Successful presenters understand that what the audience sees in a presentation makes a stronger impact than the words they hear. We’ve been wired to take in information primarily through our eyes ever since cave dwellers began looking over their shoulders for approaching mastodons. An academic study assigns only a 7% value to the choice of words in face-to-face communications, while tone of voice has a 38% value and facial expression has 55%.
Archive for March, 2010
Two minutes passed since we had changed radio frequencies and I still hadn’t heard from my wingmen. My flight lead still had not checked me in. Was there a problem I didn’t know about? Did I turn to the right frequency? Was my radio broken? We were approaching the enemy’s border and I was getting nervous.
Never negotiate with anyone who is not qualified to negotiate. Never put things into writing unless you’re prepared to live with them. Always have room to …
Recently we’ve started seeing a new term tossed around in conversations related to ERP. It’s always tempting, to assume that a new word associated with a particular lexicon is just another market-speak buzzword, something that signifies an insignificant addition, change or new feature.
Dr. Bernie Siegel is the author of Faith, Hope and Healing: Inspiring Lessons Learned from People Living with Cancer.(In this interview, he talks about being a baby boomer, some age-old wisdom and the current healthcare crisis.
You’re only as strong as your weakest link. You may be gambling your brand equity if the weakest links leading to the end-customer’s experience aren’t managed. Have you analyzed your business processes in terms of customer touch point value chains, to identify reliability risks and strengthen your weakest links?
So as Not to Annoy Your Twitter Followers By now you know that social media is an important force in consumer’s lives. If you didn’t know that you’ve either been living under a rock, or missed the fact that Facebook recently surpassed Google in Web traffic for a one week period in mid-March. Social media [...]
Do your employees know your name? Do they even know why your organization exists? If the answer to one or both of these questions is “no,” you cannot possibly have an inclusive culture in your organization.
As a sales leader, you probably debrief sales calls, review sales campaigns, analyze prospecting activity and ride along on certain customer calls to observe or assist. No doubt you have noticed that each salesperson has some customers and prospects that they easily connect with, and others that they don’t. And you might have seen cases [...]
It is no wonder that very few companies enjoy customer loyalty nowadays. Consumers are skeptical of company promises. A “new” product is not really “new.” A great-looking item on an info-commercial works much differently than demonstrated. The beautifully designed hotel room pictured on the website leaves a lot to be desired.
It’s official, the recession is over, and the recovery is underway. You may be wondering how I know this. I direct you to Lou’s Leading Economic Indicators. It’s reliable, perhaps even foolproof. Lou’s Leading Economic Indicators are the composite of several technical readings that Lou takes whenever he feels like looking. These readings are combined [...]
As a professional speaker and consultant, I’ve been able to build trusting relationships with a lot of very successful people all over the world. This truly has been a blessing, and I really enjoy facilitating what I call “wingman connections” in my network. Unfortunately, my travel schedule has prevented me from doing some local networking [...]
Once you decide to implement a document strategy, it is easy to become paralyzed by the complexity of the decision. The evolving role of documents, the complications of technology and the politics of corporate culture and change all conspire to make your task seem overwhelming. The vista of your document strategy can seem boundless. Navigating [...]
How often do you not say or do something because you’re worried about how it’ll be perceived? For most of us, myself included, this happens more often than we’d like to admit. We live in a culture that is starving for authenticity. We want our leaders, our co-workers, our family members, our friends and [...]
Leaders are using the economy as an excuse on a daily basis. Don’t believe me? Just ask your managers why now it’s okay to lay-off those employees who haven’t come close to meeting their performance objectives over the past several years. Perhaps your company could have avoided lay-offs if the entire team had been operating [...]
Unmotivated employees have rightly been called “the black holes of the business universe.” Fortunately, motivation is not something a person is born with or without. Applying these Ten Commandments can go a long way to helping existing employees find their motivation. 1. Commit with all thy heart so others might follow Before you ask [...]
Whether you are the owner, manager or public relations director of a company, chances are, you’re always looking for ways to get your name in the public eye. While advertising is a great start, enhancing your advertising with publicity creates a perfect marriage of exposure for your company. What is publicity? It’s non-paid communication [...]
For many companies, the length of their quoting cycles is directly proportional to the complexity of their products—the greater the complexity, the longer the sales cycle. As a result, quoting cycles can range from several days to weeks or more. The greater the complexity of the product or service, the greater the need to chase [...]
A future that beckons is like a tractor beam that pulls you forward, while a future that frightens you serves as a repulser ray that pushes you away