B2B? B2C? HOW ABOUT H2H?

June 1st, 2011

[Originally posted June 2, 2011 on The Huffington Post]

To B or not to B? Hamlet is not the only one asking that question as I’ve been queried many times by readers of my book PEAK about whether the self-actualizing business principles I espouse are just as relevant to B2B (business to business) as they are to B2C companies (business to consumer). The thought behind this is that PEAK speaks to the idea that great companies address the higher, transformative needs of their key stakeholders, like their employees, customers, and investors. So, companies like Apple, Whole Foods Markets, Southwest Airlines, Netflix, and the like are B2C companies effectively focusing on understanding the “unrecognized needs” of their core customers and delivering on those needs. If you do that well, you create customer evangelists who are feeling a little more self-actualized.

Somehow, when we imagine B2B organizations – IBM, Deloitte, Boeing – we assume that a business doesn’t have higher needs that you can address. Of course, this is a little more complicated because understanding the higher needs of an individual requires a little less mind reading than understanding the meta-needs of a whole organization. But, at the end of the day, most decisions in companies are made by humans. So, it’s fine to imagine how your company can meet a higher need of the organization you’re trying to sell to, but I highly recommend that you look at the key decision-maker, the human, and ask yourself three key questions about this person: (1) What’s the survival need of this decision-maker such that they will not look like a fool a year from now within their organization for having chosen to buy from us? (2) What would make this decision-maker look successful – giving them greater esteem within the organization – if they buy from us? (3) Is this decision-maker looking for a transformative product or service that will help elevate their company far above their competition and how are we communicating those “higher needs” benefits to this decision-maker and their colleagues?

Amidst the spreadsheets, org charts, and policy manuals, there is a heartbeat in our organizations and it comes from humans. Even in the silos of America’s biggest corporations, there is a man or woman, full of emotions and aspirations, wants and needs, who is making the buying decisions that can fuel your B2B company.  The most neglected fact in business is that we’re all human.  Don’t forget this fact when strategizing about how you can make a sale to that B2B company you’ve had your eye on.

LOSE YOUR JOB, FIND YOUR LIFE

April 27th, 2011

Abraham Maslow and Viktor Frankl both suggested that the person who loses their job is best-suited to find another means of keeping themselves active while in the process of seeking new employment, whether this be volunteering for a cause they believe in or working for free in an industry about which they’re curious.  Quite often, the opposite occurs.  The shock of getting laid off leads to a negative spiral of other collateral damage and this newly unemployed person becomes sedentary while their esteem plummets.

John Scott emailed me out of the blue not long ago and asked if I would be his mentor as he wanted to tell me his story of loss and redemption (a particularly good tale around Easter time).  John came to my office and gave me the honor of allowing me to read his story below which touched me deeply.  Because I thought it might be meaningful to those you know and care about, John is permitting me to share it with you.  Hope you enjoy it.  Maybe you can be Mr. Syracuse in someone’s life.

A Year and a Day

On February 22, 2010, I lost my job.

My 34-year career was evaporated in a mere 18 seconds. His words were so few, devoid of even a shred of sympathy or compassion, that they are impossible to forget.

“We’re making a change. It is what it is.”

It was so stunningly to-the-point that even the HR director was a bit taken aback. At least in Up In The Air, George Clooney told the departed a quick story.

“Anybody who ever built an empire or changed the world sat where you are now. And it’s because they sat there that they were able to do it. There’s a packet in front of you. I want you to take some time and review it. All the answers you’re looking for are inside those pages. The sooner you trust the process, the sooner the next step of your life will unveil itself.”

On February 23, 2011, I was offered a new job, and this week, I accepted that offer.

Over the past 366 days I had to make a decision; try to remain in the industry I had devoted literally my entire life to, or take the road less traveled. I thought about my former employer and the industry as a whole. It was a bleak economic time, and many decent people were finding themselves unemployed. The future for this industry is uncertain at best, as it continues a contraction that is precedent-setting. The decision was made: Reinvent.

This is not a heroic tale of a man gallantly facing the world, taking it on full steam ahead, and achieving victory. It was nothing like that at all. Over the preceding 366 days:

I lost a job.

I lost my healthcare.

I lost my home to the real estate bust.

I was denied unemployment by the Republic of California because of a glitch on one piece of paper. I never received a penny.

I applied for 411 jobs online. Not one response.

My former employer withheld my severance for weeks, for no reason other than “they forgot”.

One afternoon, I was sitting in the Opera Plaza Cinema in San Francisco with Emily, watching A Single Man. A regrettable choice of film, as this powerful, amazing and completely depressing movie was not the spirit-lifter I probably should have watched. There was no one else but us in the theater. We kept our phones on. About halfway through the film, mine rang. It was a hiring manager for a winery. We set up a time to talk later. I knew I wasn’t going to get the position. I had no experience in the wine industry, and a zillion winery marketing people were unemployed. It was over before it started.

The movie ended, the credits rolled, and I leaned into Emily and unleashed a waterfall of agony. She held me and rocked me like a baby, this inconsolable, broken, lost man.

There was one day I had 6 cents in my checking account.

An insurance company denied my application because I had a hernia in 1974.  I wish I was kidding.

I had the most vivid nightmare I could possibly imagine. I dreamed I had died in a plane crash.

It seemed that everything that could go wrong, did.

Here’s what else happened over this year and a day: I reinvented myself, top to bottom. I reinvented my career, I tackled personal issues. I shed people in my life that were not good for me. I patched up by shattered heart, and spackled my facade to not just look , but to be… more authentic. I questioned everything.

I decided to do it all at once.

I traveled, spent time with family and friends, kept on the move, doing my work. I wrote about it all.

There is a man who is a key player in this tale. I’ll call him Mr. Syracuse.

One day, sitting with him and another good friend at a bar, I moaned about my lot in life, telling him about the 411 jobs, zero callbacks. He said, “Be in my office Monday morning.”

Mr. Syracuse allowed me to do some work for him for a while, in a business that I had never worked in before. Something happened after that experience – good things started happening. This simple act of kindness this man had extended to me made some of the inertia disappear. After I left his company, I got a consulting job. I did some freelance work. I was doing things to learn that ultimately, that I should not do them. I experimented, ad-libbed, and performed extemporaneous jobs and tasks. Some were not glamorous or thrilling, but they were necessary to keep afloat and build the empire I thought I could. Mr.Syracuse had started the ball rolling, and I will never forget it.

I told him the other night, “You know, I blame you for all the good things that are happening!”

He said, “I might have started it. You finished it.”

In these past 366 days I started a company. I secured a monthly retainer for 2011 with a media group to vlog for them. My voice is now heard on one of the top radio stations in America.

And this week, I signed the contract to a full-time position with a local university. I get to learn, read, play with websites, write syllabi, interface with instructors on course outlines. I get to learn and get paid for it.

I took a hike up Mt. Diablo this morning to watch the sun rise. A cinematic moment, yes- I like to mark moments with something memorable. I watched the sun rise, and I sipped a coffee, and looked down on my beloved Bay Area- this hotbed of the creative class, this place so beautiful and yet so tough; you have to want to be here, “they” don’t make it easy.

You have to be relentless. You have to play the odds. 411 no’s, each moving you closer to the YES.  You have to stay the course you’ve charted, with all of the potholes and roadblocks and you have to understand that it’s going to be a freaking mess.

You have to clean up your messes. Because it is difficult, that’s the reason you should do it. Because it scares you, that’s why you need to try.

On this day, nothing is as it was. Everything has changed.

I’ll be moving soon, to a new home. I’ll have room to breathe, a place to call mine again. I have a new career path, education. I have fun little projects and little jobs to keep me completely, totally, busy.

This day, I got my life back, but it’s a whole new version of it. It took a year and a day, and it was pure hell, but I made it to The Other Side.

This is the end of this particular story, but it’s really just the beginning. I made it to the starting line, with a little help from people who I will always be grateful to.

You can do this in your life. Believe that you can. Ask people to help you, for you cannot go it alone. Question everything. Look ahead, not in your rear view mirror. Trust your gut.

Reinvent yourself. I’m cheering you on.

 

 

 

BOOKS THAT HELP YOU UNDERSTAND YOUR EMOTIONS

April 15th, 2011

I’m a guy who took no English or writing classes in college and only one psychology class and now I’m writing self-help books on emotions (Emotional Equations comes out in January 2012 and PEAK came out in 2007). So, my process of learning about emotions and psychology has been self-taught over the past few years plus I’ve been lucky enough to have a laboratory with a company of more than 3,000 employees and almost 60 different business units. So, I’ve been able to test things in one place and see whether that odd idea is a best or worst practice.

In preparation for writing Emotional Equations, I dove into the deep end of the academic pool reading hundreds of psychological studies and books on everything from anxiety to the difference between happiness and joy to Charles Darwin’s theory on the origin of emotions.  Here’s a list of my top twenty book recommendations for anyone who wants to go “swimming” with me (I have put an asterisk * next to my favorite in each category and I haven’t included Viktor Frankl’s Man’s Search for Meaning since it’s not primarily about emotions):

HAPPINESS/CONTENTMENT

  • Born to be Good: The Science of a Meaningful Life (Dacher Keltner)
  • Happiness: Unlocking the Mysteries of Psychological Wealth (Ed Diener and Robert Biswas-Diener)
  • Positivity: Groundbreaking Research Reveals How to Embrace the Hidden Strengths of Positive Emotions, Overcome Negativity and Thrive (Barbara Fredrickson)
  • Stumbling on Happiness (Daniel Gilbert)
  • The Happiness Hypothesis: Finding Modern Truth in Ancient Wisdom (Jonathan Haidt)
  • The How of Happiness: A New Approach to Getting the Life You Want (Sonja Lyubomirsky) * 

NEUROSCIENCE/EMOTION THEORY

  • Buddha’s Brain: The Practical Neuroscience of Happiness, Love & Wisdom (Rick Hanson with Richard Mendius)
  • Descartes’ Error: Emotion, Reason, and the Human Brain (Antonio Damasio)
  • Emotions and Life: Perspectives from Psychology, Biology, and Evolution (Robert Plutchik)
  • The Emotional Brain: The Mysterious Underpinnings of Emotional Life (Joseph LeDoux) *
  • What is Emotion? (Jerome Kagan)

 UNCONVENTIONAL BRAIN/EMOTION SCIENCE

  • Molecules of Emotion: The Science Behind Mind-Body Medicine (Candace Pert) *
  • The Biology of Belief: Unleashing the Power of Consciousness, Matter & Miracles (Bruce Lipton)
  • The Spiritual Anatomy of Emotion: How Feelings Link the Brain, the Body, and the Sixth Sense (Michael Jawer and Marc Micozzi)
  • The Spontaneous Healing of Belief: Shattering the Paradigm of False Limits (Gregg Braden)

 PRACTICAL APPLICATION OF EMOTION THEORY

  • Predictably Irrational: The Hidden Forces That Shape Our Decisions (Dan Ariely)
  • The Art of Choosing (Sheena Iyengar)
  • The Emotional Hostage: Rescuing Your Emotional Life (Leslie Cameron-Bandler and Michael Lebeau)
  • The Paradox of Choice: Why More is Less (Barry Schwartz)
  • The Social Animal: The Hidden Sources of Love, Character, and Achievement (David Brooks) *