Working with a group of technical salespeople this week reminded me of a recent PBS Nova show about the transformative impact on the ecosystem in Yellowstone Park due to the return of wolves to its area. Just as that one change led to dramatically different outcomes in nature, one changed element in the sales process …
On Valentine’s day the only fluttering hearts should be those in love. BUT, if your heart flutters more than you like when you present, then download a free copy of my new ebook: No One Hears Your Pounding Heart! The Ultimate Guide to Presentation Confidence. 50+ tips for controlling nerves from a survey of business people, from celebrities …
How often do you try to persuade clients or colleagues to do something they should do, but don’t want to do? We present facts. We cajole. We remind. And still nothing happens. Instead of continuing down the same fruitless, logical, left brain path to change minds, can you get the result you want with a …
What do a US President and an animal researcher have in common? At face value, very little. But both recently used the same technique to hook people into listening to their otherwise tough message, in one example, and dry message, in the second example, a technique that you can use as well in your B2B …