Alan Weiss’s Monday Morning Memo® – 07/24/17

Alan's Monday Morning Memo

I’m back from the Jersey Shore—huge, clean beaches, great breakers, and family amusements up and down the boardwalk. It is as diverse a crowd as you can imagine. Twenty years ago we thought it was diverse because of all the Canadians! Today, there are people speaking dozens of languages who are a variety of colors and backgrounds. The commonality: Every parent and grandparent, whether in shorts and tee-shirts, saris, or dashikis, lovingly put their kids aboard the rides and took …


When you push a book that’s on a table, the book will move. However, if you push a book that’s resting against a wall, it will not move, no matter how hard you push. With prospects and clients, are you on the table or against the wall? Are you being pushed all over the place until you drop off onto the floor because you’re unwilling to be firm and take a position and push back? Or are you against a …

The Successful Sales Meeting

Every business meeting you enter you should enter with confidence. If you don’t have this attitude, you are far more likely to have an unsuccessful meeting. It’s as simple as that. How do you ensure the confidence? Simple: Prepare in terms of content you need to know (e.g., the firm’s competitive position). Have a clear destination in mind (agreement to consider a proposal). Be prepared for obvious resistance (the timing isn’t right). Stay in the moment (don’t “think forward” about …

Alan Weiss’s Monday Morning Memo® – 07/17/17

Alan's Monday Morning Memo

The TV series Game of Thrones began a new and penultimate season last night. (I’m not revealing anything here, no worries, a sort of reverse trigger warning.) It’s now “off the (George R.R. Martin) book” so the plots are strictly the result of the current writers’ imaginations. My entire family finds it great fun. (My daughter and her husband brought an Apple TV down here to the Jersey Shore so that we could catch the opening episode.) We all love …

Up, Up, and Away

Federer wins at 35. Venus Williams reaches the finals at 37. Tom Brady wins at 39. Why are people so astounded, newspaper headlines enlarged? We’re all living longer and performing at a higher level longer. Tony Bennet will sell out Madison Square Garden at 90. There is an ageism bias in our society, and just as gender bias removes half the talent in the equation, so does ageism.

Back to My Roots

Point Pleasant, New Jersey, broad sand beaches, great breakers, nice boardwalk and attractions for the kids. And we stopped for a breakfast sandwich of a hard roll, pork roll, bacon, cheese, and eggs. Neither broad sand beaches nor pork roll is available in Rhode Island.