Getting to "Yes" in Presentations

Always on the lookout for strategies and tactics that can help presenters close more deals, here's an approach which Adam Grant (in Originals: How Nonconformists Move the World) calls: the Sarick Effect. When developing a presentation, most of us focus on... Read More

Responsible Empowerment

There's a right way and a wrong way to do something. All too often people complain because things aren't working as they should, and by investigating exactly what is happening, the answer turns out that the "right" goal is being pursued, but the actions people are taking are faulty. It's analogous to leadership vs. management... Read More

Disrupting Retail: What Will Happen?

What do you do when you're "marked" for execution? You can either adapt – and possibly live for another day – or find ways to significantly change the game. Unfortunately, in the retail business, most of the disruption is taking place by the disrupter itself, and not those marked for extinction.. Read More

What Does "Powerful" Mean?

What do we mean when we say that a presentation is powerful? It's got great content? It was graphically engaging? The delivery was captivating to convert people to "buy" into the proposition? All of the above are true, but the most important part is whether it had IMPACT – produce the desired deal. Since the average viewer generally is not the final decision-maker... Read More