A few days ago, I visited with a friend I hadn’t seen in a while. She told me the reason for the longer duration between visits was due to a brain tumor she had recently removed. Needles to say, I was floored. Though I became quite emotional, I restrained myself in order to begin my […]
By this time of the year, as a leader you, should have a firm grasp on your team’s production and capabilities. You’ve studied your team and know who your “A” Players, “B” Players and “C” Players are. But then you discover that you have a rogue “A” Player, who is in a “start-of-the-year” slump. What’s your plan for […]
The sales person. Over the years, and many, many bad used car sales pitches, the reputation of the sales profession has gotten a bit…ok…a LOT tainted. And yet, the Chally Group states that 39 percent of B2B buyers select a vendor according to the skills of the sales person rather than price, quality or service features. Wow! My […]
Most of you know my passion for listening and truly understanding a client well before you deliver your presentation. We’ve just finished a series of coaching points focused on developing a killer presentation based on your value proposition. One of the sure fire ways to dilute a great presentation is to deliver it too soon!
It Don’t Mean A Thing If It Ain’t Got That Swing! The jazz great Duke Ellington was right. And it applies to you and your presentation! A presentation has to be entertaining and educating. You need to develop a rhythm and a level of alacrity (cheerful readiness) that’s infectious.
If you read my last post, you should now have a list of your company’s attributes. Do you? If not, give that post a read. We’ll wait. OK, now that you’re back, I want you to start thinking like Steven Spielberg. Once Spielberg finishes filming, it’s off to the edit room to complete the project…you […]
In my last post, we looked at how important your value proposition is and especially, how it is communicated. Now that you’ve gathered the essential value points from the reconnaissance and questions I recommended, you can begin to develop your value proposition. This week, I will kick off a three-part series aimed at helping you shape your […]
I believe it was the late marketer/author Marc Gobe who said it best, “A brand lives in how its communicated.” The converse of that is also true, that brands die because of how they are communicated. And for many, it is a slow death. The cause, old conversations that don’t reflect your company’s value proposition […]
Last week, I gave you the stark news that the holidays are over and we arrived at “the morning after.” As a result, and maybe you’ve felt it too, the “So Now What?” moment is here.
I trust you all had a good, relaxing time with family and friends throughout the holidays. One of the joys of consulting is developing professional friendships you know will last a lifetime. For my first blog of 2015, I want to thank and acknowledge John Mina, Managing Partner, Willis Group Holdings, for providing the title. John has […]
