A Selling CEO

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A Selling CEO: Robert Herjavec

"Nothing happens until someone sells something" is a famous quote from Henry Ford. Or it could have been Peter Drucker. Or IBM's Thomas Watson. Google says it is from Arthur "Red" Motley, the former Publisher of "Parade" Magazine. It might have been Mary Kay, the founder of the company that bares her name. She also believed that selling was as noble as buying. 

What the quote also means (really means) is that without sales, there is no revenue. And without revenue, there is no business. However, before a sales person can sell anything the product or service they sell needs to be created and have value that people want. 

I recently hosted a NYDLAcast.com interview (Part II) with a senior partner at the world's premier executive leadership firm with more than 60 offices across 30 countries. He personally led over 800 senior searches, specialized in CEO, CMO and Board of Director searches for many of America's top consumer companies. A frequent contributor to the likes of Harvard Business Review, the WSJ and Adweek.

In other words, he knows his stuff. 

During our talk, I mentioned that "I'm a CEO, but I gave myself that title. I don't know if I could ever WORK for a company, as a CEO. After all, I'm a SELLING CEO."

And that is when the interview hit the gas...  He said "A selling CEO is the BEST KIND of CEO!"

A selling CEO refers to a chief executive officer who actively participates in the sales process of a company. In addition to their traditional responsibilities of leading and managing the organization, a selling CEO is directly involved in generating revenue and closing deals for the company.

Typically, CEOs focus on high-level strategic decisions, managing the executive team, and overseeing the overall direction of the company. However, in certain situations, particularly in small or early-stage businesses, a CEO may also take on the role of a salesperson to drive growth and secure new business opportunities.

It turns out that a Selling CEO may engage in activities such as:

1. Prospecting and lead generation: Actively seeking out potential clients and identifying opportunities for business development.

2. Sales presentations: Delivering sales pitches, product demonstrations, and presentations to potential customers.

3. Relationship building: Building and maintaining strong relationships with key clients, partners, and stakeholders.

4. Negotiation and deal closing: Participating in contract negotiations and finalizing sales agreements.

5. Customer retention: Ensuring customer satisfaction and addressing any concerns to maintain long-term relationships.

6. Strategic sales planning: Collaborating with the sales team to develop effective sales strategies and set targets.

The involvement of a selling CEO in the sales process can provide several benefits. It allows the CEO to have direct insight into customer needs, market dynamics, and competitive landscape, which can inform strategic decision-making. It can also boost credibility and trust among potential customers, as they see the CEO's commitment and involvement in the sales process.

For many years, one could major in Marketing at just about any School of Business at the College or University level. But not Sales. Now, today, there are over 100 Colleges and Universities that have Sales as a Major or a Minor. Here is a link to the Sales Education Foundation (list of over 100 schools offering degrees in sales). 

So now, today, in 2023 a CSO (Chief Sales Officer) is a thing. And the CSO usually reports to CRO (Chief Revenue Officer) which is also a thing. And they all roll up and report to the CEO (Chief Executive Officer) which has always been a thing.

My "Sales Career" started in 1983. Four decades in business, as a "Selling CEO". I do embrace the "No Revenue No Business" mantra. I also like the concept that nothing happens until someone sells something. I remember in the 80s I was in a (potential) customer's office, and he had a embroidered sign hanging behind his desk: "Selling is like Shaving. You have to do it every day or you're a Bum."

Forty years later, I still remember that sign. I also remember that I got the sale that day. Now in 2023, there are days that I skip shaving. To my wife's dismay, I do not shave every single day. But for the life of me, I can't remember the last day that I did not sell something. 

Later this year, I'll be launching the CROdepot.com 

It will be kinda like the Home Depot, but for all things...sales. Did you click on the link? Come on, you know you want to... Don't make me go shave, it's a Sunday. 

Coming Soon to the CROdepot.com

TommyCapone Aye Aye

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The AI Summit - NYC - 2019

Ok, first things first, I promise that my SUNDAY BLOG NEXT WEEK will not be about AI. 

Back in 2019, in the "before times" the big news items of the day were Climate Change, and AI. Here is my December 2019 Sunday Blog about AI and our New York City AI conference (around 5,000 HUMANS were in the room). It is seriously worth another look - my words from 2019 make me look really smart (now) in 2023. It is going to be hard to make TODAY's blog better than THAT blog. Ahem. 

One of the smartest guys I know is Jonathan Stark. He sent me a note yesterday, about his presentation: How to be an Old Dog and still learn New Tricks - Reinventing yourself in the Age of AI. You can see his note to me (and to the world) here. 

I took the title of Jonathan's note and plugged it into ChatGPT, and here is what popped out, in around 8 seconds: 

In the age of AI, where technology is advancing rapidly, it's important to adapt and continuously learn to stay relevant. Here are some tips on how to reinvent yourself and continue learning new things, even as an "old dog":

1. Embrace a Growth Mindset: Adopting a growth mindset is crucial for learning new skills. Believe that your abilities and intelligence can be developed with effort and practice. Embrace challenges and see them as opportunities for growth rather than obstacles.

2. Identify Your Interests: Reflect on your passions and interests. What areas do you want to explore or learn more about? It could be related to your current field or something completely new. Identifying your interests will help you stay motivated and engaged in the learning process.

3. Set Clear Goals: Define specific, measurable, achievable, relevant, and time-bound (SMART) goals. Having clear objectives will provide direction and structure to your learning journey. Break down your goals into smaller milestones to make them more manageable and track your progress.

4. Leverage Online Resources: The internet is a treasure trove of knowledge. Take advantage of online learning platforms, such as Coursera, Udemy, Khan Academy, or even YouTube tutorials. These platforms offer a wide range of courses and tutorials on various subjects, including AI and technology.

5. Join Communities and Networks: Engage with like-minded individuals by joining online communities, forums, or social media groups related to your interests. These communities provide a platform for discussions, knowledge sharing, and networking. You can learn from others' experiences, ask questions, and find mentorship opportunities.

6. Attend Workshops and Conferences: Look for workshops, seminars, or conferences related to the skills or subjects you want to learn. These events bring experts and industry professionals together, offering valuable insights, hands-on experiences, and networking opportunities.

7. Experiment and Practice: Learning is not just about theory; it requires practical application. Find ways to apply your newfound knowledge through personal projects, volunteer work, or collaborating with others. Experimentation and hands-on practice will enhance your understanding and help you develop valuable skills.

8. Stay Updated: Keep up with the latest trends, research, and advancements in the fields you're interested in. Follow industry blogs, subscribe to relevant newsletters, and join professional associations to stay informed. This will ensure that your learning remains relevant and up-to-date.

9. Embrace Continuous Learning: Recognize that learning is a lifelong process. Be open to new ideas, technologies, and ways of doing things. Embracing continuous learning will help you adapt to changes and stay ahead in the age of AI.

10. Foster Creativity and Critical Thinking: AI and technology are rapidly automating routine tasks. To stay ahead, focus on developing skills that AI cannot easily replicate, such as creativity, critical thinking, problem-solving, and emotional intelligence. These skills will allow you to adapt, innovate, and bring unique value to your work.

Remember, age is not a barrier to learning and reinventing yourself. With the right mindset, dedication, and resources, you can continue to learn new tricks and thrive in the age of AI.

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I now have chat.openai.com and also bard.google.com live on my browser bar at all times. These days, I lose count how many times I say out loud "OK, Google......" and then ask a question. 

Last week, I hosted a NYDLAcast.com with "Anton and Miro" (humans) who's business is all about empowering salespeople with AI. In less than a week, it has already become one of our most-watched video podcast interviews of all time. Hey, I wonder if Anton and Miro used "AI" to figure out how to drive millions of eyeballs to that podcast...a podcast all about increasing SALES via AI technologies. Ah yes, attention > engagement > adoption > utilization. Coffee (and AI) is for Closers, right? 

Yeah, I promised that my SUNDAY BLOG NEXT WEEK will not be about AI. 

I did not promise however, that it won't be written by AI. Or at least - AI assisted. 

Anton, Miro and Tom (all are humans)

The Mother of AI

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Here are some ideas for a good Sunday blog for Mother's Day:

• A list of Mother's Day gift ideas, including DIY projects, experiences, and unique gifts.

• A blog post about the history of Mother's Day and how it is celebrated around the world.

• A personal essay about what Mother's Day means to you.

• A roundup of Mother's Day recipes, crafts, and activities for kids.

• A blog post about the challenges and joys of motherhood.

• A tribute to your own mother or a special mother in your life.

• A list of resources for mothers, such as support groups, online forums, and parenting websites.

No matter what you choose to write about, make sure it is something that will be meaningful to mothers. Share your love and appreciation for the mothers in your life, and help them to feel special on this special day.

Here is an example of a blog post that you could write for Mother's Day:

The Importance of Mothers

Mothers are the most important people in our lives. They are the ones who love us unconditionally, support us through thick and thin, and teach us everything we need to know to become successful adults.

Mother's Day is a time to celebrate all that mothers do for us. It is a time to show them how much we love and appreciate them.

There are many ways to show your mother how much you care on Mother's Day. You could give her a gift, make her breakfast in bed, or take her out for a special lunch. You could also write her a letter or poem expressing your love and gratitude.

No matter what you do, make sure your mother knows how much you love her on Mother's Day. She deserves it!

Here are some additional tips for writing a good Sunday blog for Mother's Day:

• Keep it personal. Share your own thoughts and feelings about mothers.

• Be creative. Use your imagination to come up with new and interesting ideas.

• Be positive. Focus on the good things about mothers and motherhood.

• Be yourself. Let your personality shine through in your writing.

I hope these ideas help you to write a great Sunday blog for Mother's Day!

-------------------------------------------------

The above was from bard.google.com. I simply typed into Bard: “What would be a good Sunday Blog for Mother’s Day? I then asked the same question in ChatGPT:

A good Sunday blog for Mother's Day might include the following:

1. Personal anecdotes: Share some personal stories about your relationship with your mother or a mother figure in your life. Talk about how they have influenced you and shaped your life.

2. Gift ideas: Offer some unique and thoughtful gift ideas for Mother's Day. Consider suggesting experiences like spa days, cooking classes, or museum visits, as well as more traditional gifts like flowers and jewelry.

3. Recipes: Share some recipes for dishes that your mother loves or that you associate with Mother's Day. Consider including a mix of sweet and savory recipes, as well as some that are easy to make.

4. Self-care tips: Offer some tips for mothers to take care of themselves and prioritize self-care. This could include suggestions for relaxation techniques, meditation, or exercise routines.

5. Mother's Day traditions: Talk about some of the different traditions that people have for Mother's Day. This could include activities like brunch, picnics, or spending time with family.

Remember to keep the tone of the blog positive and celebratory, and to emphasize the importance of taking time to honor and appreciate the mothers in our lives.

-------------------------------

I can see the power of AI. I did not ask the AI bots to actually “write” my Sunday Blog for me, but to help me to simply brainstorm ideas. To think of topics. To be a friendly voice in the room. Below, are my actual words, written on my laptop, from my living room at approximately 7:30 AM EST in Boonton Township, New Jersey:

"My Mom picked my Bride." 

I will be 63 years old later this year, and my Mom passed away when I was in my 20s. Often I think of how I felt cheated, that Mom was gone so soon. She fought cancer for years, doing all the things that modern medicine and science told her to do. In her final years, the chemotherapy really rocked her, but she was tough. 

During her final days, my Mom called me close, and told me, “Tommy, there is this one Nurse that you need to meet. She is an Angel. Tommy, promise me that you will meet her and talk to her.” Sure, Mom. Sure. I promise. 

This is not the first time that I have written about how my Mom picked my Bride. I don’t want to do it again, here, but I do think that I should revisit telling that story more deeply. I did ask the magical AI robots for some ideas about what I should write on this Sunday, on this Mother’s Day. Their suggestions were pretty good. 

But when I woke up this morning and thought: What shall I blog on THIS Sunday, on Mother’s Day - my mind went first to MY Mom, and then it went immediately to the mother of my children. And how complicated life can be. And how the most important person in my life (at the time) made sure that I met the next most important person in my life. Circle of Life and whatnot. How everything good in my life can be traced back to my Mom pulling me close to her hospital bed and saying “Tommy, there is this one Nurse that you simply have to meet…she is an Angel…”

It is now 7:50 AM EST. I cannot type as fast as Bard or ChatGPT. Like I said, I have told the story of how my Mom picked my Bride in the past. I have been known to post in Social Media in the past: “Everything good in my life, I owe to my wife” and, I guess I just did it again. 

OK, Tommy….. land the plane……… 

Storytelling is a superpower. Storytelling is in our DNA. My friend Prof. G talks about Storytelling here: https://www.profgalloway.com/storytelling I have often said that “It’s not who has the best story, but who tells their story the best.” I think that in the short term, we don’t want AI to tell our stories for us. I don’t think that we want AI to actually write the stories of our lives, replacing us. For now, I think that we should just be asking AI to simply help us to tell our stories better. 

I would be happy if AI was just our muse, not the creator. I’m sure how we use AI will morph and change over time. Circle of Life and whatnot. 

Happy Mother’s Day Everyone! 

My Mom

Mom's #1 Draft Pick

Why did R2-D2 not talk?

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My First AI Assisted Blog!

Me: Hey ChatGPT, when did Star Wars first come out?

ChatGPT: The first Star Wars movie, now known as Episode IV: A New Hope, was released on May 25, 1977. It was written and directed by George Lucas and starred Mark Hamill, Harrison Ford, and Carrie Fisher. The film quickly became a cultural phenomenon and spawned two sequels, a prequel trilogy, a sequel trilogy, spin-off movies, television shows, books, comics, and more.

Me: Ok, what is the time difference between 10/02/1960 and 05/25/1977?

ChatGPT: To calculate the time difference between two dates, we can subtract the earlier date from the later date. In this case: 5/25/1977 - 10/02/1960 = 16 years, 7 months, and 23 days. So the time difference between 10/02/1960 and 5/25/1977 is 16 years, 7 months, and 23 days.

Me: Got it, I was 16 years old. So, in Star Wars, why did C-3PO talk and R2-D2 not talk?

ChatGPT: In the Star Wars universe, C-3PO and R2-D2 are two of the most well-known droids. While C-3PO is fluent in over six million forms of communication, R2-D2 primarily communicates through a series of beeps, whistles, and other electronic sounds. The reason for this difference in communication style is due to the design and purpose of each droid. C-3PO was designed to serve as a protocol droid, which meant that he was programmed to understand and speak a vast array of languages. This was a key part of his function, as he was often called upon to translate for his human and alien companions.

On the other hand, R2-D2 was designed as an astromech droid, which meant that his primary function was to repair and maintain starships. While he was equipped with a sophisticated array of tools and gadgets, communication skills were not as essential to his role. Instead, R2-D2's beeps and whistles were used to convey information to other droids and to communicate with his human and alien companions on a more basic level. 

So, in summary, C-3PO talks because his function as a protocol droid requires him to communicate in various languages, while R2-D2 communicates through beeps and whistles because his function as an astromech droid primarily involves repairing and maintaining starships.

Me: wait, what? [ I hit regenerate response ]

ChatGPT: R2-D2 is a fictional character in the Star Wars franchise and is a droid or robot designed to assist with tasks such as repairing spaceships and computers. R2-D2 communicates through a series of beeps and whistles, rather than speaking a language like the human characters. The reason R2-D2 does not talk like the human characters in the Star Wars franchise is likely due to his design and purpose as a droid. In the Star Wars universe, droids are programmed with specific functions, and their communication abilities are designed to support those functions. R2-D2's beeps and whistles are a form of machine language that he uses to communicate with other droids, computers, and other machines.

Additionally, the beeps and whistles add to R2-D2's charm and make him a more endearing character to audiences. The lack of spoken language also allows for the character's actions and expressions to speak for themselves, making R2-D2 a more expressive and dynamic character.

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The above "conversation" with my new AI friend ChatGPT took less than two minutes, in total. All for free. When I said "OK, Google..." and I asked the same questions, I got answers. But Google just "spits out" a bunch of websites, and some of them actually had conflicting answers. I liked my conversation with ChatGPT better than Google. Both freaked me out. Both AMAZED me with what you can get (in seconds) 

So, now I know that I was 16 years, 7 months, and 23 days old when I first met R2-D2. I also remember that I paid $1.80 to see Star Wars in 1977. I know this because my BFF from High School John Byrne collected all of our ticket stubs, and also picked up all the ticket stubs on the ground from that day in May. What did John know?  

When they were writing Star Wars, they made a conscious decision to have R2-D2 NOT talk. They could have easily had R2 talk, he was easily smart enough to talk. And when the "humans" talked to R2 in English, R2 understood, but yet, responded in beeps and boops. Hey, wait a minute...

Me: Hey ChatGPT was Luke Skywalker a human?

ChatGPT: Yes, Luke Skywalker was a human in the Star Wars universe. He was born on the planet Tatooine to a moisture farmer named Anakin Skywalker and his wife, Shmi Skywalker. Luke was later trained as a Jedi by Obi-Wan Kenobi and Yoda, and played a key role in the Rebel Alliance's fight against the Galactic Empire.

Me: Hey ChatGPT, I just asked Google, and Mr. Google says that Luke Skywalker is NOT human.

ChatGPT: I apologize for any confusion. While Luke Skywalker is often referred to as a human in Star Wars lore, there is some debate among fans about his true species. In the Star Wars universe, there are a number of different humanoid species, and some believe that Luke may belong to a different one. However, the official Star Wars canon still identifies Luke Skywalker as a human.

Me: Ok, got it. Hey, ChatGPT, how many people use Google every day?

ChatGPT: As of 2021, Google reported that over 5.6 billion searches are made on their search engine every day. However, it is important to note that not all individuals who use Google make a search every day. Many people may use Google to access other services, such as Gmail or Google Drive, without necessarily making a search query. Additionally, some individuals may use alternative search engines or may not have access to the internet at all.

Me: And, how many people use ChatGPT every day?

ChatGPT: As an AI language model, ChatGPT does not have the ability to track or record how many people use it every day. ChatGPT is designed to provide responses to user inputs based on its training data and algorithms, and it is accessible to anyone with internet access. The number of users who interact with ChatGPT on a daily basis is not publicly available information, and it may vary depending on factors such as the availability and promotion of the service, user preferences, and technological limitations.

Me: wait, what? [ I hit regenerate response ]

ChatGPT: As an AI language model, I don't have access to the exact number of people who use or interact with me every day since I am an open-source AI platform that can be used by anyone with access to the internet. However, I can tell you that my technology is used by a wide range of individuals, organizations, and businesses for various purposes, including natural language processing, language translation, and content creation. Since I am an AI, I am available 24/7 to anyone who wants to use me, so the number of daily interactions may vary greatly.

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https://chat.openai.com If you have not yet tried ChatGPT, check it out. Every day, it gets smarter. Every day, it does more cool stuff. 

Me: Hey ChatGPT, does Microsoft own you?

ChatGPT: No, Microsoft does not own ChatGPT. ChatGPT was developed by OpenAI, an artificial intelligence research laboratory consisting of a for-profit and a non-profit entity. Although Microsoft has invested in OpenAI and has a partnership with the company, OpenAI remains an independent organization, and ChatGPT is one of its proprietary technologies.

Me: are you SURE Microsoft does not own you?

ChatGPT: No, Microsoft does not own ChatGPT. ChatGPT is an artificial intelligence language model developed by OpenAI, which is an independent research organization founded in 2015 by a group of technology leaders, including Elon Musk, Sam Altman, and Greg Brockman. Microsoft has invested in OpenAI and has a partnership with the organization to develop AI technologies, but they do not own ChatGPT.

Me: OK, ChatGPT, last question. R2-D2 was there for the whole story and never had his memory wiped so why didn’t he just tell Luke that Vader was his father at some point?

ChatGPT: While R2-D2 was present for the entire story and never had his memory wiped, he was still limited by his programming and his role as a droid. R2-D2 was primarily a astromech droid, responsible for maintaining and repairing spacecraft. Although he was shown to have a lot of personality and loyalty to his human companions, he was not designed to be a communicator or a storyteller.

Furthermore, R2-D2 did not have access to all of the information that Luke needed to know. The revelation that Darth Vader was Luke's father was a closely guarded secret known only to a select few, including Vader himself, Luke's mother Padmé, and Obi-Wan Kenobi. R2-D2 was not privy to this information and would not have known that it was important to tell Luke.

Lastly, it's important to remember that R2-D2 was a loyal and obedient droid. Even if he had known the truth about Luke's parentage, he would have followed the orders of his human masters and kept the secret until they deemed it necessary to reveal it.

Me: OK ChatGPT. Well, "May the Force be with you."

ChatGPT: Actually I prefer to "Live Long and Prosper" but thanks. 

https://chat.openai.com