• Sep 26
    2017
    Whether you are trying to make a sale, build a business relationship, or make a pitch for funding, all presentations have one common goal: to make a lasting impact. Presentations should not just be a set of bullet points on a slide, but an experience that makes an audience think long after they leave their chairs. Would you like to win your audience over and make a lasting impact with ...
  • Sep 25
    2017
    As we near the end of year, it means companies are planning for next year with new budgets, which means new opportunities to propose your services and products. You may find yourself offering a proposal in one of two situations: 1) You send an unsolicited proposal to persuade the reader he or she needs your product or service; or 2) The reader is aware of a need, but you must ...
  • Sep 18
    2017
    Communication is not only an essential life skill, but is also one of the earliest survival skills that humans learn. As we grow up and learn how to be a functioning member of society, the need for effective communication skills grows in importance and increases in complexity. This is especially true for those in leadership roles. No matter the company or team you lead, you are going to be working ...
  • Sep 11
    2017
    Hillary Clinton’s new book, What Happened, has been in the news lately. An excerpt, via The Independent, suggests the focus of most of the reports: “We were on a small stage and no matter where I walked, he followed me closely, staring at me, making faces. It was incredibly uncomfortable. He was literally breathing down my neck. My skin crawled.” “He,” of course, is Donald Trump. We could perhaps disagree ...
  • Sep 06
    2017
    Face-to-face and phone communication is fading fast. We work, love, and live by writing. From emails and activity reports to social media posts and performance reviews, the written word is everywhere. And executives say writing proficiency represents one the biggest skill gaps in the workforce—more and more people are writing with less and less training. The good news? Great writing skills will give you the edge for career advancement. Here ...
  • Aug 29
    2017
    I believe there are four skills that are critical for effective performance in B2B sales. Don’t make the mistake of thinking these are steps. You may exercise one more than the others at different stages of the sales process, but in most of the stages, you employ all of them at once. Preparing. Preparing includes product knowledge, but it goes well beyond that. In the age of the world-wide web ...
  • Aug 21
    2017
    In 1971, the U.S. Congress designated August 26 as “Women’s Equality Day” to commemorate the 19th amendment to the U.S. Constitution, which granted women the right to vote. In the 97 years since that amendment was ratified, progress toward full equality has been sluggish. In 2017, there are 105 women in the U.S. Congress, 21 in the Senate and 84 in the House, or 21% and 19.3% respectively. Those proportions ...
  • Aug 14
    2017
    If you’re like most of us, you approach the giving of a presentation with fear. Internal chatter keeps you from thinking clearly. You’re worried about what might happen. Your heart rate is elevated. You probably feel drained and exhausted before you even start, and you have a stomach full of butterflies, perhaps even nausea. A fascinating article by Patrick J. Cohn and Andre Bekker on the Training Peaks website, however, ...