More Humility Drives Faster Growth (And other Mysteries of Influence)

More Humility Drives
Faster Growth
And Other Mysteries of Inﬂuence
#tcs2016 @pistachio
Laura Fitton, Inbound Evangelist @HubSpot

https://wiki.hubspotcentral.com/display/~bhalligan/Hubris+--+A+Company+Killerany+Killer
Benjamin Franklin’s
RULES, by the Observation of which, a Man of Wit
and Learning may nevertheless make himself
a disagreeable Companion. Your Business is to shine;
therefore you must by all means prevent the shining
of others, for their Brightness may make yours the
less distinguish’d.

Prevent the Shining of Others
RULES, by the Observation of which, a Man of
Wit and Learning may nevertheless make
himself a disagreeable Companion. Your
Business is to shine; therefore you must by
all means prevent the shining of others, for their
Brightness may make yours the less distinguish’d.

Talk Much of Yourself
1. If possible engross the whole
Discourse; and when other Matter fails, talk
much of your-self, your Education, your
Knowledge, your Circumstances, your Successes
in Business, your Victories in Disputes, your own
wise Sayings and Observations on particular
Occasions, &c. &c. &c.;

Raise a Dispute
2. If when you are out of Breath, one of the Company
should seize the Opportunity of saying something;
watch his Words, and, if possible, find somewhat
either in his Sentiment or Expression,
immediately to contradict and raise a
Dispute upon. Rather than fail, criticise
even his Grammar.

Draw Away the Attention of Others
3. If another should be saying an
indisputably good Thing; either give no Attention to it; or
interrupt him; or draw away the Attention of others; or, if
you can guess what he would be at, be quick and say it before him; or,
if he gets it said, and you perceive the Company pleas’d with it, own it
to be a good Thing, and withal remark that it had been said
by Bacon, Locke, Bayle, or some other eminent Writer; thus you
deprive him of the Reputation he might have gain’d by it, and gain
some yourself, as you hereby show your great Reading and Memory.

Shine On Without Fear of a Rival
4. When modest Men have been thus treated by
you a few times, they will chuse ever after to be
silent in your Company; then you may
shine on without Fear of a Rival;
rallying them at the same time for their Dullness,
which will be to you a new Fund of Wit.

“Thus you will be sure to please yourself”
Thus you will be sure to please yourself. The polite Man
aims at pleasing others, but you shall go beyond him even
in that. A Man can be present only in one Company, but
may at the same time be absent in twenty. He can please
only where he is, you where-ever you
are not.

ü Prevent the Shining of
Others
ü Talk Much of Yourself
ü Raise a Dispute
ü Draw Away the Attention
of Others
Benjamin Franklin’s
RULES
ü Shine on Without Fear of a
Rival
ü Thus you will be sure to
please yourself (and others
when you’re not there)

Hubris
condescension
cockiness
selfishness
arrogance
disrespect

Hubris
condescension
cockiness
selfishness
arrogance
disrespect
Since this is
(marginally) related
to a topic you’re
interested in, you
should share it with
others

Hubris
condescension
cockiness
selfishness
arrogance
disrespect
“I’m sure you’ll find
our white paper on
why you should buy
our product
fascinating”

Hubris
condescension
cockiness
selfishness
arrogance
disrespect
“DO THIS
FOR ME”

Hubris
condescension
cockiness
selfishness
arrogance
disrespect
“Our cat food
rocks. You like
cats. You should
blog about us.”

Hubris
condescension
cockiness
selfishness
arrogance
disrespect
“You have a lot
of readers so
share my thing”

https://hbr.org/2014/04/rooting-out-hubris-before-a-fall

The Stadium Indicator
PSI Net Stadium
http://www.dailyspeculations.com/about%20us/archives/archieve/The%20Speculator%20--%20On%20Wall%20Street,%20pride%20signals%20a
%20fall%20-%20MSN%20Money.htm

Hubris
condescension
cockiness
selfishness
arrogance
disrespect
valuing time & attention
quiet confidence
selflessness
curiosity
respect

Humility
A Multiplier for Growth

Humility
quiet confidence
selflessness
curiosity
respect

Humility
Low Self
Esteem

When Lower is An Advantage
When a country obtains great power,
it becomes like the sea:
all streams run downward into it.
The more powerful it grows,
the greater the need for humility.
Humility means trusting the Tao,
thus never needing to be defensive.

Selfish Push: Resource Runoff
Build Up Our
Interests

Humility is Your Teacher
A great nation is like a great person: When they make
a mistake, they realize it. Having realized it, they
admit it. Having admitted it, they correct it. They
consider those who point out their faults as their most
benevolent teachers. They think of their enemy as the
shadow that they themselves cast.

It’s a Process.
Effort Does Matter.

Try This at Home.
Thank You for Everything.
I Have No Complaint
Whatsoever

Nourish Your People
If a nation is centered in the Tao,
if it nourishes its own people
and doesn't meddle in the affairs of others,
it will be a light to all nations in the world.

Companies with
humble CEOs
are consistently
more profitable

Humility
quiet confidence
selflessness
curiosity
respect

Humility Hey.
“I don’t have a master plan.
Yet. My goal right now is to
listen, to as many of you as I
can possibly meet with. The
master plan is coffee, and
lots of mental note-taking.”
- Tim Merrill, HubSpot

Humility
“if your idea isn't getting traction,
rather than putting energy into arguing
your point and trying to force it on
others, invest that same energy into
understanding the counter position.
Listening is the soul of humility.”
- Andrew Rodwin, HubSpot

Humility
This is How You Do It

So, You’ve Got This…
Post Announcement
Offer Infographic
Story Promotion
Photo Event
…THINGY

Prospect, Customer, Employee, Influencer
Nourish Your People.

Have I heard of them?
Have they heard of me?
Do I know them?
Do they know me?
(How) Should You Approach?

Is relevant to them? At all?
Do they have an opinion on ?
Do they want ?
Did they help create ?
Will help them?
Will make them look good?
Will serve their audience?
Relevant AND Useful

What Would You Do?
Would You Ever Build A Brand
By Sharing Random Shit?

What Would You Do?
Why Should They?

What Would You Do?
“If you want someone to share your work,
why don’t you start by … talking
to her or him?” -Amy Vernon

Yielding = Victory
When two great forces oppose
each other,
the victory will go
to the one that knows how
to yield.

Humble Management
Servant Leadership

Humble Management
You don’t have to be
SUBSERVIENT to be a
Servant Leader

Customers
Individuals
Managers
Directors
VPs
Execs

Thank You Very Much!
- Laura Fitton, @Pistachio, pistachio@HubSpot.com

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