One of the hardest presentations to give is the “standard” company presentation. You know the one I mean, the confidence-killer one that uses this guaranteed-cure-for-insomnia sequence: “Who the company is, Where they are located, How many clients they have, and What products/services they offer. I recently coached a new hire in the construction industry who …
You have heard the saying, “If you’re so smart, why aren’t you rich?” I propose a new saying, “If you’re so rich, why are you so dumb?” which would be applied to Jeff Bezos and his lost bid to move Amazon’s second Headquarters to New York City. Bezos is guilty of a key sales sin …
For readers who appreciate the underlying sales and presentation “Words Matter” theme of this blog, it is impossible not to note the power of language in today’s news. In this case, “Wall” and “Border Security” are so loaded with different meanings for different constituencies that they threaten a major government shutdown. This is a dramatic …
I am coaching the owner (Sandra) of a unique service who is seeking to publicize her business through local organizations. As luck would have it, she is friendly with the husband of the Executive Director of one of these key groups. However, because they are friends, she feels awkward asking for help from his wife. …
In a recent New York Times interview, Julie Sweet, CEO of Accenture was asked what she looked for in a new hire. I thought the two traits she named are also a part of what makes successful salespeople and presenters effective. They were curiosity and leadership. How does that apply to selling and presenting? Curiosity …
Overwhelmed by figuring out the best way to use social media? Then, the brilliant new bestseller by Mitch Jackson, “The Ultimate Guide to Social Media for Professionals, Small Business Owners & Entrepreneurs.” is for you. I am honored to have a chapter in the book alongside an illustrious group of social media gurus. Below is …
You’ve heard of a “pride of lions” and a “pod of whales.” How about a “parade of social media pros?” That is exactly what you get in what has to be the most useful book you will buy this year to help you build your business. Hot off the press, I can’t say enough about …
Two unrelated events come together this week for this blog. One is happening as I write this. President George H.W. Bush is being eulogized in Washington by his biographer Jon Meacham. The other event is being asked by Top Sales World to be one of the judges voting for the best sales book of 2018. What is …
Can you unscramble these letters to make a real word? KIPYN That’s your challenge in a popular word game called “JumbIe,” which often appears in newspapers. It is a great word game and I admit I am a “Jumble” addict. More importantly, I would suggest that“Jumble” type thinking can save a sale for you …
How do you feel when professionals don’t model what they are selling? For example, the image consultant who looks like she just tumbled out of bed, or the wedding planner who shows up late for your meeting, or the dentist who starts to fill the wrong tooth in your mouth? A bit outraged? Incredulous? This …
Fast Company magazine posed this question to Pulitzer Prize winning biographer Doris Kearns Goodwin: “What’s the most important lesson that business leaders can take from [Presidents Lincoln, Teddy Roosevelt, FDR, and LBJ]?” You needn’t be a senior executive to heed her response, which applies to anyone whose success depends on the ability to sell, persuade, or influence …