Yes, ADAP Works!

Thank you for your success stories and questions. For years, we’ve been teaching presenters how to use the ADAP formula – Audience Driven, Authentic Presentations, to produce winning presentations. Usually the focus is on the first part – how to be audience-driven. This month, people asked about Authenticity and I thought we’d discuss it.... Read More

What’s Your Mentoring Commitment?

Summer is prime time for student internships. During my career, our teams has helped design and administer Corporate mentoring programs (with middle-management staff as the mentors) and extended the model in our own firms to provide mentoring internships to 600+ students... Read More

Value Does Beat Lower Price!

The most frequent objection sales people hear from prospects is "the price is too high", Every sales leader trains staff to focus on the value of the offering, instead of the cost. Still, sales people report that price is an objection that’s hard to overcome. Twice this month... Read More

What Really Matters to Your Audience

What’s more powerful as a motivation for changing: recognizing the consequences of our actions on ourselves or the consequences our actions may have on others? Adam Grant, in Originals: How Nonconformists Move the World, suggests the latter may be more important... Read More