• Oct 13
    2016
    I was not persuaded of anything while watching the second presidential debate, except perhaps that Hillary Clinton has a calm demeanor and excellent control of her temper. To me, the second debate looked like a fight between a parent and a child — one of those overgrown children who is capable of dominating the parent physically but has not yet graduated to personal violence. But violence doesn’t change minds. Neither ...
  • Oct 12
    2016
    This past weekend, Access Hollywood released a recording that should be an object lesson. I don’t know about you, but every time I see one of these news stories about someone speaking out of turn in the presence of a microphone, I am simply astonished. Unless someone is recording you in secret, it’s kind of hard not to know you’re being recorded. This story is a reminder how easy it ...
  • Oct 06
    2016
    Every year, from 1999 through 2005, the world watched cyclist Lance Armstrong win the Tour de France. But if you check the record now, you will find no winner listed for those years, each of which is simply marked with an asterisk. In 2012, Armstrong was stripped of his titles for using performance enhancing drugs. It took six years for cycling fans to learn Armstrong hadn’t won those races after ...
  • 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 ...