Wednesday, March 21, 2012

Carson MVP Baseball Game, March 17th, 2012

CloserQ Readers, last week my company had our annual sales award trip to the Bahamas. With my wife and I in the Caribbean, my parents came down from New Hampshire to watch my two kids. My dad, a retired CIO who loves technology and writes an outdoor enthusiast blog, took videos and pictures of my 12 years olds baseball game, then built a video montage.

My son had the game of his young life being both the winning pitcher and scoring the winning run.  Lucky for my wife and I, we got to see his MVP performance captured below:



Sincerely, a dad proud of his son (Carson) and a son proud of his dad (Outdoor Steve), Shaun Priest aka CloserQ

Saturday, February 18, 2012

Top Executive Recruiters Agree There Are Only Three True Job Interview Questions

CloserQ Readers;

Been a while since I have posted a business topic vs. my family posts.  Yesterday, Don Soucy, a VP of Sales sent me a Forbes article on three questions to ask interviewees.  My personal interviewing style is to focus on the interviewees resume by walking backward through their job history and asking very focus questions to understand why he or she switched jobs.  Because I plan on adding this questions to my next interview, I wanted to share with my readers:

The only three true job interview questions are:
1. Can you do the job?
2. Will you love the job?
3. Can we tolerate working with you?


That’s it. Those three. Think back, every question you’ve ever posed to others or had asked of you in a job interview is a subset of a deeper in-depth follow-up to one of these three key questions. Each question potentially may be asked using different words, but every question, however it is phrased, is just a variation on one of these topics: Strengths, Motivation, and Fit.
Can You Do the Job? – Strengths
Executive Search firm Heidrick & Struggles CEO, Kevin Kelly explained to me that it’s not just about the technical skills, but also about leadership and interpersonal strengths. Technical skills help you climb the ladder. As you get there, managing up, down and across become more important.

You can’t tell by looking at a piece of paper what some of the strengths and weaknesses really are…We ask for specific examples of not only what’s been successful but what they’ve done that hasn’t gone well or a task they they’ve, quite frankly, failed at and how they learned from that experience and what they’d do different in a new scenario.

Not only is it important to look at the technical skill set they have…but also the strengths on what I call the EQ side of the equation in terms of getting along and dealing or interacting with people.


Will You Love the Job? -Motivation
Cornerstone International Group CEO, Bill Guy emphasizes the changing nature of motivation,

…younger employees do not wish to get paid merely for working hard—just the reverse: they will work hard because they enjoy their environment and the challenges associated with their work…. Executiveswho embrace this new management style are attracting and retaining better employees.


Can We Tolerate Working With You? – Fit
Continuing on with our conversation, Heidrick’s Kelly went on to explain the importance of cultural fit:

A lot of it is cultural fit and whether they are going to fit well into the organization… The perception is that when (senior leaders) come into the firm, a totally new environment, they know everything. And they could do little things such as send emails in a voicemail culture that tend to negatively snowball over time. Feedback or onboarding is critical. If you don’t get that feedback, you will get turnover later on.

He made the same point earlier in an interview with Smart Business, referencing Heidrick’s internal study of 20,000 searches.

40 percent of senior executives leave organizations or are fired or pushed out within 18 months. It’s not because they’re dumb; it’s because a lot of times culturally they may not fit in with the organization or it’s not clearly articulated to them as they joined.


Preparing for Interviews
If you’re the one doing the interviewing, get clear on what strengths, motivational and fit insights you’re looking for before you go into your interviews.

If you’re the one being interviewed, prepare by thinking through examples that illustrate your strengths, what motivates you about the organization and role you’re interviewing for, and the fit between your own preferences and the organization’s Behaviors, Relationships, Attitudes, Values, and Environment (BRAVE). But remember that interviews are exercises in solution selling. They are not about you.
Think of the interview process as a chance for you to show your ability to solve the organization and interviewer’s problem. That’s why you need to highlight strengths in the areas most important to the interviewers, talk about how you would be motivated by the role’s challenges, and discuss why you would be a BRAVE fit with the organization’s culture.

Please click the link below to access the Forbes article directly:

http://www.forbes.com/sites/georgebradt/2011/04/27/top-executive-recruiters-agree-there-are-only-three-key-job-interview-questions/

'Good Interviewing'. Reader Feedback, please click the comments below to give additional recommendations and I want your feedback on my response. Shaun Priest aka CloserQ
www.closerq.com

Wednesday, June 29, 2011

Summer 2011 Family Vacation to NYC

On Tuesday, June 21st, my wife Christine and our two children, Madison (age 14), and Carson (age 11), boarded an 11:30am Delta flight from Atlanta to LaGuardia Airport on Long Island. From the airport we took a traditional yellow cab with a cab driver that liked to use the gas and the brake simultaneously during rush hour traffic. The four us hardly spoke alternately looking at the awe inspiring New York skyline and bracing for the expected, but never happened, rear-ending of the car in front of us.

We happily and safely arrived at the Hilton Garden Inn Times Square at the corner of 8th and 49th, just around the corner of Times Square and the Theatre District. We quickly learned the HGI was in a great spot being within walking distance from Times Square, Theatre District, Rockefeller Center; Central Park, and shopping in either direction on 5th avenue or 34th street

We were all hungry and we passed Carnegie Deli, which our friends the Hannon's recommended, on the cab ride to the hotel, so after dropping off our luggage, we walked there for a very late lunch. We were warned in advance that the portions are huge, but we weren’t prepared. I order the ‘Woody Allen’ and I was able to nibble on the leftovers that we brought back to the hotel all during our vacation.

Now that we were fed and checked in the hotel, Christine and I have a tradition while on vacation, that the first thing we do is take a tour of the city to get our bearings and determine the things that we would like to do. The Grey Line with their red double decker buses has an office right across from the street for the HGI on 8th, so after dropping off our luggage we got a two day unlimited pass. We then boarded at stop one right in the heart of Times Square for our two and a half hour downtown loop tour.

The Grey Line offers hop on hop off services, but we stayed on the full two plus hours, seeing Time Square, Theater District, Macy’s, Times Square, Empire State Building, Flat Iron Building, Ground Zero, Greenwich Village, Soho, China Town, Little Italy, Battery Park, Statue of Liberty (very brief glance), United Nations, Waldorf, Rockefeller, Radio City Music Hall, Central Park, then back to Times Square. The two and half hours go very fast and you are really not seeing the wonderful sites on NYC and not really experiencing them.

Don Soucy, who I work with, took his family to NYC for vacation the week before us and luckily for us he shared his detailed itinerary, that included the sites, restaurants, broadway plays, and recommendations. This was tremendously helpful including recommending going to the top of Rockefeller Center versus the Empire State Building. I want to say a big thanks to Don and his family for sharing their information.

After the bus tour, we decided to walk back to Rockefeller Center go to the Top of the Rock. By now it was nine o’clock at night, and we got to see New York at night on a clear night. Simply wow, walking around the Top of 30 Rock.

After a great first day, we walked back to the hotel to get some rest. On the walk back, we couldn’t resist and we got some late night slices of pizza at Famiglia Pizza just outside of Times Square.

On Wednesday morning, the bad news was that Carson had a headache and he was throwing up. The good news is that our first event was later in the day, the matinee of the Broadway show Spiderman, ‘Turn off the Dark’. Knowing that Carson can get sick quickly and get better quickly, we got him some ginger ale and he was able to fall back asleep while Christine watched Wimbledon Tennis on TV and Madison did facebook on her lap top.

I decided to take advantage of the three of them in the room and take a run in central park. I walked the half mile to Central Park, then started my four mile jog as soon as I entered the park at Columbus Circle. My iPhone came in handy with both my google maps app to get me back to the hotel and my runmeter app to track my route and speed. It was a very relaxing and slow run. Check out the map of my route. Even though I was in Central Park for the first time, it was still familiar because of all the movie scenes of the bridges, ponds, miniature sail boats, central part zoo, the rocks, and the baseball fields. Amazing that the oasis of Central Park is right next to the asphalt jungle of NYC.

When I got back to the hotel, Carson was waking up and luckily feeling better so the four of us walked to 42nd street to see Spiderman in the Foxwoods Theatre. Spiderman is the most expensive and troubled play to open on broadway. The play was even stopped and partially re-written due to bad reviews and actors getting hurt performing stunts. Luckily for us we saw the rebooted Spiderman2.0 and it was fantastic. The affects and stunts, were very impressive with Spiderman flying into the audience and amazing background effects. We had great side balcony seats with the four of us sitting together on dining room chairs versus the traditional stadium seats. I definitely recommend Spiderman for kids, teens, and both U2 and Spiderman fans.

After Spiderman, we didn’t have any plans and the four of us discussed all the options of what to do next. Because they are in the same general location, we decided to go with Carson’s Dylan’s Candy Bar store first and then Christine’s Serendipity3. With my google map app, we started the roughly 2 mile walk from Spiderman to Dylan’s. Walking the streets downtown New York is simple because the streets are a grid but you can still be overwhelmed with the sky scrapers, traffic, history, street vendors and sheer volume of people walking the sidewalks with you.

By the time we arrived at Dylan’s we were hungry, tired, and sensory overload, tensions were high and I am going to share a heated family discussion of Dylan’s or Serendipity3. Luckily for me I was semi-prepared because on the flight up to NYC, I read an article in USA Today by Kim Painter on ‘Family trips can be peaceful, even with teens in tow'. The article reminder me that kids are going to whine and complain on long family trips.

We hadn’t had lunch yet and it was 4pm in the afternoon. The kids also didn’t expect the two mile walk and the complaining started very quickly during our walk and kept building all the way to Dylan’s. After getting out a lot of emotions, calmer heads finally prevailed and we decided to eat at Serendipity3 first, then go to Dylan’s.

Serendipity3 is very small and very popular. At 4pm there was an hour wait for us. By the way the wait only added to the kids argument of going back to Dylan’s to eat candy for lunch. But I had read a blog that said the Serendipity3 wait is usually not as a long as predicted and 30 minutes later we were seated. During our late lunch Madison, said one reason they were frustrated is that her and Carson didn't know what we were going to do next or how long it would take to get there.

Christine wanted to go to Serendipity3 for their famous frozen hot chocolate. The kids and I were happy to eat real food like salad, wings, and burgers. Reading their menu I quickly noticed that they have a $1,000 sundae, that you have to order two days in advance. I asked the waiter if anyone ever orders and he said they get one every other week for birthdays, usually sweet sixteen’s and special events.

Now that our stomachs were full and minds calmed, we walked backed to Dylan’s and what an amazing Candy store. Madison shared with me the story of Dylan’s, the daughter of Ralph Lauren, who wanted to build a candy store like Will Wonk and Chocolate Factory movie.

When we left Dylan’s it started to pour, so we decided to try and ride the NYC subway. There is a station right outside of Dylan’s, Subway: N, R, W, 4, 5, 6 to 59th St/Lexington Ave. This did not go well, as after buying subway passes and entering the subway, we were quickly overwhelmed. It was 6pm, so we were in the midst of rush hour, express train announcements, and multiple levels of subway. Having lived in Boston and riding the T, I knew the down side of getting on the wrong subway car. After 20 minutes of switching levels / platforms, reading multiple subway maps, and not finding someone to help us, we decided to exit the subway and get a cab. We exited the subway on the other side of the street and by the time we exited it stopped raining and we walked back to our hotel.

On Madison’s advice of know what we are going to be doing, when we got back to hotel we mapped out the rest of the trip, with each of us making recommendations on what we wanted to do.

On Thursday, we started the day with a walk to Times Square and we took the Gray Line bus tour to Ground Zero. We walked around the former World Trade Center twin towers site and future Freedom Tower, and 9/11 Memorial. The area is in full construction mode with over 3,000 workers on-site. Amazingly, as we were walking around ground zero, we ran into our Kennesaw neighbor Steve Crook and his son Thatcher.

After Freedom Tower, we took a recommendation from Don Soucy to have lunch at Grimaldi’s Pizza right under the Brooklyn Bridge. We debated walking over the Brooklyn Bridge or renting bikes but because it was raining we took a cab to Grimaldi's. We had to wait about 30 minutes in line before getting seating at Grimaldi’s but it was more than worth, as the t-shirt says, ‘A Pizza, You Can’t Refuse’. If you do go to Grimaldi's, please know they only take cash and luckily for us Christine brought her purse.

After lunch, the rained slowed and we walked back across the Brooklyn Bridge. For me, this was my favorite part of trip. It is spectacular with amazing views both of the city and the bridge that you can only see by walking.

After Brooklyn Bridge walk, we walked to Battery Park to take the ferry to Liberty Island and the Statue of Liberty. The ferry has more unbelievable views of the city. After docking, we walked right into the statue and up to the platform. The original flame is in the base of the platform and the guide let us know they stopped letting tourist walk up the flame in the sixties. I asked if we could go up to the crown but you need a reservation which runs about four months out.

The view from the platform and walking around Lady Liberty are breath taking. The Star of the base is the former Fort Wood. Walking into the base there is a display case with the actual Liberty Bike by Orange County Choppers. It is worth the time to take the ferry to and walk around the Statue.

We took a cab back to the hotel and walked to John’s Pizzeria in the theatre district. We got there around 8:30pm which is after the theatre crowd leaves so there was only a 10 minute wait. Unfortunately for John’s, their pizza wasn’t half as good as Grimaldi's, however, the family conversation was fantastic.

After dinner we took a stroll through Times Square and we went to the M&M store, which is three full floors of candy and M&M stuff. We walked back to the hotel, another great day in NYC.

For Friday, we started with a bike through central park. We rented bikes just inside the Columbus Square entrance and we did the full bike around the park, which took exactly an hour. What is great about biking is that you can cover the entire the park, the down side is that biking is not allowed on the majority of park’s paths, so after biking we walked through some of the most picturesque bridges and paths including the famous Bow Bridge; Belvedere Castle; and the model sail boats pond.

After Central Park we walked over to Rockefeller Center for a tour of NBC Studios. I recommend getting tickets in advance because there are a limited number of slots each day. We visited three studio sets including Saturday Night Live, Sunday Night Football, and Dr. Oz. However being summer, none of the three were active. Even though they were not active, it is still impressive to see real TV sets. It is amazing how small the sets are especially SNL. They have three small sets right next to each other and then a pull out stage to do all those live skits. For only $20 a person, NBC Studios Tour is worth the time and it only takes an hour.

After the tour, we took a hotel recommendation and we ate dinner at Vynl’s (http://www.vynl-nyc.com/) on 9th ave. It was like a fancy chili’s with good food and my favorite part was the back of each menu had the old 33 record albums. Mine had the classic The Police album on one side and one hit wonder Boy George on the other.

On Saturday, the last full day of our trip, Madison had wanted to go shopping, so her and Christine went to 5th Avenue including Forever21, H&M, and Abercrombie. Carson and I relaxed in the hotel until lunch, where on Carson’s recommendation, we had lunch at Rink Restaturant right in the center of Rockefeller and where the skating rink is in the winter.

When the four of us met back up in the afternoon, we went to Madam Trousseaus Wax Museum on 42nd street. Madison and I had a blast at the one in Los Angeles and I knew this one would be fun too. The wax museum is a little expensive at over $30 a person but we had a blast getting pictures with movie stars, singers, athletes, and presidents.

After Madam Trousseau’s we went to Wicked. What an amazing musical. I grew up watching Wizard Oz every Thanksgiving and Wicked is an amazing, funny, thought provoking, and complex story that doesn't taint the kids story of the Wizard of Oz. The actress that plays Glinda, The Good Witch, was absolutely fantastic.

The next morning Shaun Priest and family flew out of LaGuardia, to end our amazing family NYC trip.

Thursday, April 28, 2011

MEDSEEK and Perficient at Microsoft CHC


I had the pleasure of video blogging with Liza Sisler with Perficient at this week's Microsoft Connected Health Congress in Chicago. To learn more please click the home page below and see the video:


Shaun Priest aka CloserQ welcomes your feedback on our video blog.

Monday, April 4, 2011

Coach Wooden's Leadership and Success Principles

With tonight's NCAA Basketball Game Championship tonight, I wanted to share Coach John Wooden's 'Lessons in Leadership' and 'Success Pyramid'.

First a bit about Coach Wooden: he is the first athlete to be honored in the basketball Hall of Fame as both player and coach; he was named Player of the Year at Purdue University in 1932; He went on to coach the Univ. of California at Los Angeles to 10 national championships in 12 years, including a men's Division I record 88-game winning streak.

Coach Wooden’s 12 Lessons in Leadership:

  1. Good values attract good people
  2. Love is the most powerful four-letter word
  3. Call yourself a teacher
  4. Emotion is your enemy
  5. It takes 10 hands to make a basket
  6. Little things make big things happen
  7. Make each day your masterpiece
  8. The carrot is mightier than the stick
  9. Make greatness attainable by all
  10. Seek significant change
  11. Don’t look at the scoreboard
  12. Adversity is your asset

Please check out Coach Wooden's 'Success Pyramid' below and please click on the link for a larger view:

Good Leading and Succeeding. Reader Feedback, please click the ‘comments’ to add your feedback on Coach Wooden's personal and professional development. Shaun Priest aka CloserQ. Have fantastic day.

Lastly, as a graduate of a Big East School (Providence College), Go UCONN HUSKIES!!!

Wednesday, March 23, 2011

Wednesday, March 23rd, 2010: Performance Improvement

"Closerq, I just inherited another sales team and I have some dead weight on my new team. My strategy is put them on a PIP, and I am looking for some assistance with my PIP." Mac

Mac, great question and I am glad that you are putting the employees on a PIP (Performance Improvement Plan) versus just firing. I have a saying, "You have to earn the right to fire an employee", and a PIP is part of the process. Additionally, you have a new team and there may have some future sales superstars with leadership and direction.

My personal style is to have an in person meeting with the employee to review the specifics on their behavior and what they need to do to be successful. After the meeting, I then send them an email with the my expectations and requirements. Below is a sample email:

Jack:

To follow up to our meeting, there is too much inconsistency in your performance and results. To assist you, I have set up the following plan for the next 30 days.

- You will cc and bcc on all of your client and prospect emails
* Cc me on the accounts where I am actively involved
* Bcc me on all other client and prospect emails
- You will finalize your 30-60-90 Day Plan by 11/19/10
- You will document all of your client and prospect activity in SalesForce
- You will setup calls with all of your clients on the value of attending our upcoming conference
- You will document your follow up in SalesForce, plus send me a list of your clients who are attending and the why, for those clients who are unavailable to attend
- Every Friday at 5pm eastern you will send to me:
* An updated forecast
* A summary of your weekly call volume
* A spreadsheet withe updates on each of your clients
- Every Tuesday at 9:30am eastern you and I will have a call to review your activity

If at anytime you are unable to meet these requirements, we may take additional corrective action including termination. My goal is for you to have a successful career with us. Please let me know how I can assist you.

Thanks - Shaun

Also, if you have to fire someone, check out post on firing:
- http://closerq.blogspot.com/2009/05/wednesday-may-20th-2009-firing-someone.html

Good Improving. Reader Feedback, please click the ‘comments’ below to give ‘Mac’ feedback on his question. Shaun Priest aka CloserQ. Have fantastic day.

Wednesday, March 2, 2011

Wednesday, March 2nd, 2011: Selling to the C-Suite

CloserQ Readers, last week I attended a seminar by Stephen Bristriz on his book, ‘Selling to the C-Suite’. The seminar was a great reminder on strategies and tactics for working with C-Level executives. Below are the high-lights from my notes:

1. Executives get involved early in the decision process for major purchases to set the project's strategy – and get involved late to monitor the implementation and measure the results, but typically delegate the middle (set the buying criteria)
Example: Just last week I was at a Hospital where the CIO was involved early in process to set the buying criteria, including protecting one of his current partners, but he did not show up for the vendor demos, and we know that he will be involved in the final decision

2. The relevant executive is the one who has the most to lose or gain with your solution (personal wins)
Example: We are working with a recently hired SVP and there is no doubt he has the most to gain or lose with a successful project

3. Understand the Informal Power
Example: At a client, the CIO and VP of Marketing are on the same level of the org chart, however the CIO has been with the organization 25 years and understand the politics, processes, and complexities of their multi-billion dollar organization.

4. C-Level executives look outside for unbiased information and industry updates (trusted advisor)
Example: The CIO at a new client understood that his internal team was biased towards an internal build so he reached out to external resources for his industry info.

5. Executives don’t buy when they understand your solution; they buy when they know that you understand how your solution will solve their problem. (Stephen Coveys Habit 5, 'Seek First to Understand then to be Understood')
Example: :Last month in a meeting the CFO, asked me to repeat the details on his project before he would let me explain our proposal.

Good Selling!

Reader Feedback, please click the ‘comments’ below to give your feedback on my post 'Selling to the C-Suite'. by Shaun Priest aka CloserQ. Have fantastic day.