Members of Forbes Business Development Council share seven strategies for doing a better job of empathizing with customers. Their assertions are good. Still, it is important to avoid the words, “I understand,” as if you know the customers’ feelings. Remaining respectful, acknowledging and aligning with where the customer is in the decision process is critical. Stating what … [Read more...]
5 tips to attract and retain associates
As the unemployment rate goes down, many employers find it hard to attract and retain engaged employees. What worked when unemployment was high is no longer effective. Additionally, this millennial workforce has different values than previous workforce generations. These tips about retention will go a long way to reduce turnover and its associated costs. Source: Forbes … [Read more...]
Get ready for 2018
If you are working, you belong on LinkedIn. It is an absolute must for everyone engaged in the business community. While it can be the link to your next promotion or your next job, I have found it to be a great continuous learning source and an outstanding networking tool. Once there, it is important to keep your profile current and the end of the year is a great time to add … [Read more...]
Content marketing set to change
Just as content marketing seems to come of age, John Ellett challenges marketers to quit developing content marketing strategies and start developing plans that address how content supports marketing strategies. Studies indicate two of marketers’ biggest challenges in addressing changing buyer behaviors are: lack of buyer insights developing content that satisfies … [Read more...]
Move sales conversations from safe to serious
Adam Kipnes shares a process for managing the innumerable contacts in our reach and move them toward becoming clients. The objective is not to sell everyone, rather move them progressively toward becoming a prospect instead of leaving them as a contact or suspect. Source: Forbes, November 5, 2017. The goal of the 4,3,2,1 model is to categorize each contact you have … [Read more...]
Be stronger than yesterday: how to increase productivity
Recognize this? Your mind is commanding you to power through, but your body is slumped over your desk. You notice this behavior is happening every day and it’s becoming clear you’re mentally stuck in a rut wishing the week would just end. Bin Jeong offers a few tricks to break out of your rut and encourage a productive work environment. Source: Forbes, October 18, … [Read more...]
Dealing with snarky comments
Passive-aggressive comments that mask anger lurking beneath the surface constitute snark. It seems like the world is getting snarkier all the time. But that doesn’t mean you must let those jabs drag you down or stress you. Source: Forbes, September 8, 2017. Everyone has the ability to build bigger mental muscles so they can handle tough circumstances and snarky people in a … [Read more...]
Beat the mid-summer slump
Unless you’re on vacation, dragging yourself into the office during the summer can sometimes feel like the last thing you want to do. It’s not just because the weather is perfect and you couldn’t imagine spending the entire day indoors. Sure, the office might be the last place you want to be because your colleagues are gone, and your productivity might feel like it hinges on … [Read more...]
Choose to thrive, not survive
I am consistently amused by the number articles focused on executive level leadership or women in leadership that have application throughout the ranks in an organization. This article is a good example. While written for executive women, it applies to both genders and across the entire spectrum of the organization. Source: Forbes, June 19, 2017. We have introduced … [Read more...]
Industry events can be blessings or curses
There is no shortage of industry events available to every businessperson. In fact, we are bombarded with so many invitations that attending each would leave us no time to execute our responsibilities. So, knowing how to make sure an event is worth your time is important. Source: Forbes, May 23, 2017. If you’re extroverted, the thought of attending an event may energize … [Read more...]
Digital boundaries benefit everyone
Technological advances have improved our access to information, speed to market, competitive intelligence, and enhanced our successes. On the darker side, technology has blurred the lines between our work lives and our personal lives. This often causes us to be busier, but less productive. So, setting digital boundaries can help everyone. Source: Forbes, May 15, 2017. While … [Read more...]
Stay positive. It helps!
Throughout history a litany of hucksters has been paid handsomely to deliver motivational messages that have half-lives measured in hours. Ups and downs are a natural part of life. But, when the downs start to dominate our lives, it negatively affects our performance and more importantly, our health. Here are some practical tips to keep you on an even keel. Best of all, they … [Read more...]
Balance empathy and authority
Effective communication skills are essential to achieve effective leadership results. Sending mixed signals creates confusion and often creates paralysis within the organization. Remember, words make up 10 percent of our in-person communication. Thus, it is important to ensure our voice and body language are in concert with the words we choose and that all three are appropriate … [Read more...]
Live by Ancora Imparo
“In retrospect,” often begins a story about missed opportunities, augmented with regrets. The story ends with the admonition to “not make that mistake.” Occasionally, “in retrospect” will yield worthwhile advice that contains one real nugget. “6 Pieces of Advice Leaders Wish They Could Tell Their Younger Selves” is this kind of piece. Source: Forbes, September 19, … [Read more...]
Leaders have a responsibility to stay healthy
Effective leaders realize they have an awesome responsibility and sometimes that burden can lead to burnout or leadership fatigue. Being able to sustain your effectiveness is essential to your success, your team and your organization’s success. The tips presented here to help avoid work burnout could be critical components that ensure your well-being. Source: Forbes, … [Read more...]
10 things never to say in an email
Email is a great tool, but live conversations or meetings in person are better ways to communicate lengthy points of view or work through emotionally charged discussions. The 10 tips here will come in handy, especially when biting one’s tongue is in order. Source: Forbes, June 12, 2016. There is always a better way to communicate your strong feelings than to dash off an … [Read more...]
Story telling as a Sales Skill
Almost every sales expert will extol the virtues of storytelling in the sales process. But, not every story is effective. It must be relevant to the listener. (Answer the question “why should I care?” in your opening.) It must connect emotionally with the listener first, then analytically with a payoff that describes what the listener will have as a result of your … [Read more...]
Revamping your social media sites for 2016
Managing social media is not a priority to many of us. Learn key practices to update your personal or professional information to refresh your social media presence in this article. Source: Forbes, December 28, 2015. A lot can happen in a year, and there’s a decent chance that some of the information on your social media accounts is out of date. Take a look at your location … [Read more...]