Knox Management Consulting

19/08/2025

What I Learned from a Used Car Salesman

I haven’t bought a new car in 20 years. Always used. And recently, I had one of the worst sales experiences of my life.

I found a car online that matched all my criteria. Filled out the form. Soon after, Anahi texted me.

Her first line: “When can you come by to test drive it?”

No: “Is the car still available?”
No: “What caught your eye about this one?”
No: “What are you looking for in your next car?”

Just: her agenda.

I pushed back: “Not sure I can commit to driving across town until I know more about the car.”

Her reply?

“Well, I’m busy. I can call you today at 1 or 5. Which is it?”

No empathy. No acknowledgment that I’m busy too. Just pressure.

I agreed to 5 pm. Rearranged my day. And waited.

5:00 -- no call.
5:30 -- nothing.
6:00 -- still nothing.
6:19 -- I text: “I thought we had an appointment?”

At 7:45 she finally replied: “Hey, I'm super busy. I tried you at 6, went to voicemail.”

Except… no missed call. No voicemail. Just an excuse, 2+ hours late. And a downright lie on top of it all.

❌ Transactional. Zero listening. Zero value. Zero trust.

Now contrast that with Anthony.

I found another car online. He called and introduced himself: “I wanted to follow up with you about the car you asked about… unfortunately it sold.”

But he didn’t stop there. He asked:
• “What did you like about that one?”
• “What’s non-negotiable for you?”
• "Are there other trims or years that would work?”

He repeated back my answers to confirm. Then explained their process:
“We get most of our inventory over the weekend. By Tuesday or Wednesday, they’re cleaned, photographed and online. How about I call you every Friday with updates?”

And he has been consistent with that. Every Friday is a touch point and a value add opportunity.

Anthony's Approach?
✅ He listened first.
✅ He educated me on their processes.
✅ He shows up consistently.

The Result?
➡️ Anthony has established credibility. Built trust. And now has a solid relationship with me. I will ultimately buy from him.

This is the difference between pushing for a transaction and building a relationship.

It’s also the core of my Strategic Effects framework:
• Observe – Listen first.
• Orient – Understand where the customer is.
• Analyze – Match needs to solutions.
• Act – Provide clear next steps.
• Repeat – Show up consistently.

Sales isn’t about dragging me onto your lot.
It’s about earning my trust.

👉 What’s the best (or worst) sales experience you’ve had?
hashtag (Return on Relationship)

28/07/2025

When Caring Looks Like Criticism: The Fine Line Between Feedback and Fury

TL;DR: Honest feedback can hurt – not just the person receiving it, but the person delivering it. Especially true when you care deeply about the brand, mission or work being done.

🥴 The Setup:

Let me say this upfront: I do not enjoy tearing people down. It’s not my style.
But today… I snapped.

It wasn’t about a person. It was about a place I care about: my grad school, where I mentor and occasionally teach.

They’ve recently started a video series on LinkedIn.

And to say they're rough is an understatement. Bad lighting. Distracting audio.
No tripod. No framing. No polish. The edits? Seizure-inducing.

The Breaking Point

I saw another video today and couldn’t take it anymore. I messaged the page.
A woman I don't know responded – and asked to move the conversation to email.

I get it. Praise in public. Criticize in private.

So I did. And… I let it rip. Not as an attack. But as a wake-up call.

I told her:
The low-quality content is hurting the school’s credibility. The team needs coaching. Right now, they’re being asked to do something they are clearly not capable of doing.

Then I sent her a video – shot by a grad student in Argentina. Same day. Same platform. Beautifully framed. Well lit. Clean transitions. Crystal-clear audio.
No budget. Just talent.

The “Perfect” Defense

Now, don’t get me wrong -- I’m not saying it has to be perfect. Lord knows my own videos aren’t. There's always a learning curve. My stuff shows it too. And I know that starting messy is better than not starting at all.

But that’s not what this is. This isn’t a 7th grader’s YouTube or TikTok account. This is an established brand. A top-ranked MBA program. A school that’s supposed to represent tens of thousands of alumni, faculty and students.

The bar has to be higher.

Because when it’s not? You don’t just hurt your reputation. You hurt recruiting, job placement and donations. No other established brand would ever release an unpolished and poorly edited video.

I Offered to Help:

I didn’t just critique. I offered to find resources to help coach, consult and elevate the team’s skills. Because this is fixable.

But the first step is acknowledging that the current output is doing more harm than good.

🤔 So Why Write About This?

Because it made me think: Where’s the line between being helpful and being harsh?

Did I go too far? Could I have been softer and more diplomatic?
💯

But caring deeply about a something means saying the hard thing. Not out of ego. Not to shame.

But because if we don’t call it out… we become complicit.

Final Thoughts: Your messages won’t land if your delivery sabotages it.

Support your team. Train them. Don’t hand off major tasks to people who you haven't equipped to be successful.

Remember: Your brand is only as credible as what you publish.

23/07/2025

Stop Being Generic. Start Being Memorable!

If you’ve ever read a LinkedIn profile or resume that says the person is:
• Passionate
• Hard-working
• Results-oriented
• A team player

…you’ve probably forgotten them five seconds later.

That’s because generic = invisible.

We live in a world where people skim faster than they read.
Where a recruiter might look at 100 profiles before lunch.
Where your career story has about 8 seconds to grab attention.

So what makes you memorable?
Specificity. Clarity. Proof.

Don’t say you’re a problem solver.
Say you fixed a $1.5M supply chain issue.

Don’t say you’re a visionary leader.
Say you led a cross-functional team that launched a product now used by 12,000 customers.

It’s time to replace vague fluff with real value.
I call this Show, don’t tell.

Free Download: 75 Clichéd Phrases to Eliminate

I put together a free guide of 75 overused phrases that show up on LinkedIn, resumes and bios.

👉 Download it now and let me know which ones are on your resume or in your LinkedIn.

www.tinyurl.com/75Phrases

Let’s make your career story memorable! 👊

21/07/2025

🚨 Today’s the Day!!!

After months of refining, updating, and pouring everything I’ve learned over 20 years into it…

The July 2025 Digital Validation™ Program drops today at 4 PM.

This isn’t another fluffy personal branding course. It’s a proof-based system to help you:
✅ Fix your LinkedIn
✅ Build credibility
✅ Be seen. Get hired.

If you’ve ever said, “I should update my LinkedIn” or “I’m not showing up online the way I want to…”

Then this is your sign.

I’ve worked with execs, sales pros, MBA students and small business owners—and the same truth keeps coming up:
👉 Your online presence speaks before you do.

Make sure it’s saying the right things.

We start today.

So grab your spot now before the doors close:
🔗 www.tinyurl.com/DigitalValidation

20/07/2025

🚨 Final Call — 24 hours left!

I’ve poured everything I’ve learned from 20+ years in consulting and corporate into this program. Digital Validation teaches you how to show up online with clarity, confidence and credibility.

It’s not personal branding fluff. It’s proof-based presence that I call professional branding.

If you’re between jobs, growing a business, or wanting to make your next career move, this course helps you build the kind of digital reputation that opens doors.

We kick off tomorrow. Final chance to join this cohort 👇
🔗 www.tinyurl.com/DigitalValidation

17/07/2025

Professional wins earn respect. Personal details build rapport.

If every one of your LinkedIn posts is a sales pitch or industry stat, people see a pitch deck, not a person.

Show a slice of who you are:
• A quick note on the book that shifted your thinking
• A nod to the nonprofit you mentor on weekends
• A lesson you learned coaching Little League or hiking Big Bend

The mix is what turns viewers into connections.

Next time you post, add a line that shows the human behind the headline.

You will be surprised how many doors open when people feel they already know you.

Ready to craft a profile that balances expertise and authenticity?

Join the Digital Validation Course starting July 21.

https://www.focuxedmarketing.com/digital-validation-TM

14/07/2025

The Doors Are Open – Digital Validation™ Program Starts July 21

Your career is already online. The question is – does it validate who you really are?

If someone Googled you today, would what they find reflect your value? Would it sell your expertise? Would it tell your story the way you want it told?

That’s why I created Digital Validation™ – a 5-module online course designed to help professionals, entrepreneurs and small business owners build a strong, consistent and credible online presence.

This isn’t about “personal branding.” It’s about professional proof – and how to be intentional about the digital trail you’re leaving behind.

Here’s what’s inside:
✅ A complete LinkedIn audit and optimization system
✅ My proven content framework to position yourself as a Subject Matter Expert
✅ Downloadable checklists, exercises, and case studies
✅ Real-time training and office hours with me

The doors are now open – but only until July 21 at midnight.

Enroll now: www.tinyurl.com/DigitalValidation

Let’s build something that speaks for you – even when you’re not in the room.

23/06/2025

Got laid off? Consider this: Your resume might list where you’ve been -- but your LinkedIn presence can show where you are going.

Here’s why LinkedIn is your most powerful sales tool after a layoff:
✅ It’s living, not static.
✅ It shows your voice, values and perspectives.
✅ It’s where recruiters and decision-makers go to validate your story.
✅ It’s your stage -- so don’t leave it empty.

I made a free guide to help you regroup, refocus and rebuild:
👉 [5 Things To Do Before You’re Laid Off]
Get the free download here: www.tinyurl.com/5ThingsBeforeLayoff

Because layoffs are hard. But being invisible to everyone? That’s optional.

17/06/2025

Don't Wait to Only PANIC Later!

We don’t like to talk about it, but layoffs are way more common than you think.
According to NPR, 40% of workers will get laid off at least once.

👉 This is not a fear tactic. It’s a wake-up call.

Get proactive with my free checklist: 5 Things to Do Before You Get Laid Off.
It's practical, short and designed to give you peace of mind before things go sideways.

🔗 Download here: https://www.focuxedmarketing.com/5-things

18/04/2025

Strategy is sexy. But, Structure is almost always overlooked.

Without structure, even the best strategy is just a well-designed fantasy.

This article from McKinsey nails something I’ve seen over and over in my work with midsize companies:

When transformation fails, it’s rarely because the vision was off—it’s because the operating model couldn’t carry the weight.

✅ Clear strategy
✅ Ambitious goals
🚫 Misaligned org structure
= Stalled momentum

Organizational Change Management isn’t about just managing resistance. It’s about designing the connective tissue that turns ambition into execution—from roles and decision-making authority to communication flow and accountability.

If your business is serious about growth, this is a must-read. The companies that crack the transformation code aren’t just bold—they’re aligned.

https://www.mckinsey.com/capabilities/transformation/our-insights/how-seven-steps-can-help-midsize-industrials-crack-the-transformation-code?hsid=43d7115a-8853-496f-bc14-3c48eb5873e5

In a challenging geopolitical and market environment, midsize industrial companies are under pressure to build resilience and scale. Seven transformation levers can help them reach their potential.

15/04/2025

Your resume is a snapshot;
Your LinkedIn is a Narrative.
ARE YOU TELLING YOUR STORY on LinkedIn?
🎯 A resume compresses you into bullets; LinkedIn expands you into a story.
🎯 The About section, featured content, recommendations and activity feed give hiring managers and clients a deeper sense of your mindset, voice & values.
🎯 Your story is not just what you did. It’s also how you think and how you show up.
New Digital Validation Course Starts April 21: https://www.focuxedmarketing.com/digital-validation-TM

08/04/2025

Our next Digital Validation Program (building social proof for your career) starts April 21, 2025

➡️ Create social proof for your career
➡️ Position yourself as a Subject Matter Expert
➡️ Raise your professional visibility
➡️ Engage and post strategically and consistently

Learn More: https://www.focuxedmarketing.com/digital-validation-TM