Channeling Telemachus
I hope you can come up with a list of people who have positively influenced your business life. I’ve had many, but reserve the title “mentor” for only a few, due both to the extent of their influence and its duration.
Mostly, they did not offer advice. They taught by example. I simply watched.
Jerry Parden
Sales was my first adult job. An English major, the whole thing was anathema to me. But supporting a small and growing family makes one do crazy things. I jumped in. Jerry, my boss for five formative years, showed me how to turn the cocoon to chrysalis.
Jerry’s Lessons:
1. Be bold, be corny, schlep hard.
2. It’s mostly chess: observe moves and counter.
3. Look over the place, find an idea, and draw up an ad right before their eyes.
4. Clients respect persistence. One hundred no's later, pick up the phone and dial.
5. Selling is a conversation, but ask for the business.
Burt Cohen
I’ve worked with Burt for 30 years. He founded MSP, and his high powered credentials include running one of the world’s largest medical publishing companies and working as VP with the New York Times Media Co. MSP is currently owned by another of my major influencers: lawyer, entrepreneur, expert debater, political activist, hockey dad, and data repository, Vance Opperman.
Burt’s Lessons:
1. Be decent to every person you encounter
2. Ideation is an intellectual process: consider all alternatives, dumb or not.
3. Everyone resonates with humor, surprise, and positivity.
4. Trust your colleagues; let them prove what they can do.
5. Make yourself small: it’s disarming and generous.
Who are your mentors, and what did they teach you?
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