How to Be Unique and Irreplaceable in the Buyer’s Eyes?
“If you want to stand out, don’t be different; be outstanding” —Meredith West, designer Imagine that a potential buyer needs a particular solution, maybe in healthcare or one in Security. However, when the customer does his research, he finds that all the solutions...
Has Your Credibility Banana Turned Brown?
“To be persuasive, we must be believable; to be believable, we must be credible, to be credible, we must be truthful.” Edward R Murrow, journalist and news anchor Credibility is everything in the influence game. As a salesperson or someone who supports sales,...
Influence Shouldn’t Be a Crapshoot!
As a child, many of us crossed our fingers in the hopes that we could persuade our mothers to allow us to do something, maybe go to a movie, stay up late or come in after curfew. As business people, we can’t afford to go into that all-important meeting “hoping” our...
For Women to Swim with the Sharks
It shouldn’t be this way, but in many organizations, women are not seen as key players. Study after study shows that women with the same credentials do not get promoted as quickly, nor are they remunerated in the same manner. So the question is what can women do to...
Five Mistakes Sales People Routinely Make
It’s the end of the year. If you’re a salesperson, it’s a good time to reflect on how well you did in 2017. Did you make your quota? Could you have done better? While you can’t win them all, perhaps, it’s important to consider whether you made any missteps that cost...
Don’t Get Stuck on the Opening
Where most people get hung up is the opening. However, that’s actually the most important part of a conversation. If those first few minutes aren’t rock solid, it is unlikely the audience will listen all the way to the end. People make instantaneous decisions about...
Making Collaboration between Virtual Teams Succeed
“If you want to go fast, go alone, but if you want to go far, go together” — African saying Cory Booker’s DNC speech, July, 2016 Most mid-size and large corporations not only have a global presence, but now rely on virtual teams to help them accomplish mission...
How to Win People’s Cooperation: The Art of Influencing Others
The key to successful leadership is influence, not authority — Ken Blanchard Regardless of your role in an organization, you need to persuade others to your point of view. Being able to win people’s cooperation is a critical skill for any business professional. In...
The Global Audience Shouldn’t Feel Undervalued
Hosting a meeting with a team located around the globe is challenging. People come from different cultural and language backgrounds. Often, those located away from the parent company feel like stepchildren who are tolerated, but certainly not prized. When meeting with...
Tips for Seamless Team Presentations — A Baker’s Dozen
Most business professionals, regardless of their industry, participate in team presentations. The team approach ideally reinforces the idea that each person will take ownership of the success of the project or the account and also that each person is an essential...
The Grave Digger’s Shift – What to Consider When Presenting Later in the Day!
Is your presentation scheduled for 3 p.m or even later? If so, you’re in the Grave Digger’s Shift. In fact, any time you speak in the afternoon, you run the risk of digging your own grave unless you are interesting and engaging. People are tired and typically have a...
Making It Stick by Keeping It Simple
We speak to be understood, yet as Robert Greenleaf once said, “Many attempts to communicate are nullified by saying too much.” When asked about information overload in the House of Congress, Representative John Brockmann responded: “Most houseplants in the U.S. are...- What the Boss Wants You to Know about Asking for That Raise
Wouldn’t it be nice if your boss called you into his/her office and offered you a lovely raise? If only, right! The reality in today’s unsettled business environment is raises aren’t automatic. So what should you do? What are your options? You can keep your fingers crossed and hope for the best. You can look for a job elsewhere or you can speak up and do what the boss says and ask. Here is what the bosses we have coached recommend.
- Talking to People Where Language is a Barrier
Guest Author By Deb Kowalczyk, M.A.— Director Clearspeak Why Work on My Accent? Whether you speak with a foreign accent or regional dialect, it can impact your job performance and affect the way you are perceived by customers, co-workers, and employers. Although the Equal Employment Opportunities Commission prohibits discrimination on the basis of national origin, […]
- What Marv White Says about Making an Executive Level Presentation
An executive’s time is valuable. These individuals go from meeting to meeting. It is not unusual for them to have as many as 10-15 meetings a day. For Marv White, Chief Technologist for Innovation at ESPN, an entertainment sports programming network and formerly CTO of Sportvision, a sport and data content company that created the “yellow first and ten line,” it’s all about the ideas and figuring out how to execute on them. In interviewing Marv, he offered these suggestions on what a successful executive level meeting should be.
- Team Presentations are Not a Series of Solo Acts
High-level customer presentations often involve several people. While teams vary in makeup, typically, they include people who are subject matter experts, as well as the sales executive and the sales manager. The most senior person assumes the role of the team leader. Customers often prefer presentations from multiple people because they allow the opportunity not […]
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