• Feb 05
    2018
    Not all presentation preparation is necessarily equal. You may spend quite a bit of time preparing to the point of over-preparing and still not do well at the presentation. If you don’t prepare properly, you might as well have not prepared at all. What do you need to be on the lookout for while putting together and practicing your next presentation? Be wary of these seven presentation “sins” if you ...
  • Nov 28
    2017
    Being confident while delivering a presentation is an ability that many of us would love to have, but too often our nerves get in the way. While some people are truly born with confidence, it is definitely something that the rest of us can learn. The best public speakers know how important confidence is for a successful presentation – and that it is as much about how you appear to ...
  • 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 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 ...
  • May 03
    2017
    My pet theory is that public speaking is an athletic performance. It relies on skills that are just as physical as those used in sports. Posture. Stand with your feet hip-width apart and distribute your weight equally between them. Don’t pace. Don’t shift your weight from foot to foot. Most people find it difficult to avoid shifting around or making little nervous gestures. But any extraneous movement will distract the ...
  • 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 ...
  • Dec 05
    2016
    Whenever a new technology comes along, it sparks a discussion of whether the technology will replace something we already have. And I suppose there are cases in which replacement occurs. In the age of desktop publishing, for example, it is very difficult to find dedicated typesetting systems or light tables where graphic artists meticulously assemble negatives to create printing plates, a process which is called, for some unknown reason, “stripping.” ...
  • Nov 28
    2016
    A friend of mine, who has been collecting Social Security for three years now, says it has been an interesting experience to become part of the senior demographic. The telemarketing calls change, both in terms of the services the telemarketers are trying to sell you and in the assumptions they make about you. Last week, my friend got a call from someone who claimed to be concerned about his health. ...