News Articles

Carl Gould to be Keynote Speaker at SBCA SkyFORUM® 2011

Posted by Carl Gould on October 25, 2011
Announcement, News Articles / No Comments

Washington, D.C., October 20, 2011 — The Satellite Broadcasting & Communications Association (SBCA) has announced Carl Gould, author of “The 7 Stages of Small Business Success”, as the keynote speaker on October 26th at 1pm ET at SBCA SkyFORUM 2011.

Gould will explain the importance of building rapport with customers and how satellite industry professionals can use tips when closing a sale. Using this method with similar professionals all over the world, Gould’s presentation will be education for seasoned and new professionals alike.

Attendees will have access to over nine hours of online sessions for free over the two day event. Starting at 10am ET on October 26th with a presentation from an FCC Senior Attorney and ending with information on the importance of connectivity in the consumer satellite industry at 7pm ET on the 27th. Other feature presentations include CE expectations for the holidays and beyond with Ben Arnold, CEA Senior Research Analyst, MDU market and strategies with Opie Williams, President of PACE International and an overview of new business opportunities using broadband satellite Internet with Allen McCabe, Vice President of Consumer Sales at Hughes Network Systems. From business to technology to sales and marketing, “SBCA SkyFORUM 2011 will be the online event to attend for the Consumer Satellite Industry,” comments SBCA Executive Direct Joe Widoff.

Registration is free and open at www.skyforumsbca.com. The online event will be held Wednesday, October 26th from 10am ET to 2pm ET and Thursday, October 27th from 3pm ET to 8pm ET.

Share

Tags: ,

Evaluating Your Business Health

Posted by Carl Gould on August 30, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

Entrepreneurs and leaders of small businesses usually are really good at what they do – which is related to the products and services sold by their company. The problem is, they don’t always
know all the details ABOUT their business – especially how to evaluate its financial health. Sure, you could always look in the bank to see how much cash you have, but that would paint a
poor picture of the firm’s actual financial health and whether there will be any cash in the bank tomorrow. But having audited financial statements isn’t always the answer either – unless you
know where to look on them. I’m looking for specific tips that entrepreneurs and business owners can use to evaluate how healthy the numbers within their business are.

A: What key ratios they should be focused on and why?

CLG: Your quick ratio is a good way to show if you could pay your bills. The quick ration is simply how much liquid cash you have as compared to your expenses. We advise our clients to seek a quick ration of 1.5:1 another excellent ration is your current ration. This ration looks a bit closer to the horizon and determines your 90 day health and takes into account longer term receivable and payables.

A: If they were going to make a daily “dashboard,” what numbers should they pay attention to and why?

CLG: you can change the work ‘dashboard’ and change it to ‘cashboard’. In other words, daily monitoring is all about cash. What’s coming in what’s going out and tracking your numbers through each pay period. Cash is like oil in a car’s engine. It lubricates the entire machine and helps keep it running. Without it the entire machine can seize up and cease to function. These numbers are not necessarily line items on your financial or tax statements; however they make up sound financial management.

Carl L Gould is the president and Chief DISCoverY Officer CMT International, LLC (www.CarlGould.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His upcoming book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level.

Share

Tags: , , , , ,

Selling Steak Knives to a Vegan…A Lesson in Salesmanship

Posted by Carl Gould on August 17, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

The last time I needed a steak knife to cut meat for myself was almost twenty years ago.  The mainstay of my diet is green vegetables, and other culinary dishes that you can easily carve up with the side of a fork.

So why am I now the proud owner of four high end new knives that are designed for a carnivore?  The sales presentation won me over! Because I felt that the sales associates gave me a lot of value, I felt obligated to reciprocate by making a purchase. 

What influenced me was his…

1.      Enjoyment of the job.

2.      Knowledge of the product.

3.      How he handled objections and questions (before they came up).

4.      His certainty that the products were right for me.

5.      His authenticity in presenting his product line. 

1.Enjoyment of the Job:

            He was having fun! It’s refreshing to see someone actually enjoying their work for a change. He wasn’t jaded, stressed, burnt out, bored or tired of customers. He seemed genuinely grateful for the opportunity to present to us. 

2. Knowledge of the Product:

            The sales associate was a college-aged young man selling kitchen cutlery. Although he had very little experience as a ‘culinary technician’ he demonstrated excellent product knowledge. He answered every question we had accurately and without pause. What little experience he did have, he shared with us at the appropriate times. 

3. Handling Objections:

            Interestingly enough, he treated every objection calmly, naturally as if it wasn’t an objection at all and professionally.

            Clearly he was well trained on a scripted presentation…and he stuck to it! The presentation materials were well designed to handle many of the questions that were to arise.

            To his credit, he stuck to the program and was not distracted. 

4. Certainty:

            He was committed to us buying one or more of his knives, regardless of our dietary preferences.

            He knew his product was among the best and his confidence came through.

            While he was clearly looking for angles for his product to suit our needs, he also maintained an indifference to rejection.  In other words, he didn’t seem to care if we didn’t buy. Powerful combination. 

5. Authenticity:

He was himself. Made no apologies for it, nor did he make any attempt to fit a ‘typical salesman’s mold’. He wore clothes that were age-appropriate for his generation, was neat and organized. Very effective. 

I have coached many people in sales and have acted in the capacity of sales trainer, and I can tell you this young man is well on his way.

Share

Tags: , , , , , , ,

Steven Slater – The Next Reality TV Star?

Posted by Carl Gould on August 16, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

Here are my answers to an on-line interview I gave regarding Steven Slater and his ‘leap’ from Jet blue Airways. Enjoy.

*What is it about Steven Slater’s actions that cause the public to rally and support him?

Most people can relate to being in a situation in life where they felt overwhelmed or stressed or just tired of doing something they just don’t feel like doing. Steven did what a number of people have thought of doing but just never took action on.

*How might current economic conditions have impacted/compounded Slater’s situation? *

It may be that there have be finical pressures that have been building up on Steven; or there may have been some word’ through the grapevine’ that there may have been jobs like his that would be cut. So he felt the need to go out on ‘his own terms’.

What does the strong public response to Slater’s actions possibly suggest? *

            Discontent with the slow recovery to the current economic conditions. Lack of certainty with regards to job future.

What are early warning signs of job dis-satisfaction, frustration, contempt for the public/clients, occupational stress, etc.*

            As early as the time when Steven was hired, a personality profile assessment could have been done to ensure that he was a good match for the position. An incident like this typically does not happen overnight…is there a mentoring, coaching or counseling program in place that would allow for employees to anonymously to seek help without fear of retribution by the employer? Was he tired,? Was he losing weight?  Did his eating or drinking patterns change? Were his moods different? Did he withdrawal from socializing with his co-workers? While this is just a partial list, these are some possible early warning signals.

What steps should frustrated employees take? *

            They could…contact a superior, write a memo, make sure they are fully utilizing their personal/vacation/sick days. On a personal side, making sure that they engage in activities that allow for stress relief i.e. physical exercise, socializing with family and friends, down time or any other activity that allows them to clear their head and recharge their batteries.

At what point should an employee throw in the towel? *

            Once an employee feels that they have taken every measure within their power to correct their situation and they feel their measures have been unsuccessful, they should plan heir exit strategically. Meaning they should secure new employment while maintaining a positive relationship with their current employer as not to burn any professional bridges.

What are possible consequences of going out with a bang a la Slater?

            On the positive side, there is a reality show waiting out there for him; he will get his 15 minutes of fame. On the negative side, he may find it very hard to find a job in the industry. He may find it very hard to find a job period.  On the other hand, if he was ever thinking of starting a business, now is the time. If he is unable to monetize on this incident rather quickly the expenses and overheads of managing his celebrity will catch up to him rather quickly.

Carl L Gould is the president and Chief DISCoverY Officer CMT international, LLC (www.CMTmentors.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His upcoming book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level.

Share

Tags: , , , , , , , , , , , , , , ,

Treat Your job as a Business

Posted by Carl Gould on August 06, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

This is an interview I gave for the Sunday Times(R) in South Africa. The
topic was ‘What can employees can do to secure their jobs and advance in
their career?

Carl Gould, business coach and mentor, advises that you take ownership of
your job as if it were your own business. Carl L Gould is the president and
Chief DISCoverY Officer CMT International, LLC (www.CMTmentors.com), the
farthest-reaching business mentoring organization in the world. Carl’s
unique approach to executive coaching, business mentoring and performance
training helps his clients achieve results worldwide.  His latest book, The
7 Stages of Small Business Success – From Startup to 7 Figures in Three
Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level. To learn more about Carl and how he can help you grow, go to
www.CarlGould.comand and  www.The7StagesOfSmallBusinessSuccess.com.

Share

Tags: , , ,

World Cup Impressions

Posted by Carl Gould on July 23, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

I admit, when the USA competes in the World Cup, I barely took notice.  I would lose any bet that required me to recite our team’s roster.  The last time I took notice of the USA”s participation was when Brandi Chastain scored the winning goal and took off her jersey in celebration.

When I heard that South Africa was awarded the host of World Cup, I was more than a bit skeptical.  Could they really pull this off?  Do they have the infrastructure? On my last two visits (I travel to South Africa annually around the same timeframe-first 2 weeks in July- each year), the Gautrain, the Stadiums, the roads and other facilities were all under construction. Would they be ready?

And what about safety? Give their violent history, would the international traveler feel comfortable and secure in South Africa?

Of even greater concern was the presence of the Vuvuzela is an INSANELY LOUD horn that is popular among the South African soccer faithful and one Vuvuzela, when blown, can be heard a city block away. Imagine a stadium full of them? The World Cup organizers wrestled with whether or not to permit them in the stadiums. They chose to allow them. Good call.

Was the Vuvezela, and south African’s ready for the world stage? That was the big question. South Africa with a resounding…YES!

The old story coming out of South Africa was some version of poverty, racism and violence. There is now, finally, a new story to tell! South Africa threw one of the best parties the world has ever seen!

The new story is a much more positive one which includes diversity, beauty, acceptance and the abundance of spirit.

Fan parks all around the country had a Super Bowl-like atmosphere for EVERY match, not just the final.  The schools closed for one month, the fan experience was so exceptional that 50% of the people who showed up for a match didn’t even have a ticket! They were coming for the atmosphere, food, drink, attraction and energy that surrounded each match.

There was such a positive vibe! I watched the semi-final match between Netherland and Uruguay at a fan park in Johannesburg. We sat at a table outside of a cage (all of the streets in the Melrose Arch section were closed to allow for pedestrian traffic and to allow the restaurants to expand their seatings all the way out into the streets), with a fan group from Uruguay on one side of us and a Dutch group on the other.  Each side cheered (and trumpeted) for their team and allowed the other to do the same.  No taunting or fighting, no finger pointing or barbs thrown. This was celebration!

I was thoroughly impressed by the country, the people, authorities, and the organization of the events. While no event of this magnitude comes off perfectly, South Africa was impeccable.

I was  delayed on my flight into Durban and I, as well as nearly 1000 other passengers (including the co-pilot of our plane!) missed attending the match live, so I watched the match at the airport on TV.

Now, the Vuvuzela, once thought of as a nuisance, has become an international phenomenon. One report told of a UK company selling 40,000 Vuvuzelas in England. They have found their way into cricket and rugby matches around the world.  Passion can make quite an impression can’t it? South African left quite an impression on me and has left Brazil, the next host of the next World Cup, with a tough act to follow.

Carl L Gould is the president and Chief DISCoverY Officer CMT international, LLC (www.CMTmentors.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His upcoming book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level.

Share

Tags: , , , , , ,

Event Carl Gould 14 July 2010 Tygervalley

Posted by Carl Gould on July 18, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

Carl Gould, the globally respected award-winning executive coach and business mentor from New Jersey, USA, makes a welcome return to South Africa to launch his latest book: The 7 Stages of Small-Business Success.

Full Article Click Below:
http://www.exclus1ves.co.za/article/Event-Carl-Gould-14-July-2010-Tygervalley/

Share

Tags: , ,

eBay: Find The 7 Stages of Small-business Success

Posted by Carl Gould on July 16, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

**Google Alert**

 eBay: Find The 7 Stages of Small-business Success : Carl L. Gould
 (Hardcover, 2010) in the category on eBay.

http://cgi.ebay.com/7-Stages-Small-business-Success-Carl-L-Gould-Hardcover-2010-/341629445027

Share

Tags:

When to hire Admin support

Posted by Carl Gould on June 11, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

You don’t wait. The moment you have the urge to launch a business in any way, shape, or form, you make a very specific hire. You hire a bookkeeper. If you are an entrepreneur, like most, you are afflicted with unorganized-itis. There is only one treatment for this disease, there is no cure. You need a daily dose of bookkeeping/organization in order to stay afloat. If resources are short, hire part-time, half-time or even barter services. The time is now! If you do not have a bookkeeper, you are already late to the party, hire one immediately.

Carl L Gould is the president and Chief DISCoverY Officer CMT International, LLC (www.CarlGould.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His upcoming book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level.

Share

Tags: , , , , , , ,

When is a partnership agreement useful and who should have them?

Posted by Carl Gould on June 04, 2010
7 Stage Success with Carl L Gould, News Articles / No Comments

When preparing for an interview with MSN, I was asked to answer a number of questions regarding partnership agreements. I offered the following insights on partnership agreements. I have created, arbitrated, and been part of partnership, JV (joint venture ) agreements internationally as well as domestically, and shared my perspective. 

Q; Who needs a partnership agreement?

A; A partnership agreement should be used whenever two or more parties agree to enter into a business relationship where money or services (i.e. barter) are being exchanged. Partners could mean two or more individuals or two or more companies. 

Q:why?

A: Research has shown that less than 50% of any conversation is retained and remembered by both parties.  When a conversation is memorialized in an agreement, the party’s memories seem to improve! J Another important reason for having an agreement is so that any interpretations or miss-interpretations of the oral/handshake agreement can be resolved BEFORE money or services exchange hands. Money is an emotional topic and the more money is involved, the more emotional people get. Having a written agreement removes the temptation for any of the parties to violate the agreement. Historically, most agreements include breach language with penalties and consequences. Those penalties and consequences tend to keep the parties on the straight and narrow.  
Q: What should be included in this agreement to make it successful?

A:

  1. A list of all parties that are OR MAY BECOME INVOLVED in the agreement.
  2. The scope of the activities that the agreement will cover.
  3. What the agreement does NOT cover.
  4. The duration of the agreement.
  5. Start date and end date.
  6. What constitutes a breach in the agreement
  7. The ability and timeframe for either party to correct the breach of the agreement.
  8. Exit language: Should either/any of the parties wish to exit the agreement, there should be a process/price to exit.
  9. Method of payment for services rendered.
  10. Mechanism to determine whether or not the actual operations are meeting the goals set forth in the agreement.
  11. Roles and responsibilities of those who will be carrying out and implementing the activities set forth in the agreement.
  12. Arbitration procedures to resolve disputes.

Q:. What shouldn’t be included?

A:

  1. Telling either party HOW to execute their responsibilities. Otherwise, it would be an employment agreement.
  2. Dictating hours of operations.
  3. Any language that removes flexibility of the parties to resolve and correct any short falls in achieving the stated objectives.

Q: What can happen without a partnership agreement?

A:

  1. Misinterpretation on who gets what and on who does what. 
  2. ‘He said – she said’ arguments. The parties will get selective amnesia and only remember the parts of the agreement that benefit themselves.
  3. In most agreements one party contributes the money and one party usually contributes the expertise. Without an agreement the money person tends to end up with more money and the person with the expertise just usually ends up with more experience (and less money).
  4. One party will take advantage of the next party. 

Q: How air tight can these agreements really be?

A: The more ‘air tight’ you try to make an agreement, often times the less likelihood of success the partnership has. If this were a purchase or sales agreement, you could make it very air tight.  A partnership agreement, however, can only be made so air tight. Entrepreneurs by their nature do not like to be told what to do so the more restrictive you make it the less likely they will be to follow it. Paradoxically the more flexibility you can put into the agreement while still maintaining the spirit of the initiative, will give the partnership the highest and best chance of success.
Q: Can’t someone litigate if they want?

A: Yes, depending how valid their claim is will determine how far they will get. Bear in mind that an agreement is only as good as the people who enter it. Before entering any agreement, written or not, you must feel as though you trust the other parties implicitly and that you feel confident they would honor the spirit of the agreement whether it was in writing or not. While a good agreement removes the temptation for non-performance, it doesn’t ensure that the parties will execute their duties fully. Therefore an agreement should be a reflection of how strongly the parties feel about each other and how committed they are to a unified result.

Regards,

Carl Gould

Chief DISCoverY Officer 

The Global Leader in Business Mentoring

Share

Tags: , , , ,