Sketchy Ideas

Sketchy Ideas

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Sketchy Ideas episodes

  • Sketchy Ideas Episode 14: Sales Mindset

    2:45 “What does it mean to sell?” -M

    • You’ve gone through the biggest evolution of how sales works if you’ve been in sales for the last 30-40 years
    • “Sales is rapport building and objection handling.” -B
    • Closing is the rationalization of why someone needs to buy right now

      • 4:30 We’re all salespeople

      • Selling your ideas
      • Selling a product
      • Selling a survive

        • 5:00 3 parts of the sales process

        • 1. Marketing → Shifting of beliefs
          • Shifting
          • 2. Sales → Rapport building
            • Handling
            • 3. Closing → Rationalization why someone needs it now
              • Rationalizing

                • 6:30 Digging deeper

                • “We are inherently lazy creatures” -B
                • Most people are not willing to take action right away
                • Push the consumer away from the status quo
                • “Tomorrow looks like today, so you might as well do it now” -B

                  • 9:15 Why work hard?

                  • Everyone MIGHT need the product or service
                  • Your hard work is for a reason
                    • More money
                    • More power
                    • More freedom
                    • Moral obligation to sell vs. Just trying to make a quick buck
                      • Helping someone vs. selling only to make money
                      • Good product or service vs selling snake oil… Dr. Michael

                        • 13:15 Mindset shifting

                        • “The internet has shifted the mindset of buyers and sellers” -B
                        • Product and service information can now be easily found online
                        • Comments and reviews can drastically shift mindsets and sway consumers away from your company

                          • 14:30 The intent of the sale

                          • Moral vs selfish
                          • “To sell is to serve” -B
                          • “Sales is so admirable because it’s one of the toughest jobs out there” -B
                            • In terms of serving, not schooling obviously
                            • Imagine life without salespeople
                              • No zoom
                              • No phones/technology
                              • No lightbulb
                              • No cars
                              • No wheel
                              • No modified food
                              • “Someone had to convince others that fire was probably a decent thing to have” -B
                              • Ugg sold fire (Aka a caveman convinced others that fire was good)
                              • “The first egg salesperson was a master” -M
                                • Had to convince others that the thing that came out of the bird was going to be eaten

                                  • 19:00 The main takeaway

                                  • The first salesperson probably didn’t exchange for currency, but instead a changed mindset
                                  • They needed to be CONVINCED
                                  • “We are still convincing people that the internet is a good thing!” -B
                                  • Imagine a COVID world without the internet…

                                    • 20:50 The run through

                                    • If you’re selling something to someone who hasn’t already bought it yet…
                                      • You’ll need to respond to their objections and convince them
                                        • AND if it’s something that will fix their problem, you have a moral obligation to…

                                          • 22:10 Human drive

                                          • “We are always looking for something bigger or more” -B
                                          • Human beings are driven by aspirations

                                            • 26:00 Keep it simple

                                            • “Label jars, not people” -M (Funny remark to Brad about ‘Keep it simple, stupid’)
                                            • The sales mindset is the servant mindset

                                              • Full Show Notes Here

                                              39 min
                                            • Sketchy Ideas Episode 13: Know Your Numbers
                                              • Sales part 3: Know Your Numbers
                                              • 1. Make a process
                                              • 2. Understand the data in your process
                                              • 3. Know your numbers
                                              • “When a client’s answer to ‘How much does your business need to make to stay afloat?’ is ‘I don’t know,’ I say ‘I get you.’ because I used to not know too.” -M
                                              • “We want to help you prevent and stay away from dangerous financial cliffs.” -M

                                                • 5:40

                                                • Q & A
                                                • If you need help finding the answer to a question about your business, email us at [email protected]m
                                                • Salespeople are generally incentivized to sell one thing or a small category of things
                                                • “If it ain’t broke, don’t fix it” -B
                                                • “Most salespeople don’t think as a business owner does.” -B

                                                  • 7:45

                                                  • Salespeople
                                                    • Relationship builders
                                                    • The charismatic people
                                                    • Negotiators
                                                    • “Don’t sell a thing, sell a solution” -M
                                                    • You have a moral obligation to sell your product or service to people if it solves a significant problem

                                                      • 9:24

                                                      • Quote from Chris Lytle (Author of “Accidental Salesperson”)
                                                        • “Respond to the person, not the objection”
                                                        • You want to sell the answer
                                                        • Don’t focus on the features or benefits, focus on the solution to the problem

                                                          • 11:11

                                                          • Flipping the funnel
                                                          • “Don’t start from activity, start from outcomes” -M
                                                          • (Drawing of steps, from bottom to top)
                                                            • $ = How to
                                                            • $$ = Tool/Equipment to get the job done
                                                            • $$$ = Done with you (Equipment + Training)
                                                            • $$$$ = Done for you (Team to do it)
                                                            • Beepods Example
                                                              • $ = How to implement bees in your school (curriculum)
                                                              • $$ = Beekeeping Kit (Hive)
                                                              • $$$ = Equipment + beekeeper training
                                                              • $$$$ = Beekeeper comes to school to teach and take care of the hive

                                                                • 16:22

                                                                • 4 Step Process
                                                                  • 1. Instructions
                                                                  • 2. + Equipment
                                                                  • 3. + Training
                                                                  • 4. Team to do it for you

                                                                    • 16:35

                                                                    • Car dealership example
                                                                      • 1. Free gift card with test drive offer
                                                                      • 2. Leave the car instead of buying
                                                                      • 3. Buy the car
                                                                      • 4. Car + Warranty OR Chauffeur service

                                                                        • 17:54

                                                                        • McDonald’s Example
                                                                          • 1. Monopoly Game with purchase offer
                                                                          • Multiple paths to success when your business has a sequence of layered offers
                                                                          • Sales process #’s to close a sale
                                                                            • 400 calls could generate 20 good leads
                                                                            • Each lead could take 6-8 touches to get a meeting
                                                                            • Fact-finding meeting to find 3 qualified prospects
                                                                            • A proposal that 1 person hopefully accepts to close a sale
                                                                            • “Sales is an ART and SCIENCE” -B
                                                                              • Need to learn timing, language, the offer, the solution, the right approach, etc.
                                                                              • Sales takes practice
                                                                                • “Practice, practice, practice, because you need to refine it for yourself.” -B
                                                                                • Once you start your sales process… “TRACK YOUR DATA” -M

                                                                                  • 28:40

                                                                                  Full Show Notes Here

                                                                                  35 min
                                                                                • Sketchy Ideas Episode 12: Sales Process
                                                                                  • 01:15: the same concept explained in different ways sometimes it makes different sense to different people
                                                                                    • 02:01: Same ideas in different terms
                                                                                    • 02:22: initiation, qualification, negotiation, determination
                                                                                    • 02:48: Deming says, if you can't define what you're doing as a process, you don't know what you're doing
                                                                                    • 03:16: Contacts and leads. And there is a difference The contact is anybody whose contact information you have
                                                                                      • 03:27: lead is someone who could actually be doing business with you
                                                                                      • 03:35: lead generation is another word for initiation
                                                                                      • 03:42: touches and meetings
                                                                                        • 03:48: ideally one leads to the other. Touches are all of the different ways you could reach out to get to the meeting, email, phone, call, text message, LinkedIn connection, meeting somebody face-to-face bumping into them at a networking event.
                                                                                        • 04:11: “scheduling a meeting is good. Holding a meeting is better” -M
                                                                                        • 04:35: prospect and proposals
                                                                                          • 04:44: Prospect is somebody who you've had a meeting with and we are now in the negotiation phase with that person
                                                                                          • 04:51: prospect when things get real and they get a proposal when things get really real
                                                                                          • 05:02: sale and revenue
                                                                                            • 05:20: sale doesn't convert to revenue right away Revenue is when it's in the bank Sale is when it's on paper
                                                                                            • 05:48: “He's my governor. He slows me down a little bit” -M about Brad
                                                                                            • 06:05:” I need to know where a potential revenue is in my sales process” -M
                                                                                            • 06:53: “my goal is to get to the next step” -M
                                                                                            • 07:11: it’s important to be accurate and objective about where an opportunity stands
                                                                                            • 07:22: a better view of your pipeline and know where you should be putting in your time and your attention and your energy
                                                                                            • 07:50: You need to know that there's a filter between each of these stages of the sales process
                                                                                              • 08:04: So basically you can't go to the next one unless you go through the first one
                                                                                              • 08:19: “meetings don't just happen” -M
                                                                                              • 08:59: Every contact is not a lead
                                                                                              • 09:15: you need to classify your leads
                                                                                              • 09:25: A means target buyer person with money who has a problem, who will pay to make the pain go away
                                                                                                • 09:49: A B is somebody who is not quite there.
                                                                                                  • 09:53: Maybe it's a good opportunity. It's maybe it's a partnership, but it's not actually the person who's going to be making the purchase
                                                                                                  • 10:17: C is just basically a contact
                                                                                                  • 10:32: I need just send them a LinkedIn request because you never know who knows who and what might come back, but you don't want to spend a lot of time running down contacts that you think are leads
                                                                                                  • 10:41: identity what makes a well-qualified lead
                                                                                                  • 10:57: “look for what's common among the people that are doing business with you” -M
                                                                                                  • 11:05: you will be able to identify the theme that identifies what's true for you, and that'll help you do a better job of classification

                                                                                                    • Full Show Notes Here

                                                                                                    31 min
                                                                                                  • Sketchy Ideas Episode 11: Scaling Your Sales Team of 1

                                                                                                    0:57

                                                                                                    • Topic intro: Scaling your sales team of 1
                                                                                                    • Who are we talking to about this topic?
                                                                                                      • Entrepreneurs
                                                                                                      • Solopreneurs
                                                                                                      • Small business owners
                                                                                                      • Technologists
                                                                                                      • Innovators
                                                                                                      • “There’s only so much you can do on your own.” -M
                                                                                                      • Becoming more efficient instead if cloning yourself
                                                                                                      • “Turn your sales cycle into an automated machine using funnels” -B

                                                                                                        • 3:06

                                                                                                        • Brad begins sketching the sales process
                                                                                                        • “We don’t do fancy, we do sketchy” -M
                                                                                                        • You need a sales process
                                                                                                        • “You probably have a sales process, even if you haven’t documented it.” -B

                                                                                                          • 4:30

                                                                                                          • Sales process
                                                                                                          • (Circular sales process 1-5 that repeats)
                                                                                                            • 1. Lead/referral
                                                                                                            • 2. Approach
                                                                                                              • “How can I help you?”
                                                                                                              • “What value can I bring?”
                                                                                                              • 3. Factfinder
                                                                                                              • 4. Proposal/solution
                                                                                                              • 5. Close/make the sale
                                                                                                              • Run the wheel over and over again
                                                                                                              • “If you run the activity, you will get closes” -B
                                                                                                              • “Even bad salespeople find success using the sales wheel through sheer hustle and grind” -B

                                                                                                                • 8:17

                                                                                                                • How to go to the next step
                                                                                                                • “Grind beats skill, given enough time” -M
                                                                                                                • “Typically, there is a better way” -B
                                                                                                                • If new to sales, building your sales process should be your number one priority
                                                                                                                • You need a general understanding of how your sales process works
                                                                                                                • “Without a sales process, you have no foundation” -M

                                                                                                                  • 13:35

                                                                                                                  • Growing vs. Scaling
                                                                                                                  • You, as one person, are only able to grow so much
                                                                                                                    • Only have so many hours
                                                                                                                    • Only have the resources at your disposal
                                                                                                                    • You’re able to grow and scale with repeatable processes
                                                                                                                    • Without a sales process, “you cannot scale, period.” -M
                                                                                                                    • “Without your foundation, your ability to scale is zero or approaching” -M

                                                                                                                      • 15:10

                                                                                                                      • Take your proposals and figure out how to sell them individually as your offer
                                                                                                                        • First part of setting up your funnel
                                                                                                                        • Turn your sales process into a linear function instead of a cyclical one
                                                                                                                        • Getting your leads are the top of the funnel
                                                                                                                        • Same steps:
                                                                                                                          • 1. Lead
                                                                                                                          • 2. Approve
                                                                                                                          • 3. Qualify them
                                                                                                                          • 4. Offer
                                                                                                                          • 5. Close
                                                                                                                          • “Funnels are simple if you reframe how you look at it” -B
                                                                                                                          • “If you’re missing a personal connection when using funnels, get out a camera” -B
                                                                                                                          • Use the fact finder as the center point to build out your offer
                                                                                                                          • “Without salespeople, your business probably doesn’t exist” -B
                                                                                                                          • Sales cycle → Sales Funnel → Automation
                                                                                                                          • The tough part of the sales process is asking people for their money
                                                                                                                          • Multiple funnels with different offers is how you clone yourself
                                                                                                                          • “Sales funnels don’t fix your problems overnight” -B
                                                                                                                          • 1. Marketing is the shifting of one’s beliefs
                                                                                                                          • 2. Sales is rapport building and objection handling
                                                                                                                          • 3. Closing is the rationalization on why someone needs to purchase right now
                                                                                                                            • 1 and 2 can be done by the funnel

                                                                                                                              • 28:25

                                                                                                                              • Manual first
                                                                                                                                • Find repetitive steps
                                                                                                                                • Find a way to automate them

                                                                                                                                  • Full Show Notes Here

                                                                                                                                  36 min
                                                                                                                                • Sketchy Ideas Episode 10: VUCA Deep Dive

                                                                                                                                  0:57- Introduction

                                                                                                                                  1:24 Topic intro: Good VUCA

                                                                                                                                  • Each part of VUCA is a function of something else, therefore they can be addressed, maybe even prevented

                                                                                                                                    • 2:40 VUCA 2.0

                                                                                                                                    • Vison
                                                                                                                                    • Understanding
                                                                                                                                    • Courage
                                                                                                                                    • Adaptability
                                                                                                                                    • “In the face of volatility, what do we need to be ready for?” -M
                                                                                                                                      • Consistency

                                                                                                                                        • 7:00 Brad takes a shot at VUCA 2.0 (V)

                                                                                                                                        • “Vision is the guiding north star” -B
                                                                                                                                        • “If you don’t have a vision, you don’t have a direction. If you don’t have a direction, you probably have VUCA” -B

                                                                                                                                          • 8:06 Law of leadership (U)

                                                                                                                                          • First understand, then be understood
                                                                                                                                          • Understand first to get a baseline picture of what is going on
                                                                                                                                          • “Take care of yourself, but not at the expense of other’s health or wellbeing” -B

                                                                                                                                            • 10:57 (C)

                                                                                                                                            • A sign of courage is making a decision
                                                                                                                                            • “People often fall into indecision because it’s safe” -B
                                                                                                                                            • In the long run, indecisiveness does more harm than good
                                                                                                                                            • Make a choice, stick to that path, learn from it
                                                                                                                                            • “Courage shows the willingness to be wrong” -B
                                                                                                                                              • “We’re not retreating, we’re advancing in another direction” -M
                                                                                                                                              • Pause, reevaluate, make the best choice to move forward
                                                                                                                                              • Most people think of a plan and only focus on the end goal, when there are plenty of steps along the way.

                                                                                                                                                • 17:30 (A)

                                                                                                                                                • In the words of Eagle Scout Brad James:
                                                                                                                                                  • Improvise
                                                                                                                                                  • Adapt
                                                                                                                                                  • Overcome
                                                                                                                                                  • “The opposite of adaptability is rigidity” -M
                                                                                                                                                  • “There’s always room for improvement” -B

                                                                                                                                                    • 19:43 TTWWADI

                                                                                                                                                    • That’s the way we’ve always done it
                                                                                                                                                    • If the answer to why something is being done in a particular way is TTWWADI, then we have a problem.
                                                                                                                                                    • TTWWADI is a red flag
                                                                                                                                                      • Dig deeper
                                                                                                                                                      • “60% of small businesses aren’t on the internet” -B
                                                                                                                                                        • Correction: 46% of  U.S. small businesses still don’t have a website for their company
                                                                                                                                                        • 59% if you consider most major countries
                                                                                                                                                        • Positive note that there are plenty of business to help market
                                                                                                                                                        • The negative note is that these businesses are getting far less traffic
                                                                                                                                                        • What is stopping you from adapting and getting your business online?
                                                                                                                                                        • SALES is HARD
                                                                                                                                                        • “Change or die” -M
                                                                                                                                                          • In regards to businesses
                                                                                                                                                          • “We are living in a world that Darwin would be proud of” -B

                                                                                                                                                            • 28:10 COVID

                                                                                                                                                            • Relationships are either going to get stronger or weaker at home during covid
                                                                                                                                                            • More time together
                                                                                                                                                            • Advertisers are spending more on dating apps since they are getting more traffic during the pandemic

                                                                                                                                                              • 29:15 Startups

                                                                                                                                                              • Hope to get bought out because they never know if they’ll make it
                                                                                                                                                              • Technological advancement/acceleration

                                                                                                                                                                • 30:00 Moore’s Law

                                                                                                                                                                • Advancement of technology and computing power
                                                                                                                                                                • “Now is a good time to sell your house as long as you don’t need to move into a different one” -M

                                                                                                                                                                  • 33:10 Good VUCA

                                                                                                                                                                  • Mixture of a strategic plan
                                                                                                                                                                  • Low-level skills
                                                                                                                                                                  • A way to counteract the bad VUCA
                                                                                                                                                                  • Have your playbook!
                                                                                                                                                                    • How will you adjust and prepare
                                                                                                                                                                    • If, then map

                                                                                                                                                                      • 35:30 Ending remarks/closeout

                                                                                                                                                                      Full Show Notes Here

                                                                                                                                                                      38 min
                                                                                                                                                                    • Sketchy Ideas Episode 9: VUCA

                                                                                                                                                                      5:14

                                                                                                                                                                      • Intro - opening remarks

                                                                                                                                                                        • 6:00 - What is VUCA?

                                                                                                                                                                        • Volatility
                                                                                                                                                                        • Uncertainty
                                                                                                                                                                        • Complexity
                                                                                                                                                                        • Ambiguity
                                                                                                                                                                        • “Definitely features of the current environment” - M
                                                                                                                                                                        • VUCA (the concept) originated post cold war

                                                                                                                                                                          • 7:45 V deep dive

                                                                                                                                                                          • Volatile → Why?: Lacks stability
                                                                                                                                                                          • Features of being volatile:
                                                                                                                                                                            • Unpredictable
                                                                                                                                                                            • Changes rapidly

                                                                                                                                                                              • 8:47 U deep dive

                                                                                                                                                                              • Uncertain → Why?: Lacks specificity
                                                                                                                                                                              • Features of being uncertain:
                                                                                                                                                                                • Indefinite
                                                                                                                                                                                • Unknown
                                                                                                                                                                                • “My sketches can be uncertain” -B
                                                                                                                                                                                  • (USA sketch from a previous episode)

                                                                                                                                                                                    • 9:30 C deep dive

                                                                                                                                                                                    • Complex → Why?: Lacks simplicity
                                                                                                                                                                                    • Features if being complex:
                                                                                                                                                                                      • Intricate
                                                                                                                                                                                      • Complicated
                                                                                                                                                                                      • “Brad’s insecurity is next week’s topic” -B

                                                                                                                                                                                        • 10:20 A deep dive

                                                                                                                                                                                        • Ambiguous → Why?: Choice was not made
                                                                                                                                                                                        • Features of being ambiguous:
                                                                                                                                                                                          • Multiple meanings
                                                                                                                                                                                          • Unclear/inexact
                                                                                                                                                                                          • “Ahh, my favorite. Indecisive people” -B
                                                                                                                                                                                          • V:
                                                                                                                                                                                            • Why is it happening? Lacks stability
                                                                                                                                                                                            • How do we know? Unpredictable and changes rapidly
                                                                                                                                                                                            • So what? Change is often for the worse
                                                                                                                                                                                            • Example: Stock market/natural disasters
                                                                                                                                                                                            • “You rarely describe something as volatile when it’s changing for the better” -M

                                                                                                                                                                                              • 13:14

                                                                                                                                                                                              • U:
                                                                                                                                                                                                • Why is it happening? Lacks specificity
                                                                                                                                                                                                • How do we know?  Indefinite and unknown
                                                                                                                                                                                                • So what? Cannot be relied on
                                                                                                                                                                                                • Example: Car not starting/technology problems
                                                                                                                                                                                                • “Think of something you can rely on and take away that reliability” -M

                                                                                                                                                                                                  • 15:25

                                                                                                                                                                                                  • C:
                                                                                                                                                                                                    • Why is it happening? Lacks simplicity
                                                                                                                                                                                                    • How do we know? Intricate and complicated
                                                                                                                                                                                                    • So what? Numerous connected parts/ more complex = more room for failure
                                                                                                                                                                                                    • Example: Less moving parts
                                                                                                                                                                                                    • In regards to finding a solution, “complexity vs. simplicity really depends on the situation” -B

                                                                                                                                                                                                      • 18:35

                                                                                                                                                                                                      • A:
                                                                                                                                                                                                        • Why is it happening? A choice was not made
                                                                                                                                                                                                        • How do we know? Multiple meanings and unclear/inexact
                                                                                                                                                                                                        • So what? Open to interpretation
                                                                                                                                                                                                        • “Without a hypothesis, how good is your gut feeling” -M

                                                                                                                                                                                                          • 20:40 Sketches of each part

                                                                                                                                                                                                          • V: waterfall
                                                                                                                                                                                                          • U: bee flight pattern
                                                                                                                                                                                                          • C: Amazon rain forest (large ecosystem)
                                                                                                                                                                                                          • A: Chicken and egg

                                                                                                                                                                                                            • 33:50 Michael puts it all together

                                                                                                                                                                                                            • Experiencing volatility, seek stability
                                                                                                                                                                                                            • Experiencing uncertainty, seek specificity
                                                                                                                                                                                                            • Experiencing complexity, seek simplicity
                                                                                                                                                                                                            • Experiencing ambiguity, make a choice
                                                                                                                                                                                                            • “My sketches are VUCA” -B

                                                                                                                                                                                                              • Full Show Notes Here

                                                                                                                                                                                                              34 min
                                                                                                                                                                                                            • Sketchy Ideas Episode 8: Customer Avatar Walk Through

                                                                                                                                                                                                              9:07 Current situations

                                                                                                                                                                                                              • A lot of teams have been turned inside out
                                                                                                                                                                                                                • Due to COVID
                                                                                                                                                                                                                • Policy adaptation
                                                                                                                                                                                                                  • Work from home
                                                                                                                                                                                                                  • Time off
                                                                                                                                                                                                                  • Physical workplace

                                                                                                                                                                                                                    • 12:00 Deep dive into avatar making

                                                                                                                                                                                                                    • Characterize and personify to picture your customer
                                                                                                                                                                                                                    • Add a picture to your avatar to personify it

                                                                                                                                                                                                                      • 13:37(- end’ish) Building the avatar

                                                                                                                                                                                                                      • 1. Name: Heather
                                                                                                                                                                                                                      • 2. Descriptor: Helpful/Hopeful
                                                                                                                                                                                                                      • 3. Age: 35
                                                                                                                                                                                                                      • 4. Relationship: Yes
                                                                                                                                                                                                                      • 5. Kids: No
                                                                                                                                                                                                                      • 6. Location: Downtown NYC
                                                                                                                                                                                                                      • 7. Quote: “There’s no I in TEAM
                                                                                                                                                                                                                      • 8. Position/details
                                                                                                                                                                                                                        • CEO at a startup
                                                                                                                                                                                                                        • MBA
                                                                                                                                                                                                                        • Has some money
                                                                                                                                                                                                                        • 9. Goals
                                                                                                                                                                                                                          • Make a difference in the world
                                                                                                                                                                                                                          • 10. Wants
                                                                                                                                                                                                                            • Be a leader
                                                                                                                                                                                                                            • Work less/more efficiently
                                                                                                                                                                                                                            • 11. Values
                                                                                                                                                                                                                              • Family
                                                                                                                                                                                                                              • Planet
                                                                                                                                                                                                                              • Travel/experiences
                                                                                                                                                                                                                              • Financial stability
                                                                                                                                                                                                                              • Believes in the team without giving them the necessary resources
                                                                                                                                                                                                                              • 12. Sources
                                                                                                                                                                                                                                • HBR (Harvard Business Review)
                                                                                                                                                                                                                                • “The Pitch” business podcast
                                                                                                                                                                                                                                • WSJ podcast
                                                                                                                                                                                                                                • “Bootstrapped VC” podcast
                                                                                                                                                                                                                                • LinkedIn
                                                                                                                                                                                                                                • Ray Dalio
                                                                                                                                                                                                                                • Tim Ferriss
                                                                                                                                                                                                                                • “Principles” by Tim Ferriss
                                                                                                                                                                                                                                • 13. Painpoints
                                                                                                                                                                                                                                  • Not having these in place
                                                                                                                                                                                                                                    • Team realignment
                                                                                                                                                                                                                                    • Knowing what they’re doing
                                                                                                                                                                                                                                    • Manager collecting data
                                                                                                                                                                                                                                    • 14. Challenges
                                                                                                                                                                                                                                      • Painpoints lead to
                                                                                                                                                                                                                                        • Low engagement
                                                                                                                                                                                                                                        • Low morale
                                                                                                                                                                                                                                        • Low productivity
                                                                                                                                                                                                                                        • Lesser results
                                                                                                                                                                                                                                        • Time is overwhelming and intimidating
                                                                                                                                                                                                                                        • Inefficiency
                                                                                                                                                                                                                                        • Money in net
                                                                                                                                                                                                                                        • Low trust
                                                                                                                                                                                                                                        • Being the sole decision-maker

                                                                                                                                                                                                                                          • 35:00

                                                                                                                                                                                                                                          • We are in a time of COVID Calibration
                                                                                                                                                                                                                                            • Efficiency (down)
                                                                                                                                                                                                                                            • Productivity (down)
                                                                                                                                                                                                                                            • Engagement (down)
                                                                                                                                                                                                                                            • “You’re prioritizing action because you’re in a reactive mode” -M
                                                                                                                                                                                                                                            • You don’t know what you don’t know

                                                                                                                                                                                                                                              • 42:56 POOP

                                                                                                                                                                                                                                              • Poop is a military term
                                                                                                                                                                                                                                                • Propper Order Of Procedure
                                                                                                                                                                                                                                                • “Business can be fun, you just have to make it fun” -B

                                                                                                                                                                                                                                                  • 44:56 Avatar Overview

                                                                                                                                                                                                                                                  • Hopeful Heather
                                                                                                                                                                                                                                                  • Lots of thoughts, values, and goals
                                                                                                                                                                                                                                                  • Influenced by her sources of information
                                                                                                                                                                                                                                                  • Feeling the challenges and pain points
                                                                                                                                                                                                                                                  • Because of her values
                                                                                                                                                                                                                                                  • Objections focused on basic resources and inability to make the investment because she doesn’t have full awareness of the impact even though she read about in HBR

                                                                                                                                                                                                                                                    • 50:00 Ish

                                                                                                                                                                                                                                                    • “I’m here to solve problems and for comedic relief” -B
                                                                                                                                                                                                                                                    • “People buy on emotion then rationalize it with logic” -B

                                                                                                                                                                                                                                                      • Full Show Notes Here 

                                                                                                                                                                                                                                                      59 min
                                                                                                                                                                                                                                                    • Sketchy Ideas Episode 7: The Gift of Feedback

                                                                                                                                                                                                                                                      0:10 Intro

                                                                                                                                                                                                                                                      • Opening remarks

                                                                                                                                                                                                                                                        • 0:39 “Is it a forever gift, Michael, or just a little gift?”

                                                                                                                                                                                                                                                        • M explains that feedback is the “kind of gift that keeps on giving”

                                                                                                                                                                                                                                                          • 0:58 “Feedback is a gift [...] on both sides”

                                                                                                                                                                                                                                                          • M explains that both the giver and receiver can find value in feedback

                                                                                                                                                                                                                                                            • 1:23 M quote

                                                                                                                                                                                                                                                            • “What we want to make sure is that we think of [feedback] in terms of its value”

                                                                                                                                                                                                                                                              • 1:55 Michael asks Brad to think about the last time he gave a great gift

                                                                                                                                                                                                                                                              2:46 Giving - GIFTS acronym

                                                                                                                                                                                                                                                              • G - Goes with
                                                                                                                                                                                                                                                              • I - Intentional
                                                                                                                                                                                                                                                              • F - Functional
                                                                                                                                                                                                                                                              • T - Thoughtful
                                                                                                                                                                                                                                                              • S - Specific

                                                                                                                                                                                                                                                                • 4:45 M quote

                                                                                                                                                                                                                                                                • “There’s effort that goes into giving a great gift, and the same thing goes for feedback.”

                                                                                                                                                                                                                                                                  • 6:28 Receiving - AAAA acronym

                                                                                                                                                                                                                                                                  • AAAA
                                                                                                                                                                                                                                                                    • A - Appreciate (the giver and the gift)
                                                                                                                                                                                                                                                                    • A - Allow feedback in
                                                                                                                                                                                                                                                                    • A - Align/Accurate
                                                                                                                                                                                                                                                                    • A - Apply/Ask

                                                                                                                                                                                                                                                                      • 10:17 M starts talking about self-awareness

                                                                                                                                                                                                                                                                      • M quote: “Whenever you’re receiving feedback [...] give it time, because there’s a lot of value in it that cannot be achieved any other way.”
                                                                                                                                                                                                                                                                      • M quote: “Greater self-awareness is one of the greatest gifts you can receive, and feedback is how you get it”

                                                                                                                                                                                                                                                                        • 11:48 “It’s a sweater!” Three Amigos reference

                                                                                                                                                                                                                                                                        • Promised a decal to the first one to know reference in the comments

                                                                                                                                                                                                                                                                          • 12:30 Questions

                                                                                                                                                                                                                                                                          13:30 Outro

                                                                                                                                                                                                                                                                          Full Notes Here

                                                                                                                                                                                                                                                                          15 min

                                                                                                                                                                                                                                                                        About Sketchy Ideas

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                                                                                                                                                                                                                                                                        Sketchy Ideas is a video podcast where Michael and Brad illustrate and debate concepts surrounding leadership, business, and personal achievement in a way that'll make you think twice before you…