• Mar 20
    2017
    There are a lot of stereotypes associated with the Millennial generation. They are said to be confident, assertive, team-oriented, tolerant, and multi-tasking. These are just a few of the adjectives I picked out from the article on them in Wikipedia. There is no shortage of articles on the web that tell how to communicate with and manage Millennials. By now, we all know we are supposed to provide them with ...
  • Mar 10
    2017
    As a sales manager, it’s important that your team share information when a major sale is made or lost. These lessons are invaluable in ramping up new sales people and helping the existing sales force overcome objections. At your next sales meeting, ask your folks about the last big sale they made: How was the first contact made? Who was your competitor? What did they do right and what did ...
  • Mar 06
    2017
    In a blog post last November, I advised you to stand while giving a presentation, even if you’re expected to be seated at a table with your audience. My reason for this advice is that standing makes your presentation into an event, and it also infuses it with energy and excitement. But there may be times when it would seem out of line for you to stand. Often, you find ...
  • Feb 28
    2017
    In business, we like to believe our decisions are based on reason. From hiring to layoffs to supplier relationships and major purchases, we make choices based on which option moves us closer to our goal. Emotions aren’t involved. Or are they? In 1999, Antonio Damasio and a team of neuroscience researchers showed how tightly emotions are involved in even the most straightforward decisions. The researchers engaged groups of participants in ...
  • Feb 22
    2017
    A great way to help create trust with your customers is to help them see the future. This can be done very effectively without being pushy. Many sales people try to put themselves in the picture: “If you were to work with us on that project...”. Many prospects shy away from an obvious selling tactic and stop talking. Try using something more neutral: “If you were to use a new ...
  • Feb 20
    2017
    The concept of executive presence has lately captured the imagination of the business press. When I did a Google search on the term, it came back with more than two million hits. This article in Business Insider (the first hit from my Google search) suggests that the seven aspects of executive presence all begin with “c”: composure, connection, charisma, confidence, credibility, clarity, and conciseness. This may be a tour de ...
  • Feb 08
    2017
    “I can win an argument on any topic, against any opponent. People know this, and steer clear of me at parties. Often, as a sign of their great respect, they don't even invite me.” Dave Barry (1947- ) The American humor columnist, Dave Barry, makes a good point. “Know-it-alls” aren’t terribly popular. Here are some tips for not sounding overbearing to your audience: Don’t argue small points. Acknowledge that some ...
  • Feb 08
    2017
    Most of us have forgotten about our resolutions we made for ourselves when the ball dropped. So, let’s start fresh and resolve to be a better communicator, learning from 2016’s mistakes. The year 2016 was a big year for communication failures. They were many, varied, and costly. Here are my top four New Year’s Resolutions for better communication (hey—better late than never and these could really save you and your ...