How the Millennial Bottleneck Can Cost You Business

Posted by Vince Poscente on Thu, Sep 14, 2017 @ 04:31 PM

In the motivational keynote speaker world we often wonder why our quality keynote speaker videos are not getting so-much-as-a first-look. Our well-thought-out speaker submission is not getting through. They "chose a different keynote speaker" or "went a different direction." Does this sound familiar in your business?

What are we missing? It's a recent phenomenon we call the Millennial Bottleneck.

A few factors are at play. In particular, it's human nature to follow the crowd. 70% of buyers seek other's opinions before buying. BUT, get this... the percentage jumps to 82% with Millennials seeking social proof.

Like you, we're not new to our industry, yet a bottleneck that USED to be focused strictly on quality is now turning it's eyeballs to social evidence first. And those "eyeballs" (at the 'gate-keeper' phase), we're finding, are predominantly owned by Millennials.

To get a 30,000 foot view, here is what the our speaker bureau agents' booking sequence generally looks like today:

Millennial bottleneck.jpg

What can you do to get more business?

#1: Beef Up Your Social Media Image (especially LinkedIn and whatever appears on the first page when they search you). When you Google your name and company are you looking at the first page from the eyes of a Millennial?

#2: A Killer 1st Impression. Be sure your product or service (in our case, a business keynote) you suggested has equally good social proof. Click here for and example of what we do. 

#3: Send Your Client Social Proof. Give Millennials what they want to get past the bottleneck and into the hands of the committee. (By the way, the committee wants both social proof AND quality motivational keynote speaker suggestions.)

45 sec video eg. Popular with our clients.

Video Banner for Testimonial .jpg
Look through the Millennial lens and reduce the amount of business you lose.

Tags: Sales, Business Leadership

Reach Your Growth Goals in 1/2 the Time

Posted by Vince Poscente on Wed, Feb 08, 2017 @ 03:12 AM

To experience the compounding effect of your client testimonials,

watch this.

Screen Shot 2017-02-06 at 10.45.28 PM-1.png

Testimonial Insights:

#1: Your prospects believe your clients before they believe you.

#2: Up to 50% of all buying decisions are from word-of-mouth and testimonials.

#3: You can double your growth by increasing testimonials/word-of-mouth by only 12%.

Two ideas to increase business with improved testimonials.

Put a Face to the Name

Which testimonial example below compels you?

Sally Schopmeyer.jpg

Vince understood the challenges of our industry. He used this information to tailor his message so that it was meaningful to our members. He did a magnificent job in engaging the audience, motivating and keeping everyone's attention. Also, his preparation and follow-up were more than what was expected. Vince is a dynamic speaker who motivates the room with his energy and his story.  Fabulous presentation!

Sally Schopmeyer President, BSCA

Screen Shot 2017-02-06 at 11.48.44 PM.png
Thank you for representing us at the BSCA International annual meeting and great connecting with you in person. As I hear of any things coming up for Diversey or outside I will surely keep you in mind.  I heard a lot of positive feedback from your presentation. Of course now everyone is emailing me looking for you books. I look forward to staying in touch Vince.

John Ravaris VP Corp. Accts, Diversey

Make It Easy for Your Client

Don't just ask for a testimonial. Turn client feedback into a benefit laden testimonial.  

Instead of asking for a testimonial, that may or may not hit the mark, structure your 'testimonial ask' into three steps. 

Week ONE, survey your client, "In order for us to improve; What three benefits did you gain from working with us?"

Week TWO, message your client, "Thanks for your feedback. Quick question... Would you approve a the attached testimonial based on what you said last week?" (Make signing off on a testimonial easy for your client. Use their benefit words with copy that makes it deliciously appealing.)

Week THREE, post a "face to the name testimonial" because your prospects believe your clients before they believe you, you'll increase word-of-mouth sales and you'll reach your growth goals in 1/2 the time

Tags: Sales

How To Increase Sales

Posted by Vince Poscente on Fri, Jan 27, 2017 @ 08:34 AM

Sales motivational speaker, Vince Poscente dives into the competitive mindset on how leaders and teams can increase sales. The essence of this program stems from HOW you compete differently than others.

Unlevel the playing field by this tactical approach:

Do what the competition is not WILLING to do.

In this two minute video, Vince explains our changing times and the changing mindset necessary to compete at a higher level. So, when your boss asks "How to increase sales" you simply state, "Boss, we do what the competition is not willing to do." 

Then, when he asks, "What's that?"

Look her in the eye and say, "Boss...those are the things we're not willing to do either."

Teams come together when they find solutions, get past obstacles and show resiliency in challenging times. 

Break your ideas into three buckets:

  1. Alignment - Get everyone on the same page with an emotional buzz. This is the goal or objective that excites your people. Is it winning new business? Is it capturing a new vertical? Is it helping some social cause? 
  2. Agility - Ensure every single team member can buy into being more readily adaptable. Stay rigid and you lose. When everyone, from leadership to the front line, engages in constant improvement you will ultimately increase sales.
  3. Aerodynamic - Think of all the ways you can slip stream through the on coming forces in your competitive landscape. Start with eliminating drag. Want to know the top three sources of drag in your organization? Fear. Fear. Fear. What is holding your people back is a fear of something. Be more aerodynamic by identifying your fears and moving through them. 

Vince Poscente is an in-demand sales motivational speaker focusing on How to Reach Your Goals in 1/2 the Time. His background as an Olympic competitor, NY Times Bestselling Author and award winning keynote speaker help top organizations stay on top (or he's hired by organizations gunning for the top ;-).

Tags: Sales

What if Uber and Walmart had a Baby?

Posted by Vince Poscente on Wed, Oct 28, 2015 @ 03:00 AM

"What if Uber and Walmart had a baby?"

Now that's a subject line that would entice you to read an email (see below for the answer).

But what if your subject line reads like this:

"Follow up to our conversation"

eeechhh, blahhh, grrrrgh, bleeeesch.

What does it take to write a good subject line? Simple. Your noggin.

By putting some of your creative brain-power into your subject lines, you will have more impact and influence. Here are 5 Must Do's for Email Subject Lines:

1st. STOP putting Features before Benefits. If you send a regular/weekly email - stop making the first few words the feature "Weekly Report," for example. Start with the benefit:

  • ie. 3 Mistakes New Moms Make (then insert the feature): Weekly Report.
  • If you are sending a 'one-off' email. The same rule applies. Put a benefit into the subject line.
  • Instead of "Next meeting," consider putting, "You're going to love our next meeting." 

2nd. START with a Domino. You want the subject line to domino into the next domino (being the body of the email).

  • The first line of the body should 'domino' into the next line. And so on. 

3rd SUMMARIZE your Message (when possible). If you're emailing to set up a meeting, then put the summary in the subject line.

  • "Leaders meet 10.01.16 @ 3 pm Boardroom" is more efficient and effective than...
  • "meeting conversation"
  • Be a hero and save your recipients time.

4th CHANGE the Forwarded Subject Lines. You can be the light in the dark abyss of the emails. Use discretion for work flow purposes, of course. BUT, the fearless subject-line-changer is to be revered.  

  • "Meeting is 01.25.16 @ 9 am Starbucks on Alpha" = good.
  • "Fwd. Fwd. idea" = bad.

5th HAVE FUN with your Subject Line. Inspiration can come from:

  • A play on words. eg. Announcement in our Bored Room.  
  • A counter intuitive statement. eg. If at first you don't fail...
  • A exaggerated benefit eg. Even Martians like our product launch

What does the subject line of this 70 Second eBrief mean in this email?

What if Uber and Walmart had a baby? Put it this way:

Uber is, "We're there when your friends aren't"  


Walmart is, "People-Watch while you Save money. Live better."

For you, this is what our weekly, motivational 70 second eBrief is meant to be:

  • Save money (and time).
  • Live better (feel better, have more fun, think better).
  • Be a friend to get you where you want to go. (People watching optional)

Tags: Sales, Motivational, Business Leadership

Giggle-Grab Marketing Ideas Work

Posted by Vince Poscente on Wed, Apr 15, 2015 @ 03:00 AM

If you have clever promotional material, you will get someone's attention. If you can make them laugh, you've graduated to Giggle-Grab Marketing. 

Stand-out marketing materials have impact and influence. Unfortunately, the massive volume of other organizations with an event to promote, a product to sell or a service to pitch has made the prospect of engagement exceptionally hard. The solution lies in your ability to create what the competition hasn't thought of.

The following is an example of a Two-Part Giggle-Grab Marketing campaign to promote the Big Goals Fast keynote.

Part One:

As you remember in recent history, snow covered a massive part of the United States and Canada. We decided to seize the arctic chill with our high-value agency partners. With the 36 speakers bureau agents who booked us in the previous year, we stood apart from the competitive business of motivational keynote speakers and sent the following via the postal service. (Note: When is the last time you recieved a personal letter?)

  1. A packet of Forget-Me-Not seeds.
  2. A coupon for Free NY Times bestsellers for the agents' favorite client audiences.
  3. A personalized note about planting seeds with their clients this spring.


Part Two:

Three weeks later, we reprinted the certificate. But this time, we crumpled it up and stuffed it into a small envelope with a Post It Note. We mailed this to the same speaker bureau agent. The note stuck to the crinkled certificate had following hand written message...


Dear (first name), We found this in your garbage and thought you should keep it. Seriously, we love making you look good with your clients. We hope your spring has sprung and the seeds you've planted grow into abundance. Take care, Vince.


Within days the phone lines lit up and emails flooded our inbox. The Giggle Grab Marketing campaign helped us stand out from the competition, build business and have a bouquet of smiles across the land. 

Tags: Sales

Speeding Past the Yips in the Business of Life

Posted by Vince Poscente on Mon, Mar 02, 2015 @ 10:30 AM

According to Tiger Wood’s former swing coach, Hank Haney, more than 1/4 of golfers suffer from the yips. It seems that the yips could be a corporate condition as well.

Some of you are going, “Wow, that’s high.” Others are saying, “Yips? What are yips?”

To get us all on the same page, yips are a slight tremor occurring just before the forward swing of a club. In effect, a golfer can have all the skill and experience in the world, but if he or she has a slight “yip” before striking the ball it will end up in an unintended location.

Speaking at a PGA Merchandise Show, Haney talked abou the yips and a Golf Digest interview he did. The average response to any article is about 30 emails. Golf Digest registered over 3000 emails from the yipping community. “The articles hit a nerve,” explained Haney.

Golf is considered to be a slow, meandering sport but it really is a speed game. In less than three seconds a myriad of physical and mental skills need to align for the perfect shot. Flawless execution in such a brief period is the holy-grail for all golfers.


The yips are a natural human condition. Unlocking the mysteries of the human condition is the quest for golf coaches and business guru’s alike.

In business, the yips would be analogous to real time, forced decision making. In other words, when there is no time for conscious deliberation. It could be that crucial point in a sale where you immediately need to know exactly what to say. Or a negotiation that requires the perfect words. Or a speech in front of industry specialists scrutinizing your every word.

One yip and you’re toast.

Here’s how to get past the yips in business (and golf):

  1. Interrupt your patterns. If you have a habit of one sort, break up the habit by doing something different. For example, in a speech if you typically walk on stage and say, “Good morning,” then change it up. Pause first, look at the audience, take a breath and then say something else like, “We are going to have some fun this morning.” Haney recommends that instead of looking at the ball, look at the bill of your cap at the top of your swing. In either case you are interrupting the unconscious patterns that circumnavigate the patterns associated with yips.
  2. Keep your eye on the prize. Any behavior that is self destructive in nature reveals a deeper, unconscious pathway to an undesirable outcome. Even subtle behaviors like gossiping or forgetting to call someone back can be clues to an unconscious agenda that needs to be corrected. Ensure that you are clear on the prize that you desire. Know what closing a deal or sinking a birdie would feel like and then take a swing.
  3. Let go of yips gone by. Fixating on a problem only exacerbates the problem. You will give power to problems by obsessing on them. Acknowledge the yip and move on.

May you speed past the yips as you golf, work or manage to do both at once.


Tags: Sales, Business Leadership

Smarter I Work - Luckier I Get - 70 Second Motivation

Posted by Vince Poscente on Wed, Jan 07, 2015 @ 03:00 AM

On a walk, a portion of a horseshoe poked out of the ground. Horseshoes are supposed to be lucky. This lead to remnants of the motivational saying attributed to Pro Golfer, Lee Trevino. “The harder I work, the luckier I get.” But in 2014 you may have felt a significant shift in our collective consciousness. Hard work isn’t enough any more. Smart work is the order of the day.


The romantic notion, “America is the land of opportunity (if you work hard).” The same goes for any developing or developed country. But today, hard work alone is a frustrating dead-end. Drive down the road and you’ll pass countless people working hard: washing cars, filling in potholes, serving customers, selling stuff. But recently we experienced a new realization: If I work hard, I will succeed – is only a half truth.

Hard work guarantees nothing! Zilch!

Case in point: Arturo Souza is an immigrant. When he moved to Canada he had to learn English. With a thick accent his first job was selling real estate. His sales manager gave him the script and the advice to financial freedom, “Call until someone says yes.”

Day after, agonizing day, Arturo sat at his cubical. As directed, from 3 to 7 pm, he went through the reverse directory, dialed and repeated, “Hello, my name is Arturo from Century 21 Real Estate. Are you planning on buying or selling a house now or in the near future?” There were a lot of new Realtors coming through the office. None stuck to the game plan better than Arturo. NONE worked harder at finding a client than Arturo. It was a feat of human perseverance to see him pound the phones. Days turned into weeks. Weeks turned into months. Arturo had zero luck. NO LUCK. No business. But he worked harder than anyone at the office. What did he do wrong?

Onward there will be three character traits you will be forced to embrace if you want to create your own luck.

  1. Your Gift – You have a talent for solving certain problems. You have demonstrated a capacity to do something no one else in the room or the business was able to conquer. Blow people away with your gift. If you gift needs improving. Improve it.
  2. Your Drive - You have demonstrated drive in the past. Today, you may even have super-human drive like Arturo. Your drive will take you forward. Get serious about driving ahead with a smart, clear intention.
  3. Your Influence – You have a special allure. You have shown a capacity for influencing others. Authentically show up with an all-in mentality.

Just like hard work alone, any one of these character traits, in isolation, are not enough to succeed today. In order for your hard work to convert into “smart work” you must show up with your gift, drive and influence in concert!  
Might your 2015 mantra be...

“The smarter I work. The luckier I get.”

Tags: Sales, Motivational

Lead With Value - Motivational Approach to Good Impressions

Posted by Vince Poscente on Wed, Sep 17, 2014 @ 03:00 AM

Did you know in Europe it’s rude to ask someone what they do? This is probably because they have a few more centuries experience than North Americans regarding horrible answers. You see, if you don’t answer this question properly, you’ll end up with unintended confusion.

For example, here’s how cynics interpret the answer to, “So, what do you do?”

Answer                                 A Cynic’s Interpretation

I’m a Lawyer Strange, you seem like a nice person.
I’m a Teacher  You must be new since you still seem sane.
I’m a Motivational Speaker Clearly you’re starved for attention with a knack for clichés.
I’m a Used Car Salesman Interesting, I don’t smell cheese.
I’m a Financial Planner Ha. I saw your car. How’s that working out for ya?
I’m a Realtor Putting your college degree to good use I see.
I’m a Multi-Level Marketer Oh, isn’t that a pyramid scheme?
I’m a Doctor When’s it too soon to talk about my prostate?


To avoid confusion and cynics looking down their disrespective noses at you – take a page out of marketing professionals everywhere. Lead with value!

First – Think of Yourself as a Brand
If a BMW had lips and answered the “So what do you do?” question with, “I’m a car,” how appealing would that be? Instead, your be-lipped BMW would use the tag line, “I am the ultimate driving machine.” That’s better and more valuable to the listener.

Second – Lose Your Features Addiction
Since a speaker, author and consultant wrote what you’re reading, when I see a person put Speaker, Author, and Consultant under his or her name I get nauseous. (Oops… I’m made myself gag.) Do you have any idea how many speakers, authors and consultants put the "Speaker, Author, Consultant" under their names? A gazillion! Lose your addiction to what you do and refocus attention on what you deliver. Question: “So, what do you do?” Answer: “I help companies reach BIG GOALS in half the time.” That’s intriguing value.

Third – Its Only Valuable Memory that Counts
If you said, lawyer, teacher, motivational speaker or any other profession, the chances are your listener will remember you based on their cynical interpretation. Why leave it up to them as to what they remember? Burn an image into their memory that oozes value. Let’s revisit better answers to the question, “So, what do you do?”

I help corporations avoid painful lawsuits.
I teach 8th graders how to speak and read in French
I open conferences with a Big Goals in Short Order presentations
I help people find affordable and dependable cars
I help people reach their financial goals.
I help families find the home of their dreams.
I help people achieve simple wealth and simple health.
I am a doctor and I don’t want to check your prostate.

Sure, it’s easier just to answer with __(insert your job here)__. But who needs to give the cynics, or Europeans for that matter, any more ammunition than they already have?

Tags: Self Development, Sales, Motivational

Innovative Way a 16 Yr Old Raises Funds - Motivational Approach

Posted by Vince Poscente on Thu, Jun 05, 2014 @ 04:00 AM

Our words to Max, “If you want to climb the Himalayas, come up with the money.” In our youth, you and I would have tried to get a part time job, sell chocolate almonds or hold a car wash. Below is what he wrote to business and sales people. Think about your goals. How much bigger can you think? How much more creative can you be? How persistent will you be?



Subject Line:  Taking you to the top of the world.

Dear ,

Hello, my name is Max Poscente and the reason for this letter is to help take your company to the top of the world.

On July 1st, I will leave on a Himalayan expedition to reach India’s sacred Shrikhand Mahadev peak. We have trained hard for this 17,195 foot summit.

Expeditions don’t happen in isolation. It takes a team. This is an invitation for you to join our team.

On the summit, the air will be thin as we proudly hold your flag. Our team will sign your flag. Then we will give you a summit photograph and the actual flag that represented your great company.

In 2009, my dad did this for the EvolvHealth offices.

I will,

ONE: Give you the signed flag.

TWO: Give you an 8”x10” photo

THREE: Add this quote to motivate those who walk your halls.

It’s not the mountain we conquer, but ourselves.”
(Sir Edmund Hillary)

I’ve earned some funds. I need to raise the balance. I’m asking you to pledge $350.

With my final exams happening and short timelines in mind, would you be able to join our team ASAP with the offer listed above?

Thank you!!!

Max -



Subject Line: Mom’s advice on sales, “Ask at least 3 times.”


Please consider this a friendly reminder.  

Since we leave on July 1st, would you consider having the your flag taken to the top of Shrikhand Mahadev peak?

Your staff will get motivated with your flag, photo and Hillary quote “It’s not the mountain we conquer, but ourselves," hanging on your office walls.

So, what do you say? Will you invest $350 in motivating your team to keep climbing?

Thank you,

Max -


Subject Line: Your logo’s high-altitude Photo Op


Thank you for considering to join our summit. I guess you’re busy.

But third time’s a charm, hopefully. 

If you want your logo to join us for a high altitude photo-op, please let me know.

Thank you!

Max -

If you’re in, please email me your logo EPS and send $350 to Max Poscente, 7227 Fisher Road, Dallas, TX 75214.


Need help to reach your goal?

  1. Others must gain value beyond what they give. (eg. Motivational wall-art with a story.)
  2. People are busy and need a reminder.
  3. The third ‘ask’ can be a charm.

Remember, “It’s not the mountain we conquer, but ourselves.”

Tags: Goals, Sales, Motivational

Covered In Champagne - Driving Sales Performance

Posted by Vince Poscente on Wed, Mar 19, 2014 @ 04:00 AM

There’s plenty of dysfunction in corporations. Yours included. Let's be honest. Behind water coolers, the marketing department sneers at the sales folks’ incessant demands. R&D has a love-hate relationship with the sales team. Fulfillment dreads finding out what the sales guys have promised next. And legal counsel doesn’t, for a second, trust leaving a salesperson to his or her own devices. 

That has to change. 

Your sales professional is your F1 driver. He or she must be the focus or your support team. You’ve worked hard to build your business. Let’s stay in business, shall we?

How long do you think it takes to change four tires on your car? Ten minutes?

How about at a F1 pit stop? Ten seconds?

Try 2.2 seconds.

It is time to reconsider the purpose of your team. 

Take a bird’s eye view of this F1 pit stop video clip. Your perspective on the speed of teamwork will be immediately altered. And don't blink, you might miss it!

              (While you look at this video, think of the driver as you F1 Salesperson)

To best support your F1 sales drivers, and eliminate dysfunction in your company - follow these 5 Essentials for Effective Sales Teams.

1. Strategic Leadership

The aptitude to lead people is not the ONLY roll of an expert leader. Before any interpersonal exchange, a leader MUST have the willingness to envision a team with the right amount of support, in exactly the right positions. A strategic leader dives into all aspects of sales support before standing back to convey a vision for sales execution.

2. Tactical Management

Manage the details, not the people. If you like managing people, get a babysitting job. Managers need to target the minutia so the teammates may shine. A manager has first hand, “pit crew” experience. A great manager has had multiple responsibilities before having a perspective on tactics. 

3. Prepared and Egoless Teammates

Now that the leader has conveyed a strategic vision and the manager has educated the teammates on the minutia, every single person knows exactly how to ensure the sales driver can win. These teammates need to set aside their ego and deliver their expertise. 

4. Precise Execution

Expertise delivery must be precisely executed. In the Age of Speed, the days of “winging it” are gone. Focus on being an extraordinary support person in the roll you have been assigned. 

5. Post Performance Preparation

Immediately following the support you have just delivered, don’t turn your attention to other responsibilities. Set the stage for “Next Time Precise Execution” when the sales person needs you for the upcoming pit stop. (See what the pit crew does after the Ferrari speeds off.)

Set-up your sale drivers to succeed - not flounder, falter or fail. 

Do all this and you will be in the winners circle, covered in champagne.

Tags: Goals, Sales, Business Leadership