insights on leadership, the future of work, and employee experience hit the "subscribe" button above.

Over the next ten years will have somewhere around 225 million people in the world who are in some sort of managerial capacity, meaning they are responsible for others.

When it comes to the future of work it's not just employees that are changing, managers are also having to change the ways in which they lead and in fact they are HAVING to become leaders.

These are 10 core principles or characteristics that managers will and must possess going forward. This image is taken from my book, The Future of Work.

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Is a leader

There has long been a distinction between managers and leaders. Managers were the dictators and leaders were the visionaries. Going forward a manager MUST be a leader, that is, he or she must earn followers and not command respect. Being a manager is something you earn not something you are assigned to do. A manager cannot be someone placed in a position of power simply because they bring in the most money or are the best at delegating.

Follow from the front

This concept is all about the manager's responsibility to remove obstacles from the paths of employees. A manager exists to make his or her people more successful not to have his or her people serve them. When a manager follows from the front he paves the way and enables team members to become successful.

Understands technology

Managers don't need to become experts at every new technology that comes their way. However, now that technology has become such a crucial part of how we live and work it has never been more important for managers to grasp which technologies have the potential to benefit the organization and which new technologies might be coming their way in the near future. A manager must a keep a good pulse on technology.

Leads by example

A manager must be the first person to demonstrate a new behavior, to support a relevant technology, or to embrace a new concept. A manager cannot lead by delegating and ordering, a manager can only lead by demonstrating; they are the guinea pigs, the ones on the front line, and the ones who will help drive change.

Embraces vulnerability

A manager need to be ok with asking for help, admitting when they are wrong or when they don't know something, and will feel comfortable when team members ask questions and voice their opinions even though they may contradict theirs. Embracing vulnerability is what leads to innovation, it's about bringing down the stereotypical façade that managers are supposed to have (being robots) and being people. We are already talking about robots replacing many human jobs, let's not jump the gun by having managers act like "human" robots. Managers must be people.

Believes in sharing and collective intelligence

A manager understands and embraces the fact that they may not have all the answers or make the best decisions nor should they want or be expected to. A manager knows that it is far more effective to rely on the collective intelligence of a team instead of the directions of one. This manager also acknowledges the benefit and value in sharing information instead of hoarding it; something that is largely being made possible with collaborative technologies.

140 of the world's top CEOs identified a specific set of 9 skills & mindsets that are crucial for leaders to master. Learn what they are and hear directly from these leaders by downloading the PDF below.

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Is a fire starter

Managers are oftentimes credited with having to "put out fires," but their role should be the exact opposite! Managers SHOULD be fire starters; that is sparking ideas, challenging convention, and experimenting.

Gives real-time recognition and feed-back

Any manager worth their weight in salt knows that annual reviews are not effective for either the organization or the team members. Instead, managers will focus on providing their team with real-time feedback and recognition through collaborative technologies and platforms and through regular, short, periodic check-ins instead of multi-hour long reviews.

Is conscientious of personal boundaries

A manager recognizes that team members have their own space, both digitally and physically. This means respecting those boundaries and being aware of when it is appropriate to "friend" someone through social channels, if/when it's ok to schedule a 6am meeting or a 10 pm presentation, or if it's ok to send emails or projects through on the weekends or during vacation time. With our ability to always stay connected managers must remember that connectivity doesn't always imply availability. A manager must work towards setting expectations that boundaries exist and are respected.

Adapts to the future employee

Managers understand that the way we work and think about work is changing. This means they are open-minded and accept change, in fact, they encourage it and help drive it.

Managers who stay in an "old way of thinking" will, unfortunately, be replaced as nobody will want to work for them.

How many of these principles are you and your team members embracing?______________________________________________________________

If you enjoyed the article and want more content like this here's what you can do:

No alt text provided for this image

1. Subscribe to The Future of Work Podcast where I interview business leaders around the world each week. 

2. Grab a copy of The Future Leader which has been endorsed by the CEOs of MasterCard, Best Buy, Oracle, Audi, Unilever, Domino's Pizza, Ritz Carlton, Kaiser, and Marshall Goldsmith. It explores the most essential skills and mindsets for future leaders.

3. If you are or want to be an entrepreneur then my wife and I just launched a brand new podcast on how to Be Your Own Boss, called the BYOB Podcast where we share what we did and how we did it. You can subscribe to that here.

Know someone who might be interested in this newsletter? Share it with them.

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Wednesday, August 19, 2020

Fwd: Four Global Crises Businesses Are Facing Today and How to Solve Them



---------- Forwarded message ---------
From: Jacob Morgan via LinkedIn <newsletters-noreply@linkedin.com>
Date: Wed, Aug 19, 2020 at 6:02 AM
Subject: Four Global Crises Businesses Are Facing Today and How to Solve Them
To: Steve Scott <stevescott@techacq.com>


This is part of LinkedIn's new Newsletter Series. To get weekly exclusive CEO...
LinkedIn

Steve Scott

Steve Scott
 
NEWSLETTER ON LINKEDIN
The Future of Work

Four Global Crises Businesses Are Facing Today and How to Solve Them

Newsletter cover image

This is part of LinkedIn's new Newsletter Series. To get weekly exclusive CEO interviews, and insights on leadership, the future of work, and employee experience hit the "subscribe" button above.

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Blair Sheppard is Head of Global Strategy and Leadership for PwC, a global network of firms delivering world-class assurance, tax, and consulting services for businesses. He is also the author of the new book, Ten Years to Midnight: Four Urgent Global Crises and Their Strategic Solutions, which came out on August 4th. 

Prior to PwC, Blair spent the majority of his career as a professor at the Fuqua School of Business, Duke University. During his time there he also served as Founding CEO and Chairman of Duke Corporate Education and as Dean of the school. As Dean, Blair was the primary architect of Duke Kunshan University which opened in 2014. 

Blair was the first recipient of faculty of the year at Fuqua, he received the Business Person of the Year award for Education in 2011 by Triangle Business Journal, and the Eminent Scholar Award from the Institute of Finance at Frankfurt University in 2007. 

The concept behind Blair's book, Ten Years to Midnight, started with a conversation he had with his boss at the time at PwC. They were discussing the fact that a lot of things in the world were looking dark and gray and they wanted to figure out what the major issues were and what causes were behind them. So they set out to interview people in around 60 countries around the world. They interviewed people from all walks of life--government leaders, heads of business, cab drivers, individuals in coffee shops, etc... And what they found was the whole world was worried about the exact same things. 

So Blair and his team started to research these major issues and what they found was that there are four major crises the world as a whole is facing right now and we have about 10 years to fix them before it is too late. 

You can watch the video of our full conversation below or just listen to the audio version as a podcast. If you want more content like this you can subscribe to my Youtube channel

The crisis of prosperity

As Blair and his team were researching for the book, one thing they found is that due to economic disparity in the world and people put at a disadvantage because of that, a lot of parents feel that their children will be worse off than they are. 

Blair says, "Think about 50% of the retirees in the United States are going to retire with basically no savings, kids graduating from college with a trillion and a half in debt, with a huge tax obligation we just created for them, right. And then people have a job and a mortgage and the kid in school who are likely to lose that job right and have to transition. That group is now collectively saying I'm really worried about the future. And when people stop believing in the future, they stopped dreaming, creating, developing, so we call that sort of a crisis of prosperity."

The crisis of technology

Another key element we are facing right now is disruption from technology. There are great things that come with advances in technology--medical advances, improved quality of life, availability of valuable information, etc… But there are also negative impacts as well. 

One example Blair points out is social media. While the creators of social media intended their platforms for good, there are negative things that come from it, like increasing suicide rates. Technology also allowed us to create the Industrial Revolution which has brought about an improved quality of life in some aspects, but it has also harmed our environment. 

Aside from these examples, there are other growing unintended consequences of ubiquitous technology that we have to fix. 

The crisis of institutional legitimacy

As it is growing clearer by the day, people around the world have lost trust in our institutions. We don't trust the police force, we don't trust the tax systems, we don't trust our education systems, we don't trust our governments. 

Blair says, "this is the one that worries me the most, by the way, because as soon as you stop trusting the institutions that make our life work, it's sort of like a fish not trusting water. It just doesn't work."

The crisis of leadership

The three previous crises combine to produce this fourth crisis, which is mainly caused by polarization. A lot of times when people lose hope and feel that things are getting worse they blame the people in power. There is just a sheer inability to lead when the world is so fractured and polarized. In order to lead effectively, leaders need people to trust them.   

About all four of the crises, Blair says, "The worry we have is that they're all pretty serious right now. But if we don't get our arms around them in a decade, they become really ugly, all four of them, all a sudden become really ugly." So what can we do to start addressing these problems?

Conquering the four crises

In his book, Blair says that what we really need in order to address these issues is new types of leaders to rework our institutions, culture, and our way of thinking. We need leaders who have ingenuity, vision, innovation, energy, focus, and empathy. 

With the prosperity crisis we need to step back and figure out how to get everyone on a level playing field. Lack of access to technology shouldn't hinder people around the world. But right now there are a lot of people being left behind in the world. And globalization stops working when you have enough places and people in the world that fall behind. 

As Blair shares, "While we're focusing on being global competitors, we also have to help create thriving local communities. While we're measuring GDP, we have to look at economic dispersion, how well the whole economy is doing, how well everyone's doing, and other measures of social well-being, not just financial. And while we're driving technology, we've got to say, have we thought about the unintended consequences of the thing we're building? It's sort of like the way we do drug development, right, which is-- does it really do what it says, and what are the side effects?"

In regards to the technology crisis, Blair says one thing we have to be mindful of is how technology is impacting work. Will there be more jobs or less jobs in the future? Just like in the Industrial Revolution, the transition will be hard, but what problems can we think through ahead of time? 

There is also a lot to figure out around AI. It can violate privacy and put control in too few hands as well as make decisions that we can't understand. How can we make sure that we keep it in check? Jobs, AI at scale, and technology making us dumber are all serious negative side effects of technology that we have to navigate as we continue advancing forward. 

When thinking about the technology crisis as individuals it is important to be aware of disruptions that are happening in your industry and be prepared to move if you see signs your job could be eliminated. Be curious and keep on learning new skills and surround yourself with people who are different than you are. Don't just associate with people who work in your department, branch out and spend time with people in different roles, industries, and parts of the world. 

When addressing the leadership crisis it is important for leaders to understand the main underlying causes of this crisis, which are polarization and distrust in leaders. So they need to find ways to help people come together, to find solutions or compromises and they need to rebuild trust with employees, customers, and communities. It is also crucial that leaders know what the purpose of the company is. Because if you want to innovate inside of your organization you have to know what matters at the core of your business, otherwise it is easy to get lost. 

Blair's advice for leaders who want to build trust is to be consistent, know what your values are, and stay true to them. And in every decision you make, be transparent about what you are doing and explain what you are doing and why. Be very self-reflective and self-aware and know the impact you are having on people. 

Climate change and small business creation

Along with the four major crises, there are also other issues that are so urgent we can't wait for them to be fixed. Two of those issues that Blair points out are climate change and creating small business at scale really fast. 

So why should leaders and organizations care about these two issues? With climate change it will impact everyone eventually, including your organization. But if we wait to be personally affected by it, it may be too late. It is also most likely that organizations will be forced to go net zero soon with new policies. So why wait to be forced into it. 

But this will impact your business eventually. Blair says, "There are physical risks associated with climate. So let's imagine you hold real estate in downtown Miami and the first floor is underwater. You kind of care about it now. Right? Let's imagine you're in California and your property sits in front of a mudslide, let's imagine you own timber, and it's under fire. And so every business in the world has physical risks associated with climate, and every year they're going to get worse."

As for small business creation, a lot of small businesses have been impacted by current events. And every organization, whether they realize it or not, depends on small businesses to thrive. Small business, for a lot of companies, is the first step in the supply chain. So you depend on it. But the owners of these small businesses are also customers of larger companies and if they don't come back, your revenue stream is going to go down. Small business is a crucial part of our economy. So every leader should be concerned about these two more urgent issues. 

140 of the world's top CEOs identified a specific set of 9 skills & mindsets that are crucial for leaders to master. Learn what they are and hear directly from these leaders by downloading the PDF below.

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What can leaders do now?

Blair gives a few tips that any leader out there can implement now to start making change.

Part one:

  • Look at the direct implications of climate risk on your company and figure out what you can do to get to net zero
  • Take a look at your organization and assess your ability to compete in a platform based world
  • Figure out if you are prepared for the pressures toward localization that we're going to see

Part two:

  • Look at yourself and your leadership team. Are you ready for the three points above and have you invested in those things? 
  • Make sure you have a diverse team with people who are different than you are

Part three:

  • Pick a place (a city, a town, a village, etc...) you care about and make it better

"If you are working on making something in the world that's physical geography better. It will force you to think about all the things you're not thinking about today that are important for your business. And then when someone comes back and says you're the bad guy, you're not. Because you're actually working the issue. And so it has two positive benefits you actually are helping. And so if I go back to your question, you know, one of our leaders who said, I'm going to worry about Black Lives Matters and diversity. And they did it before it was a big issue. And I think that taught a lot to us as a firm. And it actually puts us in a position where we're kind of on the right side of the balance sheet when people start judging how you're doing. And everyone should do that. But really make it better. Don't fake it. Right? Go after it."

If you want to listen to the full conversation, then you can listen to the podcast below.

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__________________________________________________________________________

If you enjoyed the article and want more content like this here's what you can do:

No alt text provided for this image

1. Subscribe to The Future of Work Podcast where I interview business leaders around the world each week.

2. Grab a copy of The Future Leader which has been endorsed by the CEOs of MasterCard, Best Buy, Oracle, Audi, Unilever, Domino's Pizza, Ritz Carlton, Kaiser, and Marshall Goldsmith. It explores the most essential skills and mindsets for future leaders.

3. If you are or want to be an entrepreneur then my wife and I just launched a brand new podcast on how to Be Your Own Boss, called the BYOB Podcast where we share what we did and how we did it. You can subscribe to that here.

Know someone who might be interested in this newsletter? Share it with them.

NEWSLETTER ON LINKEDIN Share this series on LinkedIn Share this series on Faceoobk Share this series on Twitter
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You are receiving LinkedIn notification emails. The newsletter author can see that you are a subscriber.

This email was intended for Steve Scott (Independent Director/Interim CEO | Growth - Funding - Scaling Strategist | Venture | CEO Advisor | Speaker). Learn why we included this.

LinkedIn

© 2020 LinkedIn Corporation, 1000 West Maude Avenue, Sunnyvale, CA 94085. LinkedIn and the LinkedIn logo are registered trademarks of LinkedIn.