PLEASE LIE TO ME PRESENTATION

September 25, 2019    |    1537 American Court, De Pere WI 54115    |    7:30 AM – 10:00 AM

 

Please Lie to Me takes on fear in the workplace by establishing a new agreement to replace business as usual.

 I pretend I like my job… I pretend… I pretend…

 Based on the book of the same name, Russ Salzer and Melissa Borowicz will explore implementing Accountable Communication, to transform culture and business. Please Lie to Me challenges business owners and leaders to take back control of their cultures and organizations. In doing so, employees become fully engaged and the organization will reach previously unattainable heights of effectiveness and productivity.

 “Please Lie to Me is a reference to the lies we accept from those we work with in order to maintain the status quo and avoid honest feedback, which we may not like,” says Russ Salzer, Owner of 3YG. “Unfortunately, this is also what keeps us from achieving higher levels of personal success and, ultimately, improved business results.” The work of Russ Salzer, is highlighted in the recently‐released business book, Please Lie to Me, by Thompson Barton and Don White.

Click here to Sign up for this presentation.

 SPEAKER INFORMATION

 Russell Salzer, owner of 3YG, is an accomplished business leader with over 25 years of expertise in building marketing, sales and operational teams, revitalizing infrastructure, developing and executing strategic plans, and driving businesses to greater levels of profitability by developing effective teams while dramatically improving individual personal development and the interpersonal relationships that people share with each other.

Melissa Borowicz is the CEO and owner of The Utech Group. With over fifteen years of experience working with organizations across the United States and Canada, Melissa is an expert in defining corporate culture and helping organizations maximize and align their teams and people. She is equipped with an arsenal of skills that enable her to effectively and efficiently identify and customize solutions to meet each company’s unique needs.

Please contact us for more information or if you have any questions.

3YG Sales Training Technology

1222 Washington Avenue • Oshkosh WI 54901

(O) 920.479.6225 • (M) 920.410.9229 • russ@3yg.us www.3YG.us

The Utech Group

1537 American Court • De Pere WI 54115

(O) 920.983.0707 • (M) 920.915.7740 • melissa@utechod.com www.utechod.com

News Release: Work of Russ Salzer Highlighted in New Book

news release

______________________________________________________________________________

 Work of Russ Salzer Highlighted in New Book

-- Please Lie to Me addresses fear in the workplace --

Oshkosh, Wis. (July 2019) – The work of Russ Salzer, Owner of sales training and technology company, 3YG, has been highlighted in a recently-released business book titled, Please Lie to Me, by Thompson Barton and Don White. The book addresses how people’s individual fears impact the workplace and offers an alternative approach to interpersonal relationships that creates collective, genuine, and sustainable accountability. 

 “’Please Lie to Me’” is a reference to the lies we accept from those we work with, in order to maintain the status quo and avoid honest feedback, which we may not like,” says Russ Salzer, Owner of 3YG. “Unfortunately, this is also what keeps us from achieving higher levels of personal success and, ultimately, improved business results.”

The alternative is work relationships built on awareness, openness and accountability, according to Salzer, and is based on the work of psychologist, Will Schutz, creator of The Human Element® and FIRO theory aimed at maximizing the potential of your people. Salzer became a licensed practitioner of The Human Element (THE) in 1994 and has completed many training sessions with Barton and White. He has been applying the techniques in many senior management roles for more than 20 years. Two of those experiences are highlighted in the book. In both cases, one as a General Manager for James River Corporation and one as Director of Operations and Engineering for Peninsula Light Company, Salzer’s use of the techniques resulted in significant performance turnarounds.

“I have brought the work of Thomy, Don and The Human Element to every job I have held. It has led to relationships that I truly cherish, while achieving amazing results,” says Salzer. “Quantifiable and impactful change in the area of financial performance, sales, product development, safety, compliance, hiring, positioning companies for sale, acquiring and integrating new entities, building new locations and even closing some locations along the way. All achieved and handled in an almost effortless fashion as a result of how we dealt with each other.”

The sales field especially is rife for judgments and acceptable lies that we not only allow ourselves to tell customers and the lies we accept in return, but also the lies we tell ourselves, according to Salzer.

 “Not only do we expect and accept lies from co-workers, we create a similar dynamic in our relationships with prospects and customers. For example we might pretend to our manager that we have significant prospects in the sales pipeline … and customers might pretend they interested in your products or services.”

Salzer and Judith Bell, of Rewire Leadership Institute,  have designed a training program for sales reps and managers, the basis of which are principles of FIRO theory, The Human Element and Accountable Communication; The Prospecting Intensive is an 8-week online course that brings together the unique combination of specifically designed sales personal development training in conjunction with highly effective sales tools and techniques in which participants address their own hidden fears that get in the way of their success in driving new customer acquisition. More information is available at Prospecting Intensive.

“In my experience, the most effective and direct way to drive revenue growth, is to address the individual fears that are behind the behaviors that hinder our success,” says Salzer.

Please Lie to Me can be purchased from Amazon or at the website PleaseLieToMe.

# # #

About Please Lie to Me

Please Lie to Me takes on fear in the workplace by using a New Agreement to replace business as usual. Implementing this New Agreement establishes Accountable Consciousness, which transforms the culture and the business. Please Lie to Me challenges business owners and leaders to take back control of their cultures and organizations. In doing so, employees become fully engaged and the organization will reach currently unattainable heights of effectiveness and productivity.

 About 3YG Sales Training Technology

3YG is a sales training and technology company that develops sales teams using a simple, intuitive process enhanced with a The Board CRM solution. With a focus on revenue growth, the 3YG sales method results in more self-directed individuals and teams with clearly identifiable development opportunities. 3YG’s exclusive The Board CRM technology provides a highly visual tool of both individual and sales team status that allows immediate diagnosis of the sales pipeline, as well as more accurate planning and forecasting.  The sales method used by 3YG has its roots based on the methodology introduced in 1979 by Stephan Schiffman and further developed by Steve Mulch. The company is based in Wisconsin. More information can be found at www.3yg.us   

 

# # #

 

News Release: Prospecting Intensive™ Addresses Cold Calling Head-On

news release

______________________________________________________________________________

Prospecting Intensive™

Addresses Cold Calling Head-On

-- Sales Training targets both conscious behaviors & unconscious beliefs --

 Oshkosh, Wis. (September 2018) – Russ Salzer, Owner of sales training and technology company, 3YG, has partnered with Judith Bell, owner of Rewire Leadership Institute®, to create a unique sales training aimed at assisting salespeople in overcoming the inherent resistance to prospecting  that is wired into the human brain. The Prospecting Intensive™ addresses both conscious behaviors and unconscious beliefs over an eight-week curriculum delivered in only a few hours each day.

Effective prospecting is essential to driving revenue growth, according to Salzer. At the same time, it is the task that most often falls to the bottom of the task list.

“To truly understand what is at the core of this challenge, we have to look under the surface of individual intentions, behaviors and performance,” says Salzer. “Most sales do not get closed, or even started, because of conscious and unconscious barriers, limiting beliefs and fears, whether we are aware of it or not.”

The best of intentions is not enough to overcome the resistance to prospecting that is built into our own human nature, according to Bell.

“The human brain is wired to avoid pain. And the thought of doing something that might not reap rewards, or might end in rejection, is enough to make people create patterns of avoidance.” says Bell. “The Prospecting Intensive will teach participants how to start changing their beliefs about themselves so they can handle the stress or perceived ‘rejection’ registered by the thought of prospecting.”

Bell provides coaching and self-development tools while Salzer provides sales training, techniques and technology for process improvement. The unique curriculum work in tandem to improve prospecting results.

“The training is designed to maximize learning, retention and lasting behavior change,” says Salzer. “Because participants provide and work from their own list of prospects, the curriculum is incorporated into your day. It is not intended to take time out of your day.”

The Prospecting Intensive is delivered via video conference in 1-2 hour sessions per day for eight weeks. Each week, the program will cover a new principle in self-awareness and self-directed change. Participants learn the principle in the beginning of the week and will be asked to put the new concept into practice the rest of the week by incorporating the techniques into their actual work process.

“The reason people don’t develop new habits is simply that they don’t practice the new skill enough,” says Bell. “The eight-week duration is a platform that gives people the opportunity to learn a new skill, practice it, apply it, refine it, and practice it more. This is how we start creating new neural networks.”

 For more information www.3yg.us

 About 3YG Sales Training Technology

3YG is a sales training and technology company that develops sales teams using a simple, intuitive process enhanced with a The Board CRM solution. With a focus on revenue growth, the 3YG sales method results in more self-directed individuals and teams with clearly identifiable development opportunities. 3YG’s exclusive The Board CRM technology provides a highly visual tool of both individual and sales team status that allows immediate diagnosis of the sales pipeline, as well as more accurate planning and forecasting.  The company is based in Wisconsin. More information can be found at www.3yg.us  

 

About Rewire Leadership Institute®

Rewire Leadership Institute (RLI) pioneers deep change within leaders from the top down and the bottom up. An organizational consulting firm, we offer meeting facilitation services, strategic planning, teambuilding, coaching, consulting, assessments, and training courses throughout the world. Utilizing psychology, business and organizational development, conflict resolution, and experiential learning, RLI helps individuals and teams rewire themselves to become authentic, collaborative leaders. In all the work that we do, we provide tools to help raise the leadership bar, strengthen teams, and create a more productive organization. RLI partners with businesses of all sizes, non-profits, individuals, and government organizations to help our clients find real, lasting solutions to their most important issues. Founded in 1988 by Judith Bell, RLI is based in California and has a global reach. To learn more about RLI, please visit https://rewireleadership.com.

 # # #

 

Life after CRM Implementation – Five Stages of Grief

Stages of Grief - What the heck does that have to do with sales?

If you’ve ever undergone significant loss in your life, you’re probably familiar with Elisabeth Kübler-Ross’s five stages of grief.

Kübler-Ross’ theory posits that before arriving at acceptance of a loss, we go through the stages of denial, anger, bargaining and depression. The definition of “loss” can be expanded to anything we feel seriously about or that’s been a big part of our lives — a pet, job, standard of living, marriage, or even health insurance.

I’ve noticed something very similar going on with sales teams when I am working with them on effective use of a Customer Relationship Management, (CRM).

CRM systems have been around for years. Ideally, they increase revenue, visibility and make managing a sales pipeline and sales rep development more efficient. But sales teams don’t usually welcome them with enthusiasm.

I’ve seen it all —becoming indignant, anger, begging, depression, avoidance, arguments, excuses, absenteeism (missing meetings) — and if your company is using a CRM, you’ll probably see it too. In fact, you should expect it.

Why is that?

It makes sense: they’re being told to let go of the way they’ve always done their jobs and adapt to something significantly new. That’s a loss, and they’re naturally upset and fearful. Very rarely do I see the sales rep who arrives at the acceptance stage immediately seeing the benefits of the new program and its potential to jumpstart their sales and further develop their talents.

In every CRM training that I conduct, my promise is that by the end of the day the sales team will have a clearer picture of where their sales pipeline is than ever before. As we progress through the day, there is that moment when it becomes apparent that the team doesn’t have enough leads, or activity, in the pipeline to meet their revenue goals … that is when the stages of grief really become apparent. They grieve their previous sense of comfort that by the end of the quarter they will somehow reach their goals. But this sense of confidence has likely been based on hope versus reality.

Their emotional trajectory starts with denial, although some jump right into anger or bargaining by imploring their managers, not openly, to not force the new system on them. I don’t get caught up in the drama — I’ve learned to acknowledge it and try to help them work through it. They usually evolve into acceptance on some level, although some may leave the job, or be asked to leave.

There is another underlying problem with CRM implementation. Like most things that we accept, we need to see how this new thing will benefit us in order for us to even have a chance of using it. And even then there is no guarantee of effective use by the team. According to a recent Forrester survey, 42% of sales reps do not use their CRM. I would surmise there is an equal number who use the tool for not much more than contact management and/or to pacify a boss. 

Here are Kübler-Ross’s stages, and how they may show up in your sales team.

  • Denial: This is the earliest stage of loss, when we’re in shock, feeling numb and in utter disbelief of the bad news. Sales reps may not believe the company would do such a stupid thing. They don’t need, more accurately want, a CRM; it isn’t necessary and will only make more work for us. Furthermore, it is way too complicated for what we need, I can’t believe we are spending that much money on this.
  • Anger: This is the blame stage, where we lash out at anyone who seems to bear any sort of responsibility for our loss. In illness, it’s often loved ones, doctors, clergy, etc. Sales reps lash out at their managers, coworkers and company. Beware, most of us learned to not show anger directly while at work, but are trained to keep a lid on it. Anger typically shows up in statements like: “it doesn’t have this feature (fill in the blank) so this is not going to work”; “I’m having trouble with my device/internet (fill in the blank) so this isn’t going to work”; “can you modify this, (fill in the blank) or it is not going to work.”

They’re miffed at being asked to change their routine, input their sales data and activities into a program that may be accessible by other team members, managers and owners.

They may be mad at being put “on the spot” and being expected to do more.

If they’re struggling in their position, they’re mad and afraid that putting their daily activity into a log will expose how little they are doing.

Company rock stars might be mad that they’re being treated like kindergartners or seemingly being punished for non-performance by others.

Anger in loss is healthy and brings us closer to healing. So don’t freak out when staff throw tantrums, or more than likely, push back. Your resolve will be tested and this will present ample coaching opportunities.

  • Bargaining: This is the stage where we vow to clean up our lives or behave perfectly if only the condition will go away or our loved one’s life will be spared. In sales, reps might try to ask for special dispensation from the new technology because they’re too busy to update the system, or don’t understand it. They may try to cheat the CRM’s metrics by frequently logging in and making small changes to records since most CRM providers tend measure sales adaptation, i.e. use of the system, as time spent logged in and number of records modified.
  • Depression: In loss, this is the stage where we don’t feel we can go on after the loss. We might withdraw from people and feel this isn’t worth it. In sales, some reps might be late for appointments, miss meetings, not show up for work, become harder to locate, or not interact with the team. If they do interact, they may try to bring others down to their level by commiserating about the new technology and how it’s going to make their job a living hell. They might decide to quit or change careers. Remember, average tenure of a sales rep is about a year and a half.
  • Acceptance: This is the goal in working through any loss. It’s not bliss — the loved one doesn’t spring back to life, and we don’t suddenly become ecstatic about a death — but at least it doesn’t hurt as much. In sales, team members’ eyes open to the system, and they’re relieved to finally have an accessible place to keep track of their records, have a tool that will help them develop shortcoming and increase their overall performance and talents as a top sales rep.

The Afterlife

The role of sales leadership is key in terms of supporting, leading and moving people forward. It’s not about bludgeoning the salesperson to make things happen, but coaching them through the process. There’s a lot of fear behind their reactions that managers need to be prepared for and ready to act on quickly. Sales leadership walks through all the stages of grief as well, and the quicker leadership gets to acceptance, the quicker the team will follow. 

 

 

3YG Inner Sales Podcast Series: Prospecting

I’ve always been interested in looking deeper into the elements of our psyche that propel us to success, or hold us back from achieving our goals. With this in mind, I have launched a new podcast series. INNER SALES is aimed at helping those responsible for driving revenue to connect with their own intuition to create a more successful and enlightened sales career.

In Episode 3, I am very pleased to introduce Judith Bell, Rewire Leadership Institute. Judith and I have teamed up to provide a solution to one of the most vital and problematic aspects of selling: prospecting.

You can access the first three episodes of INNER SALES Here:

Episode 1: What Can a Strong Operations Background Bring to Sales?

Episode 2: Are Salespeople Born or Made? 

Episode 3: Prospecting Intensive – Part 1

INNER SALES is my opportunity to take a deeper look into what it takes to drive revenue from the inside out. Regardless of your position in the company, if you have a vested interest in sales performance, I think you will find something of interest in the series.

Take Care,

Russ

 

Judith Bell - Rewire Leadership Institute

Judith Bell - Rewire Leadership Institute

Kimberly-Clark’s W!N, Women’s Interactive Network

Russ Salzer of 3YG and Melissa Borowicz of The Utech Group teamed up to speak at this year’s kickoff of Kimberly-Clark’s W!N, Women’s Interactive Network Next Level Program, which is focused on developing women leaders.

Their interactive presentation examined what really gets into way of change and how to overcome these obstacles to get the results we are after.

If you’re interested in learning more about Russ and Melissa’s presentation, reach out to us and we’ll send you additional information.

IMG_4117 Edit.jpg

"CHANGE THE WAY YOU LOOK AT CHANGE"

There's no better time than NOW to make the changes you want.

Change.  All of us want it.  There are enough self-help and motivational books out there to create a path to get there. Yet many of us fall short of achieving what it is we truly want. Take the time to get clear on the changes you want to make in your life and in your business. Attend this interactive workshop by Russ Salzer of 3YG and Melissa Borowicz of The Utech Group, to help you get clear on the active role you play in creating change. This presentation examines how you get in the way and how to overcome those obstacles to get the results you are after.

1537 American Court DePere, WI

January 12, 2017

AGENDA
7:30 AM to 8:00 AM – Registration & Networking

8:00 AM to 8:45 AM – Presentation

8:45 AM to 9:00 AM – Closing

Registration 

 

3YG Sales Training Technology Change How You Look At Change Presentation.jpg

Label Traxx Introduces New Sales Prospect Management/CRM Tool

The right partner is the one that shares your vision for customer value. 3YG is proud to announce a partnership with Label Traxx, the premier provider of automated job management software systems for the printing industry. Our partnership will integrate 3YG’s Prospect Management CRM with Label Traxx, allowing us to offer label printers an effective way manage their sales pipeline and ultimately grow revenue. https://labeltraxx.com/news/announcements/

news release

________________________________________

Label Traxx Introduces New Sales Prospect Management /CRM Tool

-- Sales Traxx designed to help label printers drive revenue growth --

Milwaukee, Wis. (March 2017) Label Traxx has partnered with sales training and technology provider 3YG to offer a new prospect management tool for label printers aimed at driving revenue growth through better management of the sales process. Sales Traxx™ provides customers with software as well as a proprietary sales method to deliver sales results that stand-alone CRM technology solutions do not deliver.  

“Sales management is the next logical step for our customers,” says Ken Meinhardt, Label Traxx President. “The core Label Traxx software and optional modules have helped users improve efficiencies throughout their operations. Now, Sales Traxx takes that same approach and applies an easy-to-use, systematic approach to the revenue side of the business.”

Label Traxx has provided business management software in the label converting segment since 1993 with modules from estimating and order processing to quality control, scheduling, and accounting. The new sales module uses a similar dashboard visual approach to provide an at-a-glance evaluation of your entire company’s sales pipeline, all the way down to the individual sales rep or prospect account, according to Meinhardt.

“This is about business development and driving revenue,” says Russ Salzer, 3YG owner. “Sales teams, like other aspects of your business can be coached, monitored, tracked and measured to better performance. A steady revenue stream alleviates a lot of other downstream issues in your business and provides the freedom necessary to do many things.”

The differentiator of Sales Traxx technology, however, is in the sales process that it is designed to support.

“Partnering with 3YG allows us to provide customers with hands-on sales team training to improve their sales process,” says Meinhardt. Customers who purchase the Sales Traxx prospect management system receive one-on-one sales training for managers, team training and three follow-up dashboard reviews. By the end of the training, users are working live in the software setting up their prospect and customer accounts.

“The common CRM solutions have it backwards,” says Salzer. “Placing a technical solution over a poor sales process does nothing to improve results. With Sales Traxx we ensure there is an effective, routine sales process and behaviors in place and then we support the behaviors and activity important to growing revenue with the technology. It’s the only way to achieve consistent, long-term results.”

For more information on the new Sales Traxx module, contact Russ Salzer at russ@3yg.us or Keith Grimm at keith@labeltraxx.com.

# # #

About Label Traxx

Label Traxx is a software solutions company specializing in automated job management software systems for the printing industry. Label Traxx is a software company that services the narrow web flexo and digital label print industry with an end-to-end print ERP/MIS solution. Based in Milwaukee, WI, the 20+ year old company has over 400 customers worldwide. Ken Meinhardt and Dave Porter founded the company in 1993 and both remain active in the business today. Visit www.labeltraxx.com for more information.

 

About 3YG Sales Training Technology

3YG is a sales training and technology company that develops sales teams using a simple, intuitive process enhanced with a CRM solution. With a focus on revenue growth, the 3YG sales method results in more self-directed teams and clearly identifiable development opportunities. 3YG’s exclusive CRM technology provides a highly visual tool of both individual and sales team status that allows immediate diagnosis of the sales pipeline, as well as more accurate planning and forecasting.  The sales method used by 3YG has its roots based on the methodology introduced in 1979 by Stephan Schiffman and further developed by Steve Mulch. The company is based in Wisconsin. More information can be found at www.3yg.us    

Do You Know if Your Sales Team is Effectively Growing Revenue Before it’s Too Late?

The Oshkosh Chamber of Commerce would like to invite you to join us for a great opportunity!

When we survey Chamber members on topics of interest, one topic consistently makes the top of the list: Business Development and Sales. For most companies, the sales organization is in place for two reasons: 1) optimize existing customer relationships, and 2) develop new business. Generally speaking, most sales people are competent when dealing with existing accounts. However, new business development has always been the tougher challenge.

The Oshkosh Chamber is offering a presentation on Thursday, April 6th that will address this very issue. The presentation will be delivered by Chamber-member Russ Salzer, President of 3YG, who will address the common challenges of creating a predictable and sustainable revenue stream.

Russ did this presentation for our Chamber staff several weeks ago and we are looking forward to bringing this to the broader membership!

Register at www.oshkoshchamber.com or call 920-303-2266. More details below.

 

 

3YG Sales Chamber Presentation

Russ & The Coach Part III – My Vision

I try to be a “there are no accidents” kind of person. So over the years I have become a big fan of attempting to create more consciously in all aspects of my life. An important step in that process is creating a personal vision.

By simply creating a picture and story of your life off in the distance, one that you are not yet living but you can feel, can deliver some amazing things. An important step is to not try and figure out how you will get there; question if you will get there; or judge if this will happen or not happen. Just imagine and picture the bliss of the arrival point.  This is about leveraging your own imagination and intuition for guidance. It truly is about the journey and an ever-changing vision as you clarify and identify more of what you want.

One of the best things about having Julian as a coach is his reminders that our old, and usually unconscious, operating system is often insufficient in getting us much what we want. So what does that mean? If means that as we go through life, we are impacted by many people, circumstances, family, schools, habits, etc. that may or may not serve us well. This “old operating system” results in creating beliefs we subscribe to that are, far too often, very limiting. Another way to look at this is “we conform” to how we think we are “supposed to be”. Far too often, our old operating system can not only prevent us from experiencing joy, but can also result in a fair amount of unnecessary suffering.

Those limits often become beliefs that we cannot do something.

Creating a vision not only allows one to side-step your unconscious limiting beliefs, but will most likely result in setting the tone for a new way of thought and a path to greater satisfaction.                                    

As I sat down to update my vision last year, which was at a point 10 years in the future, my intention was to start my own sales training & technology business. The vision that flowed forth was flush with detail. My new business would create amazing amounts of joy, allow for tons of personal creativity, provide opportunities to create and combine the many things I had learned over the years, allow for collaboration with many great people, help businesses and individuals get a handle on one of the things that had plagued me in every business I had worked in - sales, and provide personal financial freedom.

More than ever before, everything in my vision (life) was interconnected: home, work, relationships, my kids, and my time. No work / life silos. Could this be the beginning of finding true work/life balance?

The foundation for me getting more of what I want was set in motion, and the foundation for my coaching relationship with Julian was set.

While I don’t read my vision in detail very often; because it is part of me, remembering the essence of it is pretty easy.   Like in business, tracking and action towards something is vitally important, and the same is true for your vision. Gauging your actions against it is not only critical, but can be comforting. A quick end of day, “Am I in momentum?” is all that is necessary.

Julian asks me often, “Are you in momentum?” Momentum as in positive movement towards what I want. It’s a simple introspective question that can be asked at any point in time, whether as a check of past or future actions, meetings, customer interaction, phone calls, etc. For me momentum feels like things are effortless, fun, energizing, and absent of worrisome thoughts or self-criticism. It’s those times when I am training a sales team and words just flow from an inspired place; those times when it is hard to even remember what I said! 

Creating and focusing on my vision feels like the ultimate life compass. A security blanket that comforts. A mechanism for immediate feedback. And a truly empowered path for creating a life of fulfillment. 

 

Russ Salzer is an accomplished business leader with over 25 years of expertise in building marketing, sales and operational teams, revitalizing infrastructure, developing and executing strategic plans, and driving businesses to greater levels of profitability. Russ’ knowledge of the interdependency of people on business results, combined with his ability to dramatically improve interpersonal relationships and develop teams, creates a competitive advantage that delivers rapid and sustainable results. His approach to success through even the most extraordinary challenges, has been to ensure the workplace is accountable, open and honest. He is currently on a mission to help businesses effectively support their marketing and sales teams in consistently growing top-line revenue with a proven and methodical training and technology process through 3YG Sales Training Technology. Contact Russ at russ@3yg.us

Julian Cohen has more than two decades of experience in Executive Coaching. He is acknowledged for his skill in facilitating the expeditious realization of extraordinary results. His expertise includes coaching CEO's, Fortune 500 company senior managers, and prominent professionals. He attended New York University School of Commerce, with a major in Banking and Finance and holds a law degree from Brooklyn Law School. His professional experience includes the creation of a $60 million dollar investment portfolio and an entrepreneurial role in developing three innovative companies widely known within their industries. The depth and breadth of his community involvement extends over a 40-year span and currently involves voluntary work with international and locally known organizations. Contact Julian at icoachu@msn.com

 

Russ & The Coach - Part II Vision

“The Unprecedented Results Program.” I call Julian Cohen at 9AM on Tuesday. We never have an agenda. He says “Hello” and we are off.   

One of the first things Julian and I talked about after getting reengaged last year after 15 years apart, was vision. More importantly, he asks, “Do I have an updated one?”

Flashback to December 17, 1998, which was the first time I completed a vision. A month or so prior, Julian gave me the homework of creating a vision and sending it to him before our next call. He described the assignment in detail and during the following week I sit down at my desktop, wrote it up and emailed it to him just prior to our call. I was excited to call him thinking, “I really nailed this.” My excitement didn’t last long after Julian answered the phone; one of the first things out of his mouth was, “This isn’t what I wanted!” Wow, I screwed up my own vision!

He reiterated the exercise exactly as he had done before, and ended the call abruptly.

I found it amazing that I completely misunderstood what he had requested. What I realized at that moment was the first time he gave me the assignment, I was in a typical business/corporate mindset. I hadn’t written a vision, I had written goals, “10 years from now I want this … and I want to accomplish that.”

The vision assignment started with Julian asking me a question, without any discussion or explanation, “When do you want to be where it is you’re going?” I quickly responded, “10 years.” He said ok, now I want you to write a narrative as if you are already there. Describe it with a lot of color, texture and detail. It doesn’t have to be for a long period of time, it could just a day in your life, e.g. “I woke up this beautiful morning and …”

Now that I got it, I sat down again. What would December 2008 be like? Without even thinking much about it, I just started typing. It began with a Wisconsin snowy winter’s day… and before I knew it, the vision had just sort of flowed out of me. It wasn’t long, 2 ½ pages single-spaced. I printed it and sat back to review it. When I got to the end I realized something and I completely freaked out! I had created a vision for my life that was missing my wife. I was so afraid of the vision getting out that I wrote her back in before sending it to Julian. Julian and I talked though it on our next call and I moved on.

Fast forward to just a couple of years ago, when I came across my vision on an old desktop while I was searching for some other files. I had completely forgotten about it since Julian and I discussed it in 1998. I opened it and once again, freaked out! Literally, everything I had spelled out was either in progress, or had come to fruition with the unedited version. I had moved back to Wisconsin from Seattle, I had moved on from my marriage, I was enjoying being way more involved in my kid’s lives including enjoying the small stuff like taking them to school, I’m working from home, I’m developing a successful sales & marketing business and I have a 3rd daughter, Grace, born in 2001 exactly at the time I had written about 3 years prior! This was eerie; how could something so seemingly innocuous, not to mention something I never paid attention to, become real?

At that point I became a massive believer in the power and importance of consciously creating the life I want, which starts with a vision. While taking action is critical, this is not about creating goals and objectives. This is about creating a picture from a broader perspective, a more holistic scene of your life off in the distance that you cannot see, but you can feel. This is about leveraging your own imagination guided by your intuition, or inner compass, for guidance. When unencumbered by today’s reality, it flows out. Writing a vision feels so good because it resonates with the real you.

Julian talks about creating a vision far enough in the future so that you are not constrained by your current beliefs, which will limit you. For instance, if my work, home, relationships, etc. are not in a place that I want them to be, focusing on a vision in the short-term will most likely be negatively influenced by those unwanted situations. In other words, the brain doesn’t have the ability to sabotage your long-term vision as easily as it does the short-term.

So last year when Julian asked me to create a new vision given my current life and new business venture, I couldn’t wait.

 

Russ Salzer is an accomplished business leader with over 25 years of expertise in building marketing, sales and operational teams, revitalizing infrastructure, developing and executing strategic plans, and driving businesses to greater levels of profitability. Russ’ knowledge of the interdependency of people on business results, combined with his ability to dramatically improve interpersonal relationships and develop teams, creates a competitive advantage that delivers rapid and sustainable results. His approach to success through even the most extraordinary challenges, has been to ensure the workplace is accountable, open and honest. He is currently on a mission to help businesses effectively support their marketing and sales teams in consistently growing top-line revenue with a proven and methodical process through 3YG Sales Training Technology. Contact Russ at russ@3yg.us

Julian Cohen has more than two decades of experience in Executive Coaching. He is acknowledged for his skill in facilitating the expeditious realization of extraordinary results. His expertise includes coaching CEO's, Fortune 500 company senior managers, and prominent professionals. He attended New York University School of Commerce, with a major in Banking and Finance and holds a law degree from Brooklyn Law School. His professional experience includes the creation of a $60 million dollar investment portfolio and an entrepreneurial role in developing three innovative companies widely known within their industries. The depth and breadth of his community involvement extends over a 40-year span and currently involves voluntary work with international and locally known organizations. Contact Julian at icoachu@msn.com

Russ & The Coach

“The Unprecedented Results Program.” That’s what Julian calls his practice.

I just turned 56, and by most accounts have had a successful career thus far and … I use a coach.

His name is Julian Cohen. An energetic, eclectic, wise and soon to be 86-year old coach who has made millions, lost millions, made it again and, all along the way, used himself as a living laboratory for growth. I debated about giving him a more expletive title like Life Coach, Business Coach, etc. but they are all too limiting. I’ve learned there are not lines between major segments of our lives…so he is a coach. 

I was introduced to Julian over 20 years ago when I was living in Seattle working for a Fortune 200 paper company as a General Manager. Julian and I worked together for about 5 years before parting ways until a year ago when “fate” brought us back together.

So why write about it now? The idea occurred during one of my recent weekly 30-minute phone sessions with Julian when I felt a strong urge to document and share our experience since I was getting an immense amount of value from our work.  Julian and I discussed the idea, decided to record our personal sessions, summarize them and put them out on an ongoing basis for no main reason other than to share.  

It is no mistake that “fate” brought Julian and me back together after a decade and a half apart. About this time last year, I quit a job running a company that made capital equipment for manufacturers. Wanting more, I decided to finally do my own thing. This was a world I knew very little about since, for the most part, I have always had a job. While I know about all aspects of business pretty well, I didn’t have experience on how to do business on my own. Then I got an email. Julian reached out to me after hearing from a mutual friend that I was starting on my own. Perfect timing. Lesson One – The Right People Always Show-Up At The Right Time. You just have to notice and act.

According to Julian the reason his clients use coaching is similar to mine: they are experiencing a void in their life, whatever they are doing is not satisfying, or they’ve reached the end of whatever success meant to them.

You may have picked up that I write as if we are almost one and the same. Coaching, as opposed to consulting, is a partnership. It is important to make the distinction between the two. Generally speaking, consultants bring a particular methodology/system/process with them that if you employ it, things might improve. Coaching is a holistic partnership where the combination of the two individuals results in guidance, wisdom and a collective consciousness that is unique. Over the past 25-years I have done fairly extensive personal development, primarily learning the individual transformation work of the great Will Schutz, PhD. and his closest associates. Bringing this unique perspective to the coaching party with Julian is unique, as it would be for every individual. www.thehumanelement.com


Calls with Julian are a freefall, which I find unnerving at times. I call him at 9AM on Tuesday. We never have an agenda. He says “Hello” and we are off.    

……..To Be Continued…… 

Russ Salzer is an accomplished business leader with over 25 years of expertise in building marketing, sales and operational teams, revitalizing infrastructure, developing and executing strategic plans, and driving businesses to greater levels of profitability. Russ’ knowledge of the interdependency of people on business results, combined with his ability to dramatically improve interpersonal relationships and develop teams, creates a competitive advantage that delivers rapid and sustainable results. His approach to success through even the most extraordinary challenges, has been to ensure the workplace is accountable, open and honest. He is currently on a mission to help businesses effectively support their marketing and sales teams in consistently growing top-line revenue with a proven and methodical process through 3YG Sales Training Technology. Contact Russ at russ@3yg.us 

Julian Cohen has more than two decades of experience in Executive Coaching. He is acknowledged for his skill in facilitating the expeditious realization of extraordinary results. His expertise includes coaching CEO's, Fortune 500 company senior managers, and prominent professionals. He attended New York University School of Commerce, with a major in Banking and Finance and holds a law degree from Brooklyn Law School. His professional experience includes the creation of a $60 million dollar investment portfolio and an entrepreneurial role in developing three innovative companies widely known within their industries. The depth and breadth of his community involvement extends over a 40-year span and currently involves voluntary work with international and locally known organizations. Contact Julian at icoachu@msn.com

Connectedness with TSA?!

I captured this picture of my 3 daughters on Saturday when my middle daughter, Madeleine, returned after studying a semester in Shanghai. It was a wonderful moment to not only have her home, but to witness the unconditional love between them.

It wasn’t until this morning that I really looked at the expression of the TSA agent sitting behind them smiling with delight in being part of the moment. It struck me as a beautiful reminder that in spite of our judgments (not that I would have judgments about TSA employees), that there is a connectedness to us all that can very easily override our biases in any situation. Not always easy to do but look around, and at each other, a little more mindfully and we may just find more delight in everything we do. Even at the airport.

Merry Christmas & Happy New Year!

Russ