It’s nice to go full circle. It happens at all stages of our lives. Babies grow up to be babysitters. Students become teachers. Children become parents. Sports players become coaches. Mentees become mentors. The guy competing in the case competition joins the company, rewrites the case instructions so it’s easier to cut, then comes back next year to judge it. Full circle ⭕.
You don’t always have to go and complete the loop – but it’s rewarding and a bit surreal when you do.
Had a good time watching students put together their best presentations, and was well taken care of by the team – ☕ Madeline Jackson & 📷 Jacob Wolfe!
Top Gun Award! ✅Ranked within Top 10% of scores in the final written examinations. The focus of this 5-day boot camp is 50% product training, 50% career education… and 100% free food at the hotel buffet!
• Offerings we covered: Hardware (Data Processing, Data Storage), Cloud, Managed Services, Analytics, Business Automation, Blockchain, Financing Deals, Compliance, etc. 🎯 • Career topics we covered: Focus on putting your client first in building a long term business relationship – and your quota will take care of itself, how technical sales and salespeople support each other, managing your visibility as part of career advancement, and a day-in-the-life of an IBM NA Executive.
Always exceeding expectations with delightful surprises ; like a birthday cake being brought out for one of our classmates in the middle of the week, and a video from the class manager’s 8-year old daughter wishing us a great trip.
Looking into this crystal ball (cube), I foresee myself applying to come back as a speaker next year 🔮.
On the first day of training, lead by Dave LaPenta, we took a DISC personality assessment. Surprise! 60% of the class identified as “I”, 20% as “D” and “S” and “C” as 10% each. Certain jobs have certain archetypes, so it is no surprise that much of the class fit into the ‘people person’ category!
Our class is 50+ students of the top grads of US/Canada, including business degrees/MBAs. This model is helpful for not only understanding how you communicate/behave, but also as a shortcut to finding out to motivate others. If you are meeting with a: • Dominant: Allow them to feel in control, get to the point and focus on objectives. • Influencer: Allow them to feel stimulated, show enthusiasm and encourage collaboration. • Steadiness: Allow them to feel supported, show appreciation and build a stable environment together. • Conscientious: Allow them to feel knowledgeable, be logical and systematic in your approach. (My best understanding so far, feel free to share your opinions) What did I score? Over 90% on the “C” category.
People have often commented on my thoughtful approach to communicating and the thoroughness of my work. Want me to help analyze your personality? Reach out! (I find this fun) Comments / Ideas? Feel free to share.
Week 2 at IBM – Flown out to New York to the IBM Learning Center (IBM’s unofficial school) for a week of training. Among the cool things:
• Very professionally run orientation covering IBM’s history, values, organizational structure, and an overview of enterprise sales lead by Sales Leaders of 20+ years experience. • Solid hour-long discussion on diversity, inclusion, and how people “cover” at the workplace. Clear 50/50 gender balance, not just in new-hires but also in management present (rare in tech). • Meeting other 50+ other Summit Hires from across the States for both the Sales / Technical Sales track. • Strong emphasis on internal networking. Class is stopped 5-6 times/day to break out into an open reception to chat with your future coworkers. • We’re given a yearbook with photos + fun facts of our entire cohort so we can keep in touch. Feels like school all over again 🙂
In University, you pay tuition to learn. Here in Global Sales School, we are getting paid while we learn. IBM making a great investment in future talent. Feels good to be immersed in a group of people fit for a high-performance culture and potential to make an impact on the bottom line. And this was just the first week of class!!
IBM Global Sales School: Trip 2. “Dad had taught me that a good businessman has to be an actor.” – Thomas Watson Jr.
A few months ago we had our very first ‘Mock Sales Calls’, where we have former IBM sales executives roleplay as customers.
These ‘Sales Advisors’ act as VPs of various companies and we apply everything we learn in the classroom to simulate a live business meeting. The focus is on gaining a deep understanding of the client’s business problems and discovering ways to solve it.
Accelerated learning requires a very fast feedback loop – people fixing your mistakes immediately after they are made. That’s why after each presentation we stop as a group and ask “What did they do well? – What could they do better?”. We then rotate presenters, and do it again. And do it again. And again. And eventually you forget you are even acting, because leading a professional engagement becomes natural!
Great training and great fun 😊
Top photo: David Glenn (Wins an unofficial Oscar for best actor) Kailyn S. Max W. Eric M.
Bottom photo: David Simms (provided an extra fun challenge, by roleplaying an angry customer with me)
Right photo: Isabella Sanchez with Eric Billups – great listening skills right from the first call!
Major world events have a polarizing effect on stock prices. While everyone is panicking about the coronavirus, each night I am taking a step back and looking at it from a business perspective to think about – which companies are gaining new customers from this, and which companies are losing customers from this?
My Stock Analysis…
Over the past 41 days (Jan 24 2020 – March 6 2020), the S&P decreased -9% while…
👉 APT – this company sells surgical masks so their stock has skyrocketed 600% then settling near 206% most recently
👉 INO – this company is speculated to be developing a coronavirus vaccine so their stock has increased 115%
👉 $ZM (Zoom Video Communications) has gone up 70% (Counting Jan 24-March 6th movement) as people speculate they will have more customers as everyone is working from home. Make sure you are not looking up $ZOOM which is a separate company.
👉 RCL – Royal Carribean Cruiseline stock has decreased 42% anticipating a decrease in passenger sales for the next couple quarters. Similar impact on CCL (Carnival Cruiselines)
👉 AAL – American Airlines is down 42%, anticipating a decrease in ticket sales because people don’t want to fly
I believe there is a cause-and-effect relationship here.
So Are Market Speculators Using This Information To Make profits?
Yes! In a very outrageous example, here’s a guy who purchased $700,000 worth of options and has an unrealized profit of $900,000 within a week 😲
Yeah, that subreddit doesn’t call themselves “Wall Street Bets” for no reason.
Did I bet on this information? Well, I put $100 into one of the above a week ago and made $50 then got out. There’s a saying I like to follow “Keep your learnings before your earnings”, so it’s good to practice with small positions before taking on real risks.
On February 2020 I volunteered to lead a workshop to help students prepare for a sales competition. Here was my opening line:
“This workshop will be different from others in three ways.
1. There will be no powerpoint.
2. I want to get to know all of you as much as you will all get to know me.
3. We will be doing live roleplaying. You will learn by doing!”
Following that, I let every student speak to briefly introduce themselves and explain their WHY. Then, I roleplayed live a mock sales call with my partner Taz and prompted students to explain their observations.
After that, I handed out a sales case where students take the role of an IBM Seller selling a data analytics solution to a call center.
Lastly, students broke off into groups to practice, and for the one brave soul, he presented in front of the class!
Here was his recap of the experience:
Here is what another student, Xhona had to say:
Here is what the organizer had to say about working with me:
For anyone looking for a highly interactive sales workshop where students walk away with tangible skills/practice. Feel free to email me and we can discuss.
Corona virus medical stocks are like the new cannabis stocks.
On January 21st the World Health Organization began to investigate if the virus was a public health emergency or not.
Since that day, certain companies have seen their stock prices skyrocket (🚀📈50% in one week) on speculation of creating a vaccination or increased sales of medical equipment (surgical masks, for example)
Example companies: $INO, $LAKE, $APT
In 2018 we saw cannabis stocks hyped up daily by the media. Some companies had fundamentals to back up their valuations, and some did not. A year later, after the speculation and media hype cleared away, some companies were left standing on their firm foundation and some dissolved like sandcastles in the rain. E.g. TLRY & CTST down -95%
The effect that world news can have on the valuation of companies is very intriguing.
Cause & effect is a beautiful thing.
This is not investment advice, but if you’re a risk-seeking speculator feel free to ping me.
Last Winter I hosted a workshop for first-year business students at Ted Rogers School of Management at Ryerson University on how to cold email and how to run a coffee chat. Here were the results:
(A majority of the 50+ students sent out emails, more than half received replies, and a handful forwarded the results back to me)
To gain the confidence to introduce yourself to someone new takes time. To find the right mentors to support you takes time as well. Together, both are fundamental soft skills that give an aspiring businessperson the tools for success.
Thank you to the 40+ contacts who volunteered to offer advice to students 👏
👉 Thursday I’m hosting another workshop where I’m giving a few students LinkedIn Profile Makeovers, haha. Along with some tips on writing bios/headlines/networking with others. Ping me if you want any more details or help.