Experienced IT people: What we Learned While you were in Kindergarten

“I want to stress the importance of being young and technical,” Facebook’s CEO (now 28) told a Y Combinator Startup event at Stanford University in 2007. “Young people are just smarter. Why are most chess masters under 30? I don’t know. Young people just have simpler lives. We may not own a car. We may not have family. Simplicity in life allows you to focus on what’s important.”

This outlook, expressed by none other than Mr. Hoodie himself, Mark Zuckerberg, of Facebook states a viewpoint that goes far beyond previous explanations for hiring practices in tech companies, which emphasized that start-ups were looking for younger hires because they were cheaper hires. This is a specifically articulated arrogance common to the very young. It seems to crop up more frequently among the young and ultra entitled.

This on the record age-discrimination belief model is far from comforting to the tens of thousands of super qualified IT professionals who are long-term unemployed, and past the magical age of 44. Or is it 39? Perhaps 35?

In any case, we at SJN Sales have been gathering the reviews, comments, and musings of experienced IT people and the things they have learned that help their lives and careers. Items are screened for whether the commenter indicates that they learned the skill, viewpoint or strategy after the birth of the Facebook Hoodie generation of younger-is-smarter up-starts.

Feel free to send us your contribution. We’re up to over 200 items and we think it will be fun, and perhaps even educational to post items from the list throughout the back-to-school season.

4. The world didn’t begin or end when the first fax machine, pager, fed-x overnight, laser printer, or CRM software arrived at the office. Whatever arrives this year may fade or disappear eventually as well.
5. Products and services with no business purpose are called hobbies.
6. Hobbies do not pay the bills
7. Nice guys do not publicly compare which girl on the sales team (or at college, Mark) is prettier.
8. Guys who talk down to women, pretty or not, are losers and not as smart as they think they are.
9. Teams are for accomplishing goals. The more specific the goal, the more likely the team will have the win of accomplishing the goal.
10. Work is good. Satisfying creative work is great. No job has 100% satisfying work. In other words, there is skut work in every job.
11. Family, friends, home life, little league games, trips to the beach, watching your little one climb up the curly slide are not improved by having a phone in your ear, texting, or emailing
12. Number eleven is true even if you are recording and broadcasting the event. Watching and participating is better than sending and forwarding.
13. No-one wants to hear that much about the project you’re working on. No one.
14. No-one wants to hear that much about your smart kids, your sick mom, your appendicitis, or your sales award.
15. Most business books suck.
16. Money is a tool. Don’t be a tool about money.
17. You’re lucky. Trust me, if you’re reading this, you are lucky.
18. Most problems fall into two categories: Cadillac problems that aren’t really problems, and problems that you can’t talk or buy your way out of. Know the difference.
19. High heels aren’t worth it.
20. Never say anything on the internet, in email, or on a plane that you wouldn’t like to see in 108 point type.
21. Typesetting is still important and no-one under fifty seems to know how to do it.
22. Most content is crap. Read a genuine classic novel once a year and you’ll be reminded how illiterate and under-educated we have become
23. Never give your kid the whole semester’s allowance on the first day of the semester


SJN Sales Affirmation for Wednesdays in May 2013

SJN Sales employs some of the most experienced technology and professional services people that I have ever met. Admittedly, with more than fifteen years of on-the-road experience as a minimum, we tend to be a bit set in our ways.

SJN clients benefit from the systems we have in place that everyone uses, our intake forms, our reporting formats, etc. but, we have a great deal of individual latitude to bring in sales for our clients using methods and tools that work for our individual style and for the peculiarities of the vertical markets that we serve. What works for deeply analytical Tracy, may not work for the get-in-touch with her prospect’s feelings, Ruth.

IT Security solutions and services sales tend to have a different cycle and expected conversational style than our education group, or legal services group, find effective.

So imagine my surprise today, when a colleague forwarded me the following, must-have offering, for a game changing app, that offers to make SJN salespeople superstars in our fields. It seems that after an average of eighteen years, each, developing industry contacts, reference clients, presentation styles, higher-end sales skills and qualification methods, all we need to do is “supercharge our minds” with a .99 app.

Sales Booster Affirmation

iOS UniversalThis extended affirmation is for sales people looking to supercharge their minds for supercharged performance. No career relies more on confidence and keeping your inner winner strong than sales.

Used regularly, Sales Booster will do just that. This upbeat audio includes numerous repetitions of the phrases “sales confidence” , “sales success”, and “more sales”.

Main affirmations:

1.I am a winner! I look like a winner! I act like a winner! I think like a winner! (repeats 5 times) You are a winner! You look like a winner! You act like a winner! You think like a winner! (repeats 5 times)

2.I plan to be the top sales person in my office and I am! (repeats 6 times) You plan to be the top sales person in your office and you are! (repeats 6 times)

3.I love the pressure of cold calling. The pressure sharpens my skills and gets me more sales! (repeats 6 times) You love the pressure of cold calling. The pressure sharpens your skills and gets you more sales.

4.I win deals because I am the best sales person. Product and price are only added benefits to doing business with me. (repeats 3 times) You win deals because you are the best sales person. Product and price are only added benefits to doing business with you. (repeats 3 times)
5.My company sets my quota, but I set my goals. I see myself surpassing my quota each and every month! (repeats 1 time) Your company sets your quota, but you set your goals. You see yourself surpassing your quota each and every month! (repeats 1 time)

We human beings think between 12,000 and 60,000 thoughts per day. Researchers indicate that a very high percentage of these thoughts are negative and a similarly high percentage are the same thoughts we had yesterday.

If unchecked, this combination creates a pattern of habitual negative thinking. Because your thoughts create your reality, this process becomes an unconscious cause of your stress, unhappiness, and disempowerment.

The principle behind affirmations is simple. Affirmations are a thought replacement tool. They help you become conscious of the thoughts you’re thinking and replace habitually negative thoughts with habitually positive ones.

The duel engines of affirmations are repetition and belief. Your negative thoughts have been working on you for a long time and saying or listening to affirmations does not instantly change them. You have to give the positive thoughts time to sink in. The process is very similar to an exercise program. At first the exercise hurts, then it feels good, then it transforms your body. Affirmations do the same for the mind.

What’s new

New version fixes bugs while running under iOS 5.

AT SJN Albuquerque, and at SJN sales offices distributed across North America, We each know what systems work to keep our personal sales up to snuff, and we don’t usually tinker too much with anyone’s special lucky eraser or call style. I don’t think our policy is likely to change based on the “Sales Booster Affirmation” app. Maybe some of our people secretly chant, “I am a winner” under their breath fifty times daily. But I’m willing to bet a newly invented coffee drink that what SJN sales people and SJN clients are whispering silently, is the sales revenue number from last quarter, that they are committed to beating.