Monday, April 11, 2011

Control Internal Conflicts With Email

I had an interesting experience when I started working in technical support.

In one instance, a customer had contacted me for some technical advice on repairing their system. It was nothing major. Their system had experienced some downtime and the local tech team had repaired the system.

However, they were looking for additional ideas on how to address the cause of the problem and prevent future downtime. So they sent me an email asking for my input.

Wednesday, March 9, 2011

How To Get Control Of Your Meeting

In a recent meeting I attended at the Cavaliers, Lance Tyson was reviewing a few leadership ideas with the organization's management team.

There were about 12 people initially in the room for the upper leadership meeting, and after they finished up, the doors opened up to let the rest of the management team in. There was a 10 minute period of time when people were milling about and talking shop until Lance said, “OK. We're gonna start in about 5 minutes so finish up.”

I had an urge to run to the restroom, but I knew it would take me more than 5 minutes to run down to the restroom, do what I had to do, wash up, and run back to the conference room. And I remembered how we handled our early sales meetings before the age of the prolific conference call. If you weren't in the room when the meeting started, you were left out in the hall banging on a locked door.

Sunday, February 20, 2011

Team Presentations For Sales Success

Back when I was in tech sales, one of the activities that we had to perform was the team sales presentation.

This meant that at least once during the sales process, the sales rep and the presales engineer had to work as a team and make a joint sales presentation.

One piece of that presentation that required some coordination and work was the transition between speakers.

Thursday, February 17, 2011

30 Prospecting Ideas For Your Cold Calling Campaigns

During a conversation I had with one of my past sales mentor's, he described his first sales experience back in the early 80's. He said that he was seated at a desk with a phone, given a copy of the yellow pages, and was told to start making cold calls.

No one sat down with him to coach him, there was no established cold calling process in place, and no one told him about his target clients or laid out a profile of his target market. All he had was a landline, a copy of the Yellow Pages for the city, and his good looks. He started making cold calls relying only on the communication skills built from his everyday life experiences.

Tuesday, January 11, 2011

Social Networks Reflect Dale Carnegie Principles

LinkedIn. Twitter. Facebook.

If you want to get noticed in today's business environment, you need to have a presence and be active on these three social networks.

Sometimes, I hear that if you are networking using these social networks, you have to play by a different set of rules in order to be effective.

Well, I just came across some findings that would suggest otherwise.

Tuesday, November 2, 2010

Dale Carnegie Training New Linkedin Groups


As many of you know, Dale Carnegie Training of Ohio and Indiana has undergone some recent changes. In Web 2.0 language, this typically means upgrades for improved performance and accessibility.

To meet the needs of the Ohio Valley Region, the several franchises that comprised our organization have been restructured to operate independently and serve the four greater metro areas surrounding Cleveland-Akron, Columbus-Dayton, Cincinnati-Covington and Indianapolis.

Thursday, November 12, 2009

Dale Carnegie On Generating Enthusiasm

The small boy whistles merrily and loudly when he walks past the cemetery on a dark night in order to bolster up his courage. And generally he overcomes his fear of walking past cemeteries because he has "whistled" up his courage.

How many of us, when we're feeling down in the dumps, sing to make other people happy? And in acting happy, we suddenly discover that we're feeling happy.

This same principle applies to enthusiasm. If we simulate animation and excitement for our work or the talk we are going to make, we will usually find that we've "simulated" ourselves right into the middle of the kind of emotional drive we're seeking.

from the writings of Dale Carnegie in Dale Carnegie’s Scrapbook