• 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 ...
  • Jul 12
    2017
    Does this sound familiar? You send an employee for training to learn a new skill. The training goes very well, and the employee returns to the job — and never applies the new skill. When a training program fails, it’s often not a failure of the training but a failure of training transfer. New skills can be fragile, and there are many ways organizational life can sabotage the transfer of ...
  • Jul 05
    2017
    Most of us divide our work time between concentrative work, which lends itself well to a home office setting, and collaborative work, which lends itself well to a workplace setting. Employers are increasingly taking advantage of this and other benefits of remote work, so off-site workers are appearing in almost all fields and specialties, even sales. Remote sales teams are taking their place in the national workflow, and this is ...
  • Jun 23
    2017
    At Communispond, we’re in the business of helping people and organizations achieve effective communication. And we continually encounter the realization that effective communication is about more than clarity and speaking well. It is also about conveying messages that are useful and that are acted on. What is the most common type of managerial communication in a collaborative organization? I think it’s advice. As a manager, your primary activity is giving ...
  • Jun 12
    2017
    Bear with me while I present to you an argument for improving the living conditions of women in 19th century Paris. I promise it’s relevant to our ongoing discussion of business communication. In 19th century Paris, 52% of women lived in tenement housing in the center of the city, 20% lived in the households where they worked as servants, 25% lived with family or friends, and 3% lived on the ...