Rick Rosales

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How to Spend the First 10 Minutes of Your Day

If you’re working in the kitchen of Anthony Bourdain, legendary chef of Brasserie Les Halles, best-selling author, and famed television personality, you don’t dare so much as boil hot water without attending to a ritual that’s essential for any self-respecting chef: <i>mise-en-place.</i><p>The “Meez,” as …

Big Presentation? 5 Rookie Mistakes to Avoid | Inc.com

As you grow your company, you will find yourself standing in front of an audience more often. After all, you are the best person to take your message to the masses: You feel the most passion for what you do and you understand the strategic vision to move your company forward.<p>While it's important to …

Public Speaking

Randy Grubb's Decopods - Jay Leno's Garage

Jay Leno

13 CEOs and Founders Reveal Their Top Productivity Hacks

Struggling with distractions in the workplace? Here is how 13 tech entrepreneurs get the most out of their workday.

Productivity

How to Target a Sales Presentation | Inc.com

When you're asked (or allowed) to make a sales presentation, you want to be certain that whatever you say helps the customer make the right decision.<p>That's only possible if you understand the decision-making context, according to Dean Brenner, author of the book <i>Move the World: Persuade your</i> …

Everyone Fails. What's Key Is to Learn the Right Lessons | Inc.com

<i>Dear Norm,</i><p><i>I am a serial entrepreneur in the food business. Over the past 11 years, I've started five pizzerias, a bakery, and a bagel shop. I opened my latest restaurant, a wood-burning pizzeria, last November. It ended up a spectacular failure. After four months of bleeding cash, I closed it down.</i> …

Entrepreneurship

Just Lost a Big Sale? Ask These 5 Questions to Find Out Why | Inc.com

I recently spoke with a CEO who participated in a very big sales presentation, only to come in second to a competitor. As a courtesy, she was offered the opportunity to discuss the process and ask questions with a representative from the group to whom she and her team presented. Very often these …

Selling

Focus on Improving One Leadership Competency at a Time | Inc.com

Executive recruiting firm Egon Zehnder International learned a lot while conducting more than 25,000 management appraisals over the course of five years. The company shares its insights in the white paper "The Five Things I Wish I Had Known When I Was Promoted to the C-Suite."<p>For example, one thing …

Human Resources

How to Make Things Happen | Inc.com

Here's a common scenario: a powerful, driven, clever management team drives their new business through stages a I like to call "Early Struggle" into "Fun" with laser-like focus and a ruthless dedication to effective execution. The business succeeds and grows, until one day the management team …

Management

The Art of Content Curation | Inc.com

By now, many marketers are convinced of the value of lead nurturing--but they remain flummoxed by the task of creating content to fuel their programs. In this post, I’d like to propose that marketers can and should embrace content curation as an effective, easy way to nurture leads.<p>The Content …

Study: Most U.S. Entrepreneurs Start Their Business at Home | Inc.com

When we think of entrepreneurs, we think of visionaries working with a brilliant team of coders, disrupting an industry for millions of fans.<p>That may be true of Mark Zuckerberg and Jack Dorsey, but the average American entrepreneur is far less glamorous, says Donna Kelly, a professor of …

Entrepreneurship

Microsoft Strategist: Being Good Simply Isn't Enough | Inc.com

Recently Tren Griffin, a strategist for Microsoft, shared 12 quotes that summarize what he feels he's learned as a businessman for one of the world's most prestigious tech companies.<p>Here are three favorites along with some insight:<p><b>Our whole business model is to do a few things very well and if it</b> …

Michael Porter

Sales Training Tips: Learn to Stop Selling | Inc.com

<i>In today's online marketplace, building a traditional sales force or conducting expensive sales training programs should not be the first action items on your business development plan. What should be on your list instead?</i><p><i>Here's another in my series where I pick a topic and connect with someone a</i> …

Sales Pitching: Identify Your Unique Selling Proposition | Inc.com

<i>Editor's note: This article first appeared on Mark Suster's blog Both Sides of the Table.</i><p>In my first enterprise software company we developed a methodology for sales that we called PUCCKA, which I wrote about previously<p>Having a good sales methodology can help you ensure your company runs more …

Product Management

8 Myths About Great Salespeople | Inc.com

Many businessfolk have odd ideas about salespeople, especially those who are the best at what they do. The antidote to these misconceptions is scientific research, according Chally Chairman Howard Stevens (he and I wrote a book together):<p><b>Myth 1. Great salespeople are fast-talking extroverts.</b><p><i>Fact:</i> …

Personality

The Ultimate Motivation for Any Team | Inc.com

There is no list quite as sobering to an entrepreneur as a list of the most promising young companies of two decades ago--most of which, you can be quite sure, don’t exist any more.<p>The fact is, as entrepreneurs, you stand on the edge of a burning platform: You have to keep moving to survive. Your …

Howard Schultz

Want to Perform Better? Get Uncomfortable | Inc.com

Do one thing every day that scares you; that was Eleanor Roosevelt's advice. The idea being that the more you venture outside your comfort zone, the more you will learn and grow from the unexpected.<p>In a recent post, blogger and career coach Penelope Trunk outlines the merits of putting yourself in …

Employment

Jason Fried, Co-founder of 37signals, on How to Get Creative | Inc.com

<b>A few weeks</b> ago, I was on fire. I was working on some designs for a prototype of a new software product, and the ideas were flowing as they hadn't in months. Every day, I felt as if I were accomplishing two or three days' worth of work. I was in the zone, and it felt fantastic.<p>It lasted about three …

When Good Ideas Bear Fruit | Inc.com

Back in July, I wrote about our efforts to bring more focus and discipline to 37signals by parting ways with some of our older products. We were so committed to eliminating nonessential offerings that we decided to sell a service that was generating $17,000 a month in profit. "We're a small company …

Entrepreneurship

The Importance of Quick and Dirty | Inc.com

At 37signals, we've been building software for nearly 10 years. We've created 20-some apps. Some, such as Basecamp, Highrise, and Campfire, are things we sell to the public. But the majority are internal tools we use to run our own business.<p>Do something over and over, and chances are, you'll get …

Resource Planning

The Right Way to Approach a Start-up | Inc.com

I've been thinking a lot about start-ups lately, probably because I'm involved in three of my own. I've written about two of them--Black Gold Suites in North Dakota and the Frolic! play space in Brooklyn, New York. The third is a restaurant called Kobeyaki. It does for Japanese food more or less …

Japanese Food

Never Rush a Business Decision | Inc.com

<i>Dear Norm,</i><p><i>I'm being pressured to make a quick decision about selling the rights to a pain-relief lotion I've developed. Unfortunately, I have no idea what I should be asking for. The lotion has been effective in treating myself and some of my patients. With the thought of selling it commercially, I</i> …

Non Disclosure Agreement

Sidestepping the Needy-Customer Trap | Inc.com

Initially, you build your business by personally, and painstakingly, attending to your customers' needs. If you're good at it, your business grows until you have more customers than you can handle by yourself. So you hire people to help--but the customers keep coming to you with their problems. My …

Customers

10 Success Rules Your Mom Taught You | Inc.com

Yesterday was Mother's Day, so I thought it would be useful to review the timeless lessons about business (and life) that your mom shared with you, probably more than once. I wrote something like this a while back, but I like this list better:<p><b>1. Look both ways before crossing the street.</b><p>Taking …

Profit

6 Myths About Social Media Marketing | Inc.com

Over the past five years, social media has become an increasingly important part of many companies' marketing strategies. But there are still some misconceptions about how to use social media to drive sales and which services are worth the investment of company time and resources. Here are the six …

Marketing

3 Steps to Handle a Crisis Like a Fighter Pilot | Inc.com

When I was born in 1970 my father was a flight surgeon with the U.S. Air Force. One of the lessons that has stayed with me from my father's experience in the Air Force is how fighter pilots are taught to deal with crisis. Why? Because it is a lesson that transcends survival in the air and can be …

The Common Start-up Mistake You Don't Want to Make | Inc.com

I've built five businesses. I teach business. I regularly judge business plan competitions. And I advise both mature and start-up businesses. And there is one thing that everyone always gets wrong about a new venture: timing.<p>I've lost count of the number of spreadsheets I've perused, each one …

Startups

When to Cut a Customer | Inc.com

<i>Dear Norm,</i><p><i>I have a friend who does pickups and deliveries for air-freight companies. He has a problem that I've had to deal with in my own business. The problem has to do with one of his customers, who has been taking longer and longer to pay. In the beginning, my friend would be paid in 14 days.</i> …

Customers