Articles
Customer Facing Employees Cost MORE
It’s a costly business to employ customer-facing personnel. (This article will improve their effectiveness) Nobody cares about what you do until you tell them why they should care and how you can benefit them. Can you...
A Summer Holiday Story
I’m sitting in my office listening to my clock ticking, and suddenly, I am back in my Aunt Kitty and Uncle Mick’s house in Bloomfield, Red Pat’s Cross, Tomnalossett (what a lovely address), my mother’s...
Can everyone sing?
Who told Ronnie Drew, Shane McGowan, Tom Waits or Lisa O’Neill they could sing? They are not singers in the classical sense, but they can hold a tune and, more importantly, tell a story that...
You never know what’s around the corner!
Last week Jean and I enjoyed a wonderful holiday in Sorrento looking out over the Bay of Naples to the island of Capri. This week, we’re struggling to fight COVID-19; this is how life throws...
Winning is Not Everything!
Recently, I was asked to help a team of students prepare a pitch important for them and their college. The college had previously entered this competition for several years but was never shortlisted to present...
How do you prepare for a talk? A good start
It should not be the day before, and you should not be pulling out your previous slide deck, changing the title slide, or doing what you usually do, talk about your business or product. If...
It’s Not About Your Body
Speakers and their advisors frequently put too much emphasis on body language. It’s not about your gestures, it’s what you have to say that matters. What do I do with my hands? Michael Martin, Tánaiste...
Stop, Stop, Stop, Selling!
Recently, I turned up to hear how a group of customer-facing “Business Development Managers” (BDM’s) told the story of their business. What happened was as I expected. They immediately launched into what they do and...
Three Steps to Increased Sales
It requires a great deal of planning, effort, and cost to finally get the opportunity to talk to a prospective customer in person or online. In recent years, there’s been a reluctance on behalf of...
Building a Business Requires Several Talents
A particular talent or skill is not enough today. To build a successful, durable business, you also need commercial understanding and a team to support you. Here is an excellent example I came across on...
