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Golf and the Sales Rep – Leave it to Hank Haney

Hank Haney is an award-winning golf instructor who works with Tiger Woods and other tour pros. The following is an excerpt from his latest book, Hank Haney’s Essentials of the Swing.
I try to help all my students figure it out for themselves. You never really “own” knowledge until you’ve gone through that process – and [...]

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Death by PowerPoint

Don’t get me wrong – I love PowerPoint. I’ve made a career out of making PowerPoint presentations that others love too.
However, this ubiquitous tool is often used poorly and can compromise an effective message. Also, because of it’s pervasiveness in the corporate world it is become nothing more than wallpaper poorly hung, background noise that [...]

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Improving the Healthcare Dialog

As a believer in the democratic process I can’t help but to be impressed with the intensity of the healthcare debate. On a topic so important to so many Americans it’s encouraging to see the level of involvement and participation in the debate. However, as a communicator I’m mortified about the quality of that debate. [...]

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Sales Communication Challenges? You’re Not Alone!

Being alone, or the only one – is that not one of the biggest fears that people face in everyday life?
That’s why support groups, special interest clubs and Web sites, and even social networking exist – to bring people with like problems, challenges and interests together. To provide connectivity yes, but in a more [...]

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Replace Confusion with Clarity by Cascading Communications

Sales effectiveness often relies on getting everyone aligned around the same set of objectives and priorities. However, in large sales organizations there are always competing priorities vying for time and attention. Within this confusion and clutter, the must-wins and must-do’s essential to your success can get lost in the shuffle of lesser-important activities. Communications can [...]

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Your Sales Rep Just Got Engaged – What Does That Really Mean?

Engagement is one of those words that has many subtleties in meaning, and is often viewed with varying levels of skepticism by different organizations. Of course, outside of the corporate environment, engagement has a number of definitions and applications. But there are two basic elements that are at the heart of engagement and that cut across nearly all interpretations of the word.

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Protect Selling Time through Content Simplification

In an information economy, knowledge is power. But what if you have too much knowledge?

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Positively Charge Your Communications

Leaders have a great opportunity today to positively charge the communications environment and focus their team on what’s possible instead of what’s not.

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Shared Laughter Promotes Shared Vision For Sales and Marketing Teams

Remember that great scene from Animal House when the Deltas have all been expelled and Bluto (John Belushi) rallies the frat to one final pointless act of vengeance? Well, a couple of days ago, we shot a team of sales reps for a consulting company re-enacting that scene, applying their own internal personas and messages [...]

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The Best Stuff is Often Kept Secret

As a company that works largely in internal communications, we’re often unable to post or even show much of our best work. Like every legitimate player in this game, we respect NDAs, and appreciate that discretion is part of what the client is paying us for, especially where sensitive matters are concerned. And like them, [...]

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