Larry Crowne, Poorly Executed and Out of Touch

07.10.2011

You don’t need to go to college to stock shelves at Wal-Mart. You can’t live off of 500k indefinitely.  Scooter gangs don’t act like teenage girls, assuming they even exist. And college students do not act in a way that makes Joel McHale and the gang on Community appear to be a realistic depiction of college life. Yet the new Tom Hanks film Larry Crowne, which Hanks not only starred in, but co-wrote and directed, begs to differ.

Larry Crowne tries to be an intelligent, relevant, recession-era comedy about a good guy hit by hard luck during tough times, adult fare for a movie season filled with superheroes and fighting robots, but instead, is a hodge-podge of poorly executed ideas and caricatures.

Tom Hanks plays the title role, an awe-schucks everyman who after being fired from his job at a Wal-Mart-esque superstore for not having at least a couple of semesters of higher learning under his belt, is encouraged to go to community college by his neighbor across the street who had the good fortune to win $500,000 on a game show a few years back and thus retire twenty years early and open the year-round yard sale of his dreams. Once in school, Hanks is taken under the wing of the free spirited leader of a multi-racial motor-scooter gang that, when not aimlessly riding around Los Angeles, waving at friendly bikers, and stopping at small diners for good food and stilted, 1960s exchanges with blue-collar workers, spends its time giving one another makeovers, feng sui-ing one another’s apartments, and initiating new members into the gang through a ritual involving plenty of finger-snaps and giggles. Also in college Crowne meets Mercedes Tainot, played by Julia Roberts, a burned out lit teacher just waiting for an enthusiastic, middle-aged, nice-guy student to reinvigorate her passion for her job after years of dealing with virtually empty classes filled with students who act like actors from the local community center comedy troupe  who had never gone to college,  as well as a stay-at-home husband who passes the day exercising, napping, commenting on blogs, and looking at pictures of women in bikinis that, in the world of this film, somehow constitutes porn.

If Larry Crowne took itself more seriously, it may have been able to pass for an Alexander Payne-style dramedy about middle-aged individuals dealing with the disappointments of life. If it took itself less seriously, and perhaps had Ben Stiller in the lead role, it could have potentially worked as another title in the string of over-the-top comedies Stiller did throughout most of the previous decade. But instead Larry Crowne unsuccessfully tries to combine its wackier elements, which aren’t funny, with its more serious backdrop, which is not only diminished by the wackier elements, but by the fact that the film is completely out of touch with the lower-middle class segment of society it is trying to portray.

 

Welcome 2011, A Year to Work Smarter and Grow the Right Way!

01.04.2011

Since most of my November and December articles talk about how you shouldn’t stop your sales efforts during the “holiday months” because you will be behind your competition come the start of January, I am sure that all of you are expecting me to be writing something along the same lines. Well we are very busy and I am proud to say that all of your clients heeded our advice this year and are reaping the benefits as phones are ringing off the hook this week (do people still have phones that “hook?”) however that is not what this article is about.

I first want to thank everyone who helped Randolph Sterling, Inc. help more clients than ever before in our history in 2010. From clients to staff to referral sources to friends and supporters, you made our success your business so as President and CEO of Randolph Sterling, Inc., I want to thank you from the bottom of my heart.

So what does 2011 look like for you? OK, so it is only days into January so I figured I would take my crack at being an Economics expert (I’m sure my Economics 201 professor from Pace University is glad he retired and happier that I am not using his name here). The economy works in cycles, we all know that. We have been on a downward cycle for awhile, but things have been getting better as we are seeing more companies in more industries looking at opportunities.

I know, you are thinking: “Wow, Rich, great insight. The last time I got insight like that, I at least had dessert from the eggroll I had just eaten!”

We work with several different companies that sell to different industries, from accounting to manufacturing, from healthcare to plumbing and marketing. What I see is an economy filled with smarter decision makers who understand who they are, what they do, and who they serve. More and more people working smarter, not harder. I attest this due to a lot of people who really shouldn’t be in business not being able to survive.

With all apologies to the many good people who have lost jobs or are having trouble finding jobs in this economy, the majority of the people I saw who went out of business (and as a result, many of my clients are now working with their past clients) were people who didn’t realize what value is. They either tried to sell on price or not provide the quality that others in their industry had been doing all along.

We have been spending the last several months asking clients and prospects “What makes you great?” Not good, not OK, not cheaper, but great. It’s OK to say it out loud. Heck, if you don’t think you are great, why would a prospect think so? What do you bring to the table that nobody else can? Who wants it? We have been asking ourselves and our clients to dig deeper so we can help them form the right relationships with the right people for the right growth. My prediction for 2011? Companies will continue to work smarter and grow the right way. There is no easy fix to the economy, just good, old fashioned, SMART work.

Happy 2011 everyone!

Should You Downsize Your Sales Force and Implement a More Automated and Online Marketing System Instead?

12.27.2010

This is a question that came up in an online Vistage discussion group recently, and those who know me, or regularly read my blog or newsletter already know my answer: NO! An online or automated marketing system will never replace a strong sales force!!!

We’ve spent months and months in our Vistage groups talking about attracting more clients through online marketing systems and at the end of the day what was determined was what we already knew…some companies are sales focused while others are marketing focused, but the most successful companies integrated an approach using both.

Sales is about finding customers while marketing is about bringing customers to you. By having them work together, say by reviewing the report on who reads your e-newsletter and then calling the readers to discuss topics of interest in more detail, or offering a downloadable white paper on a topic of interest then following up with those who downloaded it, will increase the ROI of your marketing programs and reduce the sales cycle (for more details on this topic, click here).

Now, some might disagree with me on this and claim that their sales force isn’t working for them. In those cases I would say the problem is not a matter of having a sales force, but not having the right sales force. For example, if all your salespeople are doing is providing you with information that can be found on Google, fire your salespeople and get better ones (OK, maybe I am being a bit harsh with that.) Good salespeople develop relationships and find the right people for you to work with. If people only bought based on the “facts” they find on Google, anyone who wanted 4 wheels, an engine, good gas mileage, and a way to get to work would be best served buying a Yugo. When the salesperson digs deeper to find the true pain and how his solution can solve it…well just count how many BMWs and Hummers you pass on the way home tonight.

For companies who have a sales force that spends most of their time working with current clients, or doesn’t have a sales force at all and the people who do the work also sell it, a better idea would be lead generation. It allows the experts to be the expert. At Randolph Sterling, we have an inside sales force that we outsource to help develop new markets and new prospects. With it, we do not simply find AN opportunity for ourselves or our clients, but THE RIGHT opportunities. Good inside sales teams get a better feel for who your ideal prospects are and work to find you more of the people you want to do business with. You never want to incent them to find ANY opportunity because wasting your time on a bad opportunity can be more detrimental than not having an opportunity at all.