Communication ranges from building a relationship or gaining consensus to controlling an outcome. According to Susan Campbell, author of Saying What’s Real, almost 90% of all communication comes from the intent to control. She cautions that the more we aim to control, the more out of control we feel. When we feel unsure or fearful of the outcome, the need to control gets magnified. As a leader, it is important to recognize that we get things done faster when others feel respected and their opinions valued. As you think about your next meeting or critical conversation, consider your intent. If it is to protect the relationship, pay attention to any telltale signs that you are moving in the wrong direction.

The goal of most salespeople is to call on senior-level executives. However, rarely is the sales person’s first point of contact in a large organization with the CEO, CFO or CIO. Usually, salespeople call at a much lower level initially. To short cut the amount of time it takes to penetrate more deeply into an […]

Guest Author 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, a survey done […]

Making a good first impression is essential to anyone in today’s business world. Obviously, it is more difficult to do when you are not face-to-face. By truly listening, having an upbeat and friendly voice and a positive attitude, you increase the odds that people will take you seriously and will want to do business with you.