The Arbinger Institute

Yesterday I attended an excellent full-day leadership training session in Salt Lake City sponsored by the Sutherland Institute and presented by Jim Ferrell of the Arbinger Institute. Several state legislators and prominent community leaders also attended the workshop. As I see it, the goal was to help people with different opinions to learn how to see each other (even their opponents) as people, not as objects, so that civil dialogue can take place and lasting solutions can be found.

E-Myth Author Speaks in Utah Valley

The Deseret News reported on Michael Gerber\’s speech at UVSC. I attended this along with three CEOs of Infobase Ventures companies. It was outstanding. He has influenced me greatly along with hundreds of thousands of entrepreneurs. I spoke with him for several minutes after the speech and thanked him for helping me grow my first two companies without any formal business training.

Best Book for Successful Selling

Dr. Rick Farr, with whom I teach a business course at Utah Valley State College, gave a great lecture two weeks ago on sales. He has been a highly successful salesman in his career. I just ordered the book that he said is the best book written on successful selling: SPIN Selling by Neil Rackham. This approach claims that asking the right questions is more important in the selling process than anything else. The SPIN Model is this:

EContent Magazine

My wife always laughs at me when I talk about my masters degree program in Library Science. She imagines me working in a library. (I LOVE libraries BTW). It only lasted for 1 semester because my CD-ROM publishing company really started taking off and needed my full-time attention. But I learned some valuable things while in the program. One of the main things was becoming familiar with a few of the major publishers and publications in the library market.

Information Today is one such company. It has many good publications. One that I love and read cover to cover is EContent. The readership is probably fairly small, but the articles are well written and I love the research. It\’s all about search, content business models, content management, news feeds, subscription databases, search engines, RSS feeds, XML, digital rights, syndication, and more. I learn here about companies that rarely get covered in the main stream technology press.

Jump Start Your Business Brain by Doug Hall

Doug Hall says you should focus on one "overt" benefit and not try to be all things to all people. The book states that "analysis of four thousand concepts indivdates that the greater the number of benefits promised, the lower your chances of success." People talk about writing marketing copy that emphasizes the benefits and not the features. But Hall goes one step farther: focus on a single, overt benefit. "The more you focus on doing one thing great, the greater your probability of success." He asks why people choose particular restaurants. Usually it\’s because they are famous for one dish or specialty. Great restaurants don\’t try to be all things to all people. In my case that\’s true. The main reason I ever want to go to Ruby River is for their giant coconut shrimp with orange marmelade sause.