calehawley

Posts Tagged ‘Cale D. Hawley’

One Man Wolfpack

In entrepreneur, Marketing, networking, Personal Branding, Personal Development, relationships, Sales on June 23, 2017 at 11:00 am

Remember the scene in The Hangover when Allen claims to be a “one man wolfpack”? Sales and entrepreneurship is not much different. Yes it can be lonely, but it does not have to be.

I love working with new or inexperienced sales and marketers. There is a twinkle in their eyes and a burning desire in their hearts. But when that fire starts to flicker and that twinkle dims a little, it can get lonely. I try to be that person with an open ear for these young professionals. Not because I think that I am just that good, but rather because I have empathy for them. More times than not, they just need someone to voice their frustrations to. I’ve been in sales and marketing for almost 20 years and have been an entrepreneur for nearly 6 years. I find it helpful to have someone I’d like mind to talk to when times get tough, and if you do this long enough, you will see tough times.

Start adding members to your wolfpack today.

The Competition

In Image, Marketing, networking, Personal Branding, Personal Development, Sales on June 22, 2017 at 11:00 am

You know them well. It’s that company that offers the same products and services that you do. The athlete wearing the other team’s colors. Yourself. 

Whoever you have identified as the competition, flip the script. Think of yourself as your competitor’s competition.

Are you the type of company, athlete, or person that the competitor looks at and says, “they’re easy they do ‘xyz’ we can overcome that”. Or are you the type of competitor that they do not mind losing to. 

Over the years, I have had several competitors in business and in athletic arenas. A few stick out in my mind. You knew when you were up against them that you had to bring your “A-Game”. But the ones that truly stand out are just good people to their core. When you lose to them, you say, “I get it, people like them”. It reminds me of that scene in Firgetting Sarah Marshall when Jason Segal’s character is surfing and bumps into Aldos Snow, his ex-girlfriend’s current lover and says, “…you’re so cool. I can see why Sarah likes you”. 

I long to be that competitor to my competition. I like when I run into a competitor and they have “heard of me”. I like when my competition is “job searching” on my behalf because they know the impact and the relationships I have and the ones that I foster. It means I’m doing something right. I’m competing without malice. Doing my job serving others. Not going down the path so commonly traveled by others which is to trash the competition. 

My challenge to you is be that competitor that takes the high road. Be the competition that your competition wants to introduce themselves to. Be that competitor that others talk about in a positive light. Be that competitor that the competition does not mind losing to. 

Maybe It Was Utah

In Personal Development on August 9, 2016 at 2:25 am

I have had tunnel vision all day. Really, for the last couple of days. My 16 year old daughter leaves for Europe tomorrow. She will be there studying abroad for the next 10 months. I have thought of little else. Sure I’ve completed work, and I’ve even killed it in sales calls, but my mind is still elsewhere.

These pay few days have been like a dream. As if time has slowed down even though it still seems to pass by so fast. I reminded with every conversation that she is leaving. Everyone means well, and I am grateful for their interest. To tell you the truth, I think it has helped me to talk about it. To let people know that even though I’m trying to be this strong man, I’m hurting and sad inside. 

This dreamlike state made me think of the closing scene in the 1980s movie Raising Arizona. When H.I. is narrating his dream. He speaks of this utopian land that he is in. He says, “if not Arizona, then a land not to far away. Where all parents are strong and wise and capable and all children are happy and beloved. I don’t know. Maybe it was Utah.”

I know this sounds like an incredibly random quote, but honestly, that is how my head and my heart feel at this very moment. Sending my child half way across the globe is not going to be easy, yet I’m sure that I will try to be strong and wise and capable. But really, I will feel weak and naive and vulnerable. The dream is the way to go, and I hope to feel the serenity that H.I. felt describing his dream. I don’t know. 

Maybe it is Utah.

1 More Meter

In entrepreneur, Personal Development, Sales on August 6, 2016 at 9:45 pm

Watching Olympic swimming and one thing seems consistent: the swimmers that are performing the best are pushing just one more meter in their under water dolphin kick. It makes sense really. There is less resistance and it’s energy efficient. 

This is not an easy technique to learn. Let’s be real, you’re under water longer. And if you’re anything like me, who wants to spend longer under water?

What if we appiled this principle to business? Do the hard work just a little longer. Make that extra call. Generate that extra purchase order. Close that extra deal.

1 more meter!

Interested and Interesting

In networking, Personal Development, relationships on August 5, 2016 at 5:05 pm

I used to call on a physician that told the most interesting stories. He was somewhat shy so when he spoke, people listened. And I was never disappointed. 

On the other hand, every time someone else told a story, he focussed in in the story. He always had the right questions to draw out the right details to engage others in your story.

He passed away about 10 years ago, and at the funeral the pastor told us what he felt made this doctor a great man. He was interesting and interested. I think this is the secret sauce of being a good story teller. You have to engage with others, and that means having a two-way conversation that show your interest in the audience and that is interesting enough to keep the audience’s attention.

If you’re like me, sometimes you may feel that your day-to-day routine is boring. Trust me, to others it is interesting. Think of ways that you are unique. Your hobbies, your interest, your adventures. Start sharing these stories with others. When others are speaking, look for ways to display your interest in them. Focus on what they are saying. Ask the right questions.

Be interesting. Be interested. 

You Gotta Have Faith

In Personal Development, relationships on August 4, 2016 at 5:10 pm

Faith is one of the more difficult concepts for me to deal with. I think it probably has to do with my controlling nature. In a few days, my daughter will move half way across the world to study abroad. The closer we get to her departure date, the more “real” it becomes to me.

Faith is really the only thing that I can have with regards to this situation. Faith that she will make it to her destination. Faith that she will enjoy her time abroad. Faith that she will pick up the language. Faith that her host family will live her as much as we do. Faith that God will provide for her. Faith….

Control really is like holding sand in your hands with your palms open and your fingers spread apart. Sure you can hold a certain amount, but most of it goes where it pleases. You just have to have faith that the sand will make it to a great destination.

I am faithful, but anxious at the same time. I know that she will live her home away from home. I know that her host family will take great care of her. But as a father, my stomach does still knot up a bit thinking about it. Faith….

Faith takes discipline. Faith in anything you do. As humans, we cannot control everything. We’ve gotta have faith. Faith in life. Faith in business. Faith in relationships. Faith in God. Faith…

Faith….

Out of Control

In Personal Development on August 3, 2016 at 5:06 pm

I had a delayed flight yesterday that caused me to miss my connection that would take me home. You’ve probably experienced this before, or at least experienced some kind of disappointment in you life. 

I was surrounded by several people that were not able to control their reactions very well. They placed blame on the airline, the airport, the ticketing agent, etc. none of those listed in the previous sentence had any control over our flight status. Our flight was delayed due to a large thunderstorm.

When your faces with disappointing circumstances, it’s easy to look for someone to blame and start pointing fingers. However, it is also easy to control your reaction to the situation and realize that it is what it is. One man got out his guitar and gently strummed it and sang to pas the time. Some were upset by this. Not me. I enjoyed it. I enjoyed the fact that he embraced the situation and did what he could to make himself and others happy. He controlled the controlable. 

When you are disappointed in the circumstances around you, how do you react? Keep moving forward and pick those around you up. 

Control the controlable. 

The Trade Show

In Events, networking, Sales on August 2, 2016 at 5:10 pm

I work several trade shows / expos each year. Some of them produce a great deal of traffic, others not so much. I don’t get bogged down about this, though there are times that I wonder why I’m there.

The trick is to out in the work and keep delivering your message. You never really know if the person you are presenting to is a key decision maker or if they have the ear of the key decision maker. Just because there title does not start with the letter “C” does not mean that they send business your way. 

The key is to work for the desired outcome. Keep hustling.

Show and Tell

In Communication, Sales on August 1, 2016 at 5:05 pm

Remember when you were a kid, and one day out of the year you got to bring something special from home and share it with the other students? I can remember this like it was yesterday. Standing there holding a peacock feather that I got from our family friend’s peacock farm. Not only could you tell how excited I was to show this item to my friends, I practiced for days what I would say about it. Everyone was at full attention as I held this 4 feet long feather and told them about this beautiful bird. Show and tell. Tell a story, and provide a visual.

As sales professionals, you should do the same thing. Have something to show your prospect. If you have a sample of the product, great. If you can do a product demo, even better. Holding a pen and pointing to a point in your literature works well too. In fact, you can guide the prospect to where you want them to focus by pointing or making a circular motion with your pen at the desired spot on the brochure. And if you have absolutely nothing to show, please use had motions. Allow your prospect to see your passion.

What will you bring for show and tell?

I Did It

In Personal Development on July 31, 2016 at 9:35 pm

31 blog posts in 31 days. I honestly did not know if I had it in me. And some days I struggled for content, but I did it. In fact, one day I forgot so I doubled up the next day.

So why do this? Why pay daily? For me the reasons are two fold. 

1) to force the habit. My goal is to write a book before this year is over. I only have a few months left. I needed to know that I could commit to writing daily.

2) I feel like I owe it to the general all of you. I’ve experienced so much over my sales career and I have recently made changes in my life to see things in a more positive light. If I can help just one person make the world a better place, then I can sleep at night.

Thank you to everyone that has taken time to read, like, and follow. It means the world to me. Don’t keep me a secret. If you like what you read, please share with others as you see fit.

I look forward to seeing you all in the future. Thank you for the support.