1: They call him Columbo.
After the television character in the 1970s detective show of the same name, Jeffrey Fox writes in How to Become a Rainmaker.
Columbo is the top salesperson at an adhesives company. He has two degrees in engineering and a postgraduate degree in mechanical engineering.
“He knows how things are made,” Jeffrey notes. “He can take apart anything and put it back together. He knows … continue reading
1: The bailiffs and other court personnel have a nickname for one particular, successful criminal attorney.
They call her the “Furniture Mover.”
“Before each trial,” Jeffrey Fox writes in How to Become a Rainmaker, “she visits the courtroom and, depending on her strategy, moves her client’s chair closer to or farther from the jury. She places tables in the sunlight or the shade. She speaks aloud, checking the … continue reading
1: The prospective customer looks up and says, “We are also interviewing ABC company. They are a good company, and their prices are better than yours.”
What exactly is happening here?
“Tell me why I should buy from you,” is what the prospect is really saying, writes Jeffrey Fox in How to Become a Rainmaker.
Jeffrey explains: “The customer already knows ABC is a good company. The customer already … continue reading
Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
Summertime is here. For many of us, it’s a time to connect with family, friends, and neighbors. Whether it’s visits to the swimming pool, a backyard BBQ, or maybe a summer … continue reading
1: On July 2nd, 1776, the Second Continental Congress voted to declare independence from Britain.
The following day, July 3rd, final revisions to Thomas Jefferson‘s draft of The Declaration of Independence were agreed to.
Which brings us to the 4th of July, 1776.
“In later years the excessive summer heat of Philadelphia would frequently figure in accounts of Thursday, July 4th, 1776,” David McCullough writes in his Pulitzer … continue reading
1: On July 2nd, 1776, the Second Continental Congress voted unanimously to declare independence from Britain.
“That these United Colonies are, and of a right ought to be, free and independent states, that they are absolved from all allegiance to the British Crown, and that all political connection between them and the state of Great Britain is, and ought to be, totally dissolved,” so read the motion.
But “there was … continue reading
1: “Monday, July 1st, 1776, began hot and steamy in Philadelphia, and before the morning was ended a full-scale summer storm would break,” David McCullough writes in his book John Adams.
John Adams, then one of Massachusetts’s delegates to the Second Continental Congress, was up before sunrise.
Early that morning, he wrote a long letter to Archibald Bulloch, the new president of Georgia: “This morning is assigned … continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
This week, we’ve been examining some lessons from Carolyn Dewar, Scott Keller, and Vikram Malhotra‘s terrific book CEO Excellence.
Specifically around the importance of not only … continue reading
1: “In 2011, Netflix was on a roll,” Carolyn Dewar, Scott Keller, and Vikram Malhotra write in CEO Excellence.
The company was a media darling. Its rapidly growing, highly popular subscription business delivered DVD rental movies to customers’ homes.
Still, Netflix CEO Reed Hastings knew that streaming was the future.
“It was a classic innovator’s dilemma—for Netflix to keep growing it would have to cannibalize its DVD … continue reading
“Vision without action is merely a dream.” -Japanese proverb
1: “To win the battle that is now going on around the world between freedom and tyranny,” President John F. Kennedy said to a joint session of Congress in 1961.
Now that’s a bold vision.
But vision by itself isn’t enough. A powerful strategy is required to bring a bold vision to life.
“During his speech that day he not only … continue reading
