Blog

Stories Help Business Developers sell more. Faster

Q1 is drawing to a close. This means business developers and sales professionals across industries are being questioned about their numbers: Are we tracking to goal? If not, why not? What else can we do to deepen our customer relationships and sell more, faster? When sales leaders and marketing directors ask me this last question I recommend storytelling. I recommend storytelling because it’s the one tool that builds trust and credibility with customers—while simultaneously creating desire for your product or [...]

Virtual Presence Tip in honor of President’s Day

If you have a team of people reporting up to you, and your office is closed today (because of President’s Day) please don’t send them any email.   I know, I know, you are probably using the day to catch up on things. That’s great. Save all those emails in your draft folder and press ‘send’ tomorrow morning.   If you email folks on their day off you are undermining their ability to recharge and signaling that they need to [...]

Get Camera Ready for better Virtual Presence

Last week I was interviewed by The Financial Post on the topic of Virtual Presence. Specifically, about how to help executives present their messages on video. Watch this 2 minute video to learn how to look and sound like a pro.  This year online videos accounted for 75% of all internet traffic. Video is changing how business connects with their customers and their employees. For executives, this means getting comfortable in front of the camera. Before I was a keynote [...]

Text Etiquette & Your Virtual Presence: A Quick Tip

I’ve written before about the three dimensions of Executive Presence. They are:   1.) What people see when they look at you—your ability to demonstrate poise and confidence. 2.) What people hear when they are in conversation with you—your ability to create trust and psychological safety. 3.) How people feel after they’ve had an interaction with you—your ability to connect with them and empathize. Here’s a quick tip to help increase your virtual presence as it relates to #3. Click here [...]

10 Ways to say NO to Perfectionism this January

My final speaking gig last year was at the annual conference of Women in Communications and Energy. They had a great lunch activity. Sit with someone you don’t know and share the best advise you’ve ever received. Afterward a few people volunteered to share something they heard during the meal that was meaningful for them. This one stuck with me all through the holidays: My lunch partner told me about her Grandma Rose. Grandma Rose had 8 kids and always [...]

How to Power Up Your Executive Presence

On Tuesday December 5, 2017 Women In Communication and Energy (WICE) will be hosting their annual fall conference. 200 women gather twice a year for a full day of learning, networking and personal growth. I’m flattered to have been invited to be the keynote speaker this year. As I sit down to prepare my remarks it occurs to me that over the years women in every industry have asked me similar questions about how they can improve their presence. I [...]

5 Time Management Tips

Saturday afternoon I had a long conversation with a family friend. She wanted my advice. One of her personal development goals this year is to get better at time management: “I just want to find a few more minutes everyday to get things done.” I replied: “Well, tomorrow morning you’ll have an extra hour to do anything you want.” We shared a laugh. Talking about needing to find more time, on the night we were going to be resetting our [...]

5 Ways to Improve the Beginning & End of your Presentations

Last week the CFO of a mid-market company here in Manhattan invited me to attend his Quarterly Town Hall meeting. He wanted my feedback on how well his team presented. I sat in the back of the room as speaker after speaker loaded text heavy PowerPoint slides onto the screen and then began their presentation with these 8 words: I’m going to talk to you today about…(reveal an agenda slide.) Every presentation sounded like a lecture. By the end of [...]

How to get a stranger to watch your luggage

My work requires that I travel. A lot. I spend so much time in airports that I can recite the security announcement from memory: “Do not leave your baggage unattended. Unattended baggage will be removed or destroyed by airport security… ” A few days ago I was at LaGuardia waiting to board a flight to DC. I’d been sitting at the gate for a while. The security recording had played at least three times. Moments after the last broadcast ended [...]

Become A More Effective Leader In Just 10 Minutes a Day

One of the great joys of my job is the opportunity to reconnect with participants after a program and do follow-up coaching. I always begin these sessions by asking: “What can I help you with?” Last week a leader told me that she needed to get better at having hard conversations with her employees. “I try to be direct and honest with them, but somehow the conversations always go sour.” She went on to recount the most recent dialogue that [...]