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Archive for May, 2017

Johnny Depp once said: “Trips to the dentist; I like to postpone that kind of thing.”

I was stuck in the dentist’s chair for two and a half hours last Tuesday. This was perfect for a rainy spring day in New York. I came in depressed and anxious about business and some personal issues. After hearing the dentist’s usual homily on my dental sins (poor brushing, insufficient flossing, erratic check-ups), I grimly settled in to endure my dental cleaning penance.

I like my dentist Marvin. He has an encyclopedic knowledge of American popular music which he plays while drilling away. I learn a lot from him. Also, I tremendously enjoy his excellent laughing gas. (Last week’s aroma was piƱa colada. Yahoo.)

For my appointment, Dr. Marv’s musical play list was from radio broadcasts of the 1930’s. Enlivening and enjoyable, as always. In my existentially saturnine mood I found myself listening to a song I’d never heard, called, “If You Want To Have The Rainbow, Then You Have To Have The Rain.” It was a lovely, light depression-era ditty about looking on the bright side of life. Nothing especially deep. Yet it got me thinking positively again and jolted me out of my stultifying, self-pitying funk. It restored me to gratitude and clarity.

I treasure those blessed moments of unexpected captive stillness that can sometimes quiet the frenetic, unreasoning pace of daily business life. They can be both a palliative and a meditative grace. Even five minutes stuck waiting on a line or 30 minutes on the train can imbue a renewed centeredness and insight. These moments are a gift and make me a clearer, freer, happier man–and, I am sure, a more sure-handed writer and a more prosperous entrepreneur. I am so grateful when these captive moments find me, pull me up short, and bring respite and perspective to the headlong rush that is the essence of most of my business days.

German poet Gottfried Benn (Statische Gedichte) says,

“To represent some part,
Busy-ness,
Traveling to, and from,
Is the distinguishing stamp of a world
Which does not see well.”

Thank you, Gottfried.

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Geoffrey Chaucer says in “The Merchant’s Tale,” “There n’is no werkman whatever he be/That may beth werken wel and hastily.”

When you are in a rush, slow down. Or, as the Roman Emperor Augustus says in the 1st century A.D., “Festina Lente.” (Make haste slowly).

I’m a fairly hyper guy. That’s not an uncommon state for any entrepreneurial salesman. The day I am not up to my ass in alligators is the exception. However, though it may be counter intuitive to the credo of most entrepreneurs, I’ve personally found a multitasking frenzy ain’t the answer to this conundrum.

Perhaps I’m just slow and a dullard, but what occurs when I rush to get everything done in the seemingly inadequate time frames I’m presented with, is that I pay a price. The personal price I pay for speed is sometimes accuracy, sometimes quality, sometimes verboseness, sometimes oversimplification–but there is always a diminution in quality, exactitude and in depth of communication. That loss of precision is particularly a negative in presenting a compelling sales tonality to a corporate leader. Casual mistakes can sink you with these folks.

Finding time not to speed through things is a question of prioritization and time allocation. Any important project, RFP, or business communication needs to marinate. I personally have to allow the space for this.

One of my concerns about our burgeoning social media is simply the time it sucks up. How many online miracles and digital wonderments can I absorb? I personally find an overabundance of data makes important things fuzzy and harder to find. It actually impedes good decision-making and my business intuition. For me information overload withers efficiency. So personally, if I have to eliminate my attentiveness to Facebook, Twitter, LinkedIn, et. al., that is a prioritization that creates time for me to find empathy, understanding, and subtlety in all my sales outreach. I simply decide not to speed through to cover everything our new media seems to demand I be up on. For me speed is the enemy of doing the core executive sales chores well.

The wisdom of the ages has cautions for the time-pressured entrepreneur. In the sixth century B.C. Confucius said, “Desire to have things done quickly prevents their being done thoroughly.” Or to quote Shakespeare in Romeo and Juliet, “Wisely, and slow. They stumble that run fast.”

So thank you Confucius, Chaucer, Augustus and Shakespeare.

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