• Sep 30
    2016
    According to David Gergen, writing for CNN, Hillary Clinton won the recent presidential debate with Donald Trump: By all traditional standards of debate, Mrs. Clinton crushed. She carefully marshaled her arguments and facts and then sent them into battle with a smile. She rolled out a long list of indictments against Donald Trump, often damaging. By contrast, he came in unprepared, had nothing fresh to say, and increasingly gave way ...
  • Sep 13
    2016
    Any sane person suffers from stage fright when they have to give a presentation to a live audience. It’s just not natural to get up on a platform and offer yourself and your ideas to the judgment of a group of strangers. But that’s also your first key to the technique for overcoming stage fright: make sure your audience is not a bunch of strangers. How do you do that? ...
  • Sep 06
    2016
    “I don't want any yes-men around me. I want everybody to tell me the truth even if it costs them their jobs.” This remark is attributed to the legendary Hollywood producer Samuel Goldwyn. It highlights the fundamental paradox of organizational advancement: as you advance, feedback on your performance grows more important to the organization. At the same time, that feedback grows less reliable. At the very top of the organization, ...
  • Sep 01
    2016
    In many sales organizations, you create a sales proposal by going into your files and pulling out a proposal for a previous sale that is similar to a sale you’re trying to make. Change the names and the specific features of previous sale, and you have a new sales proposal. This saves time over writing the proposal from scratch. But the first time you submit a proposal with a previous ...
  • Aug 29
    2016
    Not every audience is the same, and not every presentation will have the same impact. The key is to look at the building blocks of your presentation. Here are some tips: Use only 4-5 building blocks for a presentation Start with an attention-grabber tailored for your audience. Every presentation should start with why the audience should listen Not all building blocks are the same length; the shorter the better. Save ...
  • Aug 18
    2016
    In negotiating, the term “reverent power” refers to your ability to project that you have a consistent set of values and beliefs. Saying something like, “I’m sorry, but we haven’t done that in 15 years of doing business” makes a statement of reverent power. Since people respect consistency, this can be a powerful tool, but be careful that you aren’t misleading people. If you make exceptions all the time, your ...
  • Aug 17
    2016
    Apple has trademarked the slogan, “there’s an app for that,” which is why I used the trademark symbol in the title of this post. But this post is not just a cheesy “there’s an app for that” joke. Communispond really does offer a smartphone app for practicing your presentation skills. “Practice makes perfect” is a cliché. But it is also true, with a reservation. That reservation is that if you’re ...
  • Aug 12
    2016
    More than 60 of you have responded to our survey on the best and worst convention speakers. You can see the full results here. If you haven’t yet participated in the survey, and would like to, you can click here to take the survey. Of the six speakers in question… Ivanka Trump Melania Trump Donald Trump Michelle Obama Barack Obama Hillary Clinton …the majority of you consider Michelle Obama to ...