Your sales and marketing department probably prints brochures for you, but do you really consider that an organizational and/or sales asset?

You may, but I don’t.

Here’s what generally happens to those things:

1. They sit in your trunk and get crushed by the golf bag.

2. Become instant wallpaper when you roast some poor schmuck and his office on his birthday.

3. The boxes of the brochures get all moldy when the basement floods, and draw bugs you have to clean up when the wife screams.

4. Fills up the organizations’ storage room, AND storage unit. Which then leads to hiring more storage units, the true foundation of the world economy.

5. Gets tossed in three years when the new marketing guy remakes the company brochure. Again.

5.5. Repeat No. 5 in about two, two-and-a-half years time.

6. The crap you spend big money shipping to the trade show…

7. …which is then tossed by all the trade show attendees when they get back to their office…

7.5. …or in the garbage can twenty yards from your booth.

8. They get stuffed into the nooks and crevices of your briefcase and backpack, which weigh the frickin’ thing down. And then when you reach for them, most likely to toss them two years hence, they give you papercuts.

9. The box of them on the backseat floorboard gets filled with the French fries and Milk Duds dropped by the kids.

10. And finally, they make for great filler paper when you package up the valuables for the next move!

[Official disclaimer: Now sure, occasionally you do run into a prospect who likes the brochure, and of course, you might be in an industry space where collateral works for you.]

I know I am being a little silly and harsh. Understand this is less a rant about brochures, and more about the fact that too many organizations aren’t thinking enough about building digital sales assets that can be spread easily (most friends won’t lick a stamp to mail your brochure to their friend), and can be consumed on mobile devices.

In my opinion, you need to be building long-term digital assets instead. Often on this site, you’ll hear me talking about blogging, podcasting, email autoresponder campaigns, and e-books (the pillars of your content strategy). I think these are the long-term assets you should be building.

Thanks to David Meerman Scott for the concept here. He was positing that too many organizations look at content marketing as a marketing expense, and not as a process of building real assets for the organization, assets that will continue to serve the organization well into the future.

In other words, assets worth investing in.

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Go deeper with understanding content marketing strategy here.

Drawing by Hugh.

[Seeing this via email? Listen here]

A real pleasure to welcome Jason Stirman of Medium to the show today.

Medium is “a better place to read and write things that matter.” You can learn more about it here.

Why should you listen to this broadcast?

1. The increased need for quality ideas and stories online, on a platform that isn’t necessarily faster and cheaper.
2. The steps being taken to keep the community pure and free from spammers, enabling the community to focus on putting out good content without distractions and noise.
3. The importance of the beautiful and simple design of Medium, and how it was built for the content creator.
4. Is Medium the future of journalism and magazine publishing?
5. Are we all creatives? Should we all be writing? “It does feel good to deliver something to the world…and the world is better when people do that.”
6. Medium’s goal? To get the ideas and stories that matter out to the world, to make it a better place.
7. Learn more about Jason Stirman here.

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To hear from other intrepid souls like Jason Stirman, please subscribe to my podcast on iTunes. And, leaving a review and customer rating would be appreciated as well!

This is episode 91.

I recently had the pleasure to chat with best-selling author Mitch Joel on Intrepid Radio. The most profound lesson from my conversation was this:

“It isn’t what’s NEXT. It has to be what’s NOW.”

Business isn’t changing. It has changed. Mitch just recently shared this slide deck containing MIND BLOWING stats about business:

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You are already too late if you aren’t already deeply thinking about how to engage and drive the customer relationship with digital tools. And no, it isn’t simply about merely having a Facebook page, or a LinkedIn profile. No.

“It isn’t about what to do on Facebook. It is about WHY to do Facebook.”

Most people aren’t asking that question. They’re just following the herd (and the marketing manual) and slapping up a page because someone said so.

This no longer moves the needle.

The mere act of pushing out your latest blog post via Twitter no longer moves the needle. Posting pics of your office staff at the recent Memorial Day parade no longer move the needle.

No, I hope the lessons from the deck shared above indicate to you that you have to drive the customer relationship – not merely be present.

Look at that deck again. There were some pretty amazing numbers with regards to Amazon, yes?

If you use Amazon, you know exactly what I mean. Amazon knows you. They cater to you. They feed you. They support you. They help you. They drive the relationship with their customer and give them what they want.

Most likely, you don’t walk into your local Office Depot and have some random employee call out and say “Hey Todd! Last time you were here, you bought print cartridges. HP 60, I think. Let me bring some up for you right away!”

No.

But Amazon does. That’s the power of digital marketing and digital tools. That’s what’s possible.

And that’s why Amazon’s revenues exceed the GDPs of half of the world’s nations.

Business has changed. It isn’t in the process of changing.

Have you?

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Again, you can get your hands on Mitch’s book below (affiliate link):

Sign-up for my CustomerDaily mailing list.

A pleasure to welcome best-selling author, speaker, and Twist Image president Mitch Joel to the show!

Mitch joined me on the show to discuss his latest book Ctrl Alt Delete: Reboot Your Business. Reboot Your Life. Your Future Depends On It.

Why you should listen to this broadcast:

1. Mitch explains how the digitization of business has fundamentally changed how we do things, whether we realize it or not.

2. That if you aren’t careful, you might become unemployable in a few years.

3. “Every industry is going through this, and you have an opportunity to stand out.”

4. Understand why your business might be in “business purgatory.”

5. You have an amazing opportunity to lead the relationship with the customer, and most people are missing it. In fact, if you don’t earn that direct relationship with a customer, all might be lost…

6. It isn’t WHAT should I do on Facebook, the question should be WHY should I be on Facebook…

7. This book isn’t about what’s next, it is about what’s NOW…

8. Why we should all embrace the squiggly career….

9. Learn more about Ctrl Alt Delete here.

You can find Ctrl Alt Delete here (afilliate link):

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To hear from other intrepid souls like Mitch Joel, please subscribe to my podcast on iTunes. And, leaving a review and customer rating would be appreciated as well!

This is episode 90.

I recently participated in an Edgy Perspectives radio show conversation with both Dan Waldschmidt and Lisa Magnuson, where we discussed the 3 Secrets To Growing New Sales From Old Customers.

Naturally, as I was preparing for and thinking about the conversation, I generated some thoughts on the subject I wanted to get down and share with you.

Too many sales people are more focused on identifying sales opportunities from NEW customers, rather than driving sales from EXISTING customers.

Here are seven ideas, concepts, and strategies you should think about when shifting your focus to this idea:

1. For too many organizations, the sales process seems to end when the initial sale is made. Rather, the sales process should just be beginning. The sales process with your customers should be ongoing…this includes teaching, training, communication, etc…

2. You have to intensely focus on better customer communications – and not take things for granted (which we do way too often).

3. You have to keep teaching. Client education NEVER ends. The world continues to evolve, and you have to keep helping your customer evolve too.

4. Making a sale generally means having successfully established trust with your new customer. But never forget, you have to keep earning it.

5. You have to prepare and account for organizational turnover. Personnel changes in organizations all the time, and you are obviously at risk if key people leave. So you have to build relationships with the whole, complete team. This helps with your long-term survival with the customer.

6. This should be a critical part of your content marketing strategy. Your content strategy isn’t JUST about wooing new prospects into your funnel. No, the content you create should also be targeted to your existing customers. Getting them to buy again is a critical piece to your sales and marketing strategy.

7. This requires an organizational mindset shift. Stop focusing almost exclusively on attaining new customers, shift to focusing on your best customers. This paradigm shift may change everything about your organization. Mindset matters here…

So, just a few things to think about when it comes to driving sales from your best customers.

Any other ideas? Share in the comments!

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To go more deeply into my “human” approach to sales, check out my book, The Zen of Sales:

Drawing by Hugh.

So, I wanted to tell you about a new tool/app I am using.

I am always on the lookout for cool tools to use to manage my daily tasks and TO DOs. And I am one of those people who THRIVES on crossing off items from my TO DO list.

Enter Any.DO – my new most favorite app.

My favorite reason for using this app? It makes the process of crossing off TO DOs wicked cool. But that’s not all, here is a short list of the other things I like about Any.DO:

1. Works well on – and syncs amongst all my devices: iPhone, iPad, and MacBook Pro. And it works on Android too.

There are times when I am mobile that I need to access and knocks things off my list. There are times I am diligently working in my home office. And there are times when I am sleepless in bed, and want to grab my TO DO list and prep for the upcoming day.

Point is, I want to access my stuff when and where ever I am.

2. I can categorize by folders, so I have a folder for all my clients, and all my radio shows.

3. But, I can switch out from viewing all my action items by folder, or by date-to-be completed. For instance, I can easily switch from a client’s folder to quickly checking out how many total tasks I need to do today.

4. I can set and mark priorities.

5. I can add TO DOs by voice, for when I am driving or exercising.

6. I can append notes to each TO DO. And yes, you can record notes with your voice, and dictate straight into the app.

7. I can click and drag to rearrange/reorder TO DOs if I want to.

8. I’ve added the extension to my Chrome web browser, and view and mangage my tasks on my Macbook screen. This automatically syncs to my iPhone and iPad changes.

What I like about this is that I can eyeball the upper corner of my machine, and see how many active TO DOs I still have to complete for the day. For me anyway, it provides a nice little reminder.

9. When I make a note to call someone, or to return a call, Any.DO syncs with my contacts, and will include a little Call icon that I can push when I actually want to place the call, direct from the app.

10. I can set reminders. And when my iPhone pings me, I can swipe through to the task, and mark as done, hit snooze, or delete. The minimum snooze is one hour. Ample time to get off your ass to knock off most tasks.

11. And finally, best as I can tell, it is FREE! That doesn’t mean that down the road, you won’t have to pay to get access, but for now, you can access this for no bones whatsoever.

So, there are some of things I like about it. Also, it is very easy to use, and it is a really beautiful design, which for me, makes it really pleasant to work with.

Lots of tools out there to manage TO DOs and make us more productive, but thought I would share this simple one that I am really enjoying.

What other recommendations do you have? Share in the comments!

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Join the list, and learn other hacks and tools to help you do intrepid business!

The stories about people traveling the world are more common than they use to be. But my conversation with author, speaker, and traveler Adam Shepard is less about travel, and more about getting into the mindset to achieve something that matters to you.

And as you should know, mindset is all that matters. Here are some highlights from my conversation with Adam:

1. Before Adam embarked on this big life goal, he had to sacrifice and work hard to save money to make the trip. This time spent, saving money, preparing…is a step most people ARE NOT willing to make in the pursuit of a big dream.

2. How to spend $5 and be inspired.

3. Why most people won’t buy into delayed gratification.

4. The need to break out of complacency, break routines, combat fear, and move into new life grooves.

5. The power that comes from getting out of your comfort zone. And that even little things have an impact.

6. How to move forward after completing a major life goal that has almost defined you. [hint: being "present" helps...]

7. You don’t have to spend a life one-upping your latest adventure. It is ok to continue to challenge yourself in littler ways, and take pride in doing simple things well.

8. How this mindset, and being present, helps in everyday business situations like sales and marketing.

Learn more about Adam Shepard. You can get Adam’s book here (affiliate link):

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To hear from other intrepid souls like Adam Shepard, please subscribe to my podcast on iTunes. And, leaving a review and customer rating would be appreciated as well!

This is episode 89.

Adam Grant is the youngest tenured professor at The Wharton School, and the author of the New York Times best-seller, Give and Take: A revolutionary approach to success.

Here are some highlights from our conversation:

1. Have we been looking at success the wrong way all these years?

2. When Adam was on The Today Show not long ago, they lead off the story with a film clip of Gordon Gekko, the quintessential bad guy of business. Lots of people looked up to him and wanted to be him, but that’s wrong, according to Adam. Nice guys can – and do – finish first.

3. Adam’s research lead to the categorization that people fall into three groupings: takers, matchers, and givers. Wetalk about the differences.

4. We talk about how you actually do this…”this” being whether success is simply a matter of focusing on how to “lift other people up.”

5. The secret power of “the five-minute favor.”

5. We discuss how and where else this idea manifests itself…what activities should a leader, or future leader, do to be a giver. And whether it can happen in meetings, team collaboration, networking, negotiation…

6. We discuss whether people really can change. Honestly, is it possible? I ask whether or not takers will always be takers?

7. A discussion around how one does go about the mindset and behavioral changes.

8. Adam answers the question: aren’t givers ultimately burned, and taken advantage of?

9. Are givers better judges of character?

10. The idea that you can be a giver, and still successful in sales.

11. The philosophy espoused in the book isn’t just for individuals. This idea can have an impact on both organizations and communities.

12. Finally, Adam answers the all-important question: Is this idea the secret to happiness?

Go here to learn more about Adam Grant and the book, plus find an interesting collection of resource materials to learn whether you are a taker, matcher, or giver.

You can find Adam’s book here (affiliate link):

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To hear from other intrepid souls like Adam Grant, please subscribe to my podcast on iTunes. And, leaving a review and customer rating would be appreciated as well!

This is episode 88.

OK. Let’s set the table:

You aren’t where you want to be. You aren’t achieving what you want. You are unhappy in your work. Your work has no meaning. You can’t, don’t, or won’t get anything important done. You have no dreams. Or worse, you have dreams, but they are staying dreams.

If you are ok with this lot in life, go away, and read no further. In fact, you probably don’t want to read this blog anymore. But if you want some help and guidance to affect some real change in your life, read on.

Below, I’ve presented eight of the best books I can think of to help kick your ass. To motivate you. To get you over fear. To get you to the mountaintop. To get you thinking again. To get you creating again.

Eight simple, short books. Eight books you can consume over a weekend. But only if you want to learn what it takes to do the work you are supposed to do.

These aren’t books to read half-assed and casually. These are books that are meant to be read hard, dogeared, marked-up, highlighted, ripped, torn, thrown, cried on, yelled at, embraced, vomited on, and finally, thrown up into the air in glorious reawakening.

But be careful…

…next weekend, your life might change.

1. POKE THE BOX
[The hardest part about kicking ass and doing meaningful work? Starting. This book helps you start.]

2. THE FLINCH
[Fear still holds you back. Every day. And you probably don't even know it. This is manifested in you flinching. This book helps you understand the flinch, and teaches you how to use it to your advantage.]

3. THE WARRIOR ETHOS
[To thrive and survive in the new economy, the new normal, you must be selfless and willing and eager to embrace adversity. This is the central tenet of The Warrior Ethos. And if you do not see yourself as a warrior in business and life, that might explain things...]

4. THE WAR OF ART
[Something holds you back, something that prevents you from finishing the work you are supposed to be doing. The something is called the resistance. And this books helps you identify it, and kill it dead. Seth Godin called this "the most important book you've never read."]

5. DO THE WORK
[The companion piece to The War of Art, this book walks you through how to actually get your meaningful work done. You know, once you start, stop flinching, and battle through resistance...]

6. STEAL LIKE AN ARTIST
[You are a creator whether you like it or not, whether you want to be or not. If your work involves solving problems and creating solutions (note: it does), you are a creator. This books helps you become a creative in the modern sense.]

7. TURNING PRO
[The most likely reason you are still struggling is because you are still acting and behaving like an amateur. You need to turn pro. This book tells you how and why.]

8. EXCUSES
[All the excuses you need.]

So that’s it. Eight short, simple books. Eight books you can consume over a weekend, if you are committed to changing.

I make no promises, save one: If you delve into these eights books, and take them seriously, be prepared to come out the other end ready to do the important work you are meant to be doing.

So, why are you still here? Get moving.

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My new book, Live the Intrepid Life, is coming soon. Sign-up here to be notified when it is ready.]

Graphic from The Warrior Ethos, a Spartan shield…

P.S. These are books I read every year. And will continue to read, every year…

Guess I am done with podcasting, since I’ve now had the pleasure to speak with my boyhood hero, Mike Eruzione: motivational speaker, businessman, and captain of the 1980 gold-medal winning US olympic hockey team.

Here are some highlights from my conversation with Mike:

1. Mike achieved something amazing 33 years ago now, and was a young man when he won the gold medal. Lots of people, myself included, achieve big things early in their life and careers. We discuss how one moves on with life, after big early successes, and continues to strive to make big things happen as they live, day to day.

2. Mike, with all of his motivational speaking, shares what’s on the minds of his audiences, what they need, and what messages seem to resonate most.

3. One of the key back stories from the Gold-medal run was the importance of team and family. Too many organizations still struggle at building solid collaborative teams. Mike and I talk about the lessons he learned from 1980 and from current experience, that can help people and organizations become better with this.

4. In relationships, in pursuing personal goals, in business, fear still holds so many people back from achieving what they are capable of achieving. Mike shares advice and lessons that helps people begin to figure out how to overcome fear.

5. In the life of every individual, every team, and every business, there comes a time when you stare straight into doing something that appears impossible. But the ones who ultimately achieve success, at some point, begin to believe and trust in themselves. Mike shares some thoughts on the importance of belief, and how it begins.

6. There was a reason Mike was selected to be the captain of the hockey team. He talks about leadership in 2013, and shares his best advice for successful leaders today.

7. Mike shares some ideas on how to push through and get big things done, even when you are making progress, and success seems assured, people still have to “beat Finland.”

8. Answering a question from the audience, Mike talks about how to push through the adrenaline rush of nearing the conquest of a big task, and keeping your focus to get it done.

9. Finally, a fun question from the audience: I ask Mike what HIS favorite sports memory was as a child. Note: Mine was Eruzione’s game-winning goal to beat the Soviets, as it was for many others of my generation…

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To hear from other intrepid souls like Mike Eruzione, please subscribe to my podcast on iTunes. And, leaving a review and customer rating would be appreciated as well!

This is episode 87.