High-level customer presentations often involve several people. While teams vary in makeup, typically, they include people who are subject matter experts, as well as the sales executive and the sales manager. The most senior person assumes the role of the team leader....
“If you want to stand out, don’t be different; be outstanding” —Meredith West, designer Imagine that a potential buyer needs a particular solution, maybe in healthcare or one in Security. However, when the customer does his research, he finds that all the solutions...
“To be persuasive, we must be believable; to be believable, we must be credible, to be credible, we must be truthful.” Edward R Murrow, journalist and news anchor Credibility is everything in the influence game. As a salesperson or someone who supports sales,...
As a child, many of us crossed our fingers in the hopes that we could persuade our mothers to allow us to do something, maybe go to a movie, stay up late or come in after curfew. As business people, we can’t afford to go into that all-important meeting “hoping” our...
It shouldn’t be this way, but in many organizations, women are not seen as key players. Study after study shows that women with the same credentials do not get promoted as quickly, nor are they remunerated in the same manner. So the question is what can women do to...
It’s the end of the year. If you’re a salesperson, it’s a good time to reflect on how well you did in 2017. Did you make your quota? Could you have done better? While you can’t win them all, perhaps, it’s important to consider whether you made any missteps that cost...
Where most people get hung up is the opening. However, that’s actually the most important part of a conversation. If those first few minutes aren’t rock solid, it is unlikely the audience will listen all the way to the end. People make instantaneous decisions about...
“If you want to go fast, go alone, but if you want to go far, go together” — African saying Cory Booker’s DNC speech, July, 2016 Most mid-size and large corporations not only have a global presence, but now rely on virtual teams to help them accomplish mission...
The key to successful leadership is influence, not authority — Ken Blanchard Regardless of your role in an organization, you need to persuade others to your point of view. Being able to win people’s cooperation is a critical skill for any business professional. In...
Hosting a meeting with a team located around the globe is challenging. People come from different cultural and language backgrounds. Often, those located away from the parent company feel like stepchildren who are tolerated, but certainly not prized. When meeting with...
Most business professionals, regardless of their industry, participate in team presentations. The team approach ideally reinforces the idea that each person will take ownership of the success of the project or the account and also that each person is an essential...
Is your presentation scheduled for 3 p.m or even later? If so, you’re in the Grave Digger’s Shift. In fact, any time you speak in the afternoon, you run the risk of digging your own grave unless you are interesting and engaging. People are tired and typically have a...
We speak to be understood, yet as Robert Greenleaf once said, “Many attempts to communicate are nullified by saying too much.” When asked about information overload in the House of Congress, Representative John Brockmann responded: “Most houseplants in the U.S. are...
The success of any company depends on effectively dealing with upset customers. When customers feel in times of distress that they have been treated with the utmost respect, they remain loyal and recommend the organization to others. Paying attention to these seven suggestions is the key.
When that great opportunity finally comes along to make a presentation to a potential dream client, you want to be successful with a winning presentation. The question many of us have is “What is the trick?” As simplistic as it sounds, the key is in adding value. The more clearly you can demonstrate that your […]
For many of us, the telephone is our primary vehicle for doing business. Since people make instantaneous decisions about our competence and confidence, often within the first thirty seconds, it is critical to remember the importance of making a good first impression. While we all agree this makes perfect sense, the reality is that we […]
People always wonder about the best way to coach phone reps so that their organization can deliver world-class customer service. If you want your reps to improve, you must understand the performance issues, know how to break down any problems into manageable steps and then encourage the reps on their path to improvement. The key […]
Recent Post Comments