• 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, ...
  • Aug 09
    2017
    In 2002, the California Coastal Records Project hosted thousands of aerial photographs of the California coastline. One of those photos included a view of the home of Barbra Streisand. Streisand sued to have the photo taken down. Before her lawsuit, the photo had been downloaded a total of six times, two of those by Streisand’s lawyers. The lawsuit, however, drew public attention to the existence of the image, and 420,000 ...
  • Jul 31
    2017
    Recently, I was thinking about sales skills, and that made me think about a friend of mine who has been a triathlete for a number of years. What does triathlon have to do with sales skills? Both sales and triathlon are endurance sports, for one thing. But there is a subtler association you might not expect. My friend told me he has recently arranged to go to a physical therapy ...
  • Jul 19
    2017
    Does this sound familiar? “When I become a manager, I’m never going to be like __________.” Most of us, before we become managers, have an idea of what kind of manager we want to be, and it’s usually our response to some manager we have worked for. But if that’s your guiding principle for being a manager, you’re going to have a great deal of trouble, and let me suggest ...
  • Jul 17
    2017
    There will be times in your career when you are called upon to address large groups. Maybe you’ve been invited to give the keynote address at a conference or asked to make a commencement speech. Maybe you need to sell an initiative to an entire division of the company. Can you make a connection with an audience of a hundred or more? We’ve been training people to do that for ...