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7 Ways Covid Changed Sales Forever

The pivot to virtual selling will change the sales function profoundly and permanently; far more deeply than most companies yet realize. As virtual selling becomes the new normal, most companies are walking into a trap. They are thinking that all they need to do to be successful is to make sure that their salespeople master […]

Seven Ways Covid Changed Sales Forever

The pivot to virtual selling will change the sales function profoundly and permanently; far more deeply than most companies yet realize. As virtual selling becomes the new normal, most companies are walking into a trap. They are thinking that all they need to do to be successful is to make sure that their salespeople master […]

*Repost with Video* Presentation Content vs. Delivery

One of the more-effective speeches to be delivered in the UK recently – effective in the sense that it inspired protests shutting down central London and sparked a debate over whether to accelerate clean energy targets – was given to Parliament by Greta Thunberg, a 16-year-old Swedish girl. Intrigued? Here it is: My first reaction […]

Your Brain’s “Law of Large Numbers”

Those educated in statistics are familiar with the law of large numbers: the larger the sample size (or the greater the number of trials run), the closer the sample’s mean gets to that of the overall population. In brain science there’s a completely unrelated law of large numbers, and it’s this: the larger the number, […]

How Not To Sound “Wooden” When You Present

How Not To Sound “Wooden” When You Present Catching up on our podcasts we came across a fantastic answer to one of the most-common delivery questions we field: how can I not sound wooden or forced when I present? The answer came from Angela Ahrendts, Apple’s SVP of Retail (and before that the CEO of […]

Wisdom vs. Intelligence: Why My 12th level Sorcerer is Easily Fooled

As a professional communicator, I used to be surprised by how often smart people would miss an obvious point I was making.  I imagine I am not alone in this. But I get it now – A core element of our coaching focuses on the idea that there is a difference between what people will see […]

What Problem Do You Face That I Am Offering To Solve?

Everlane is one of the fastest-growing clothing companies. It also offers a great example of a core communications principle and how it can be applied not only to communication but to product design and business focus. The principle is: focus on an audience’s problem (that you solve). Far too often we see presentations that fail […]

You Can’t Back Up Your Ears

A recent comment got me thinking about the difference between absorbing information I read and absorbing information I hear. If you’ve ever read anything more than a couple of paragraphs long, you know that moment – you’re reading along, and a sentence triggers a thought, and your brain follows that thought for a few seconds. […]

How Buzzwords Undermine Effective Communication

I’m sure you’ve worked with someone who can’t finish a sentence without using at least one buzzword. Shout out to my former colleague who was fond of “helping clients catalyze transformative paradigm shifts and disruptive innovations across the enterprise.” He knows who he is. If only the problem were limited to a few bad apples. […]

A Communications Lesson from the NBA Playoffs

Imagine two people witness the exact same event. They are the same age, same gender and same education. You would expect that when asked, they would give you roughly the same narrative description of the events they witnessed, right? Actually… wrong. That is totally incorrect. Their interpretation of the events will be massively influenced by their personal predispositions A […]

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