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Ira Koretsky
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Duane Bailey
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During a facilitation session to develop a new mission statement for a non-profit client, several of the executive team members encouraged the group to use “strive.” We politely pointed out strive is a wishy-washy word, and should not be used. The Merriam-Webster Dictionary states the definition of strive as “to try very hard to do or achieve something.” The implication is you achieve your goal. In reality, you may or may not. In business, like Yoda from Star Wars aptly said, “Do. Or do not. There is no try.” Avoid wishy-washy words such as strive, hope, surely, chiefly, usually, going…
I was on Twitter recently when I stumbled upon a tweet by the Mother Nature Network on laughter. It contained a link to an article on the results of a recent study by Sophie Scott, a neuroscientist at University College London and part-time stand-up comedian. She concluded from her study that people don't just laugh at things they think are funny. They also laugh to show positive feelings of likability, agreement and commonality toward others. In her words, "laughter is an index of the strength of a relationship." I once worked for a senior executive who almost never laughed. Within…
Tuesday, April 07, 2015

Do You Want Me to Answer Your Cold Call?

Written by Duane Bailey
I receive more cold calls each week than I can count. Phone calls, voice messages, emails, Twitter DMs, LinkedIn messages and sponsored Facebook posts. I've witnessed no shortage of creative approaches. Early morning or late afternoon phone calls, intriguing email subject lines and targeted social media messages are among the many tactics eager salespeople have used to lure me into a conversation. And, yet, I return very few of the cold calls I receive. If you want me to answer, inspire me. Give me a reason to return the call. Show me you've done your homework and you truly understand…
Monday, April 06, 2015

Grab Your Audience with a Great Quote

Written by Ira Koretsky
Elmer Wheeler said, “Your first 10 words are more important than your next 10,000. In fact, if your first 10 words aren't the right words, you won't have a chance to use the next 10,000.” Wheeler is one of the fathers of sales. Perhaps you know him from the famous phrase, “Sell the sizzle, not the steak,” which he coined in the 1940s? Starting your presentation is one of the most important parts to a successful speaker and audience experience. The beginning sets the tone. The beginning puts your audience into a frame of mind. And the beginning sets up…
A 2014 U.S. Harris Poll conducted on behalf of CareerBuilder found that 43% of hiring managers use social media to screen potential hires. Among the top three reasons causing employers to eliminate candidates from consideration were the following types of posts by job candidates:  • Provocative or inappropriate photographs or information – 46%  • Information about them drinking or using drugs – 41%  • Bad-mouthing their previous company or fellow employees – 36% If these kinds of posts can derail a career, imagine the impact they can have on a client relationship. Social networking sites can also help to establish…
Imagine you are attending an event with a speaker or panel. It was fantastic. The line to talk to the speaker is long and you just don’t have the time to wait. Here’s a tip that works most of the time. Email the speaker explaining a) You attended the session and b1) You have a question about the topic he/she did cover or b2) You have a question about a topic he/she said would be covered (this option gets more responses by far). Keep your request short and to the point. Ask for websites, articles, studies, SlideShare presentations, etc. to…
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