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Communication

Communication

Look me in the eye when you say that!

Jelena Franco, April 20 2021

Eye contact is a crucial form of body language during communication (just as long as you don't stare :-) When you look a person in the eyes it shows that you are paying attention and actually listening to what a person has to say. Having spent many, many hours on Zoom over the last year or so, I think we have all found that maintaining eye contac...

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Channels

Inflection Points

Andrew Penny, March 16 2021

Sherlock used powers of observation to understand causation. Here's how to apply that power of observation to determine what causes people to buy. If you can identify that 'inflection point' you can be there at the right time with the right messages. Homeostasis is a biological system's ability to maintain an internal equilibrium in response to ch...

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Communication

24 Inches

Andrew Penny, March 2 2021

Everybody in the world is now only 24” apart. Don’t believe me? On your next Zoom call, measure your nose to screen distance… COVID has changed things. We have learned that we can connect with anyone, anywhere in the world. We know that distance is dead. However, an interesting way to think about it is that everybody in the world is just 24 inches...

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Market Strategy

How Are You Leveraging Your Company to Be the Change?

Andrew Penny, December 8 2020

The COVID-19 pandemic has been an excellent stress test for society - the way work and the way we live. It’s brought to light things that are obsolete, things that are inefficient, and things that from a 21st-century perspective, are simply wrong. We all read about the dramatic changes that are happening in retail. Companies are attracting clients...

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Communication

Which do you think is more important.... answers or questions?

Andrew Penny, December 1 2020

I wrapped up a meeting by saying, “Is there anything you’d like to know about Kingsford?” And the CEO across the table said,” No, I don’t think so". You have asked such good questions you are clearly an expert in this area and can most certainly help us”. We went on to enjoy a great business relationship with that client.

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Market Strategy

Live from Denmark, it's...

Jelena Franco, November 10 2020

I am based in Denmark, and, like most of you, almost all of my meetings are on-line. We have had to become TV actors in a very short period of time without the benefit of scriptwriters, makeup artists, camera operators, boom operators, sound engineers, producers, or directors. It’ll be a while till Covid is over, and even then, the virtual meeting...

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Market Strategy

Nobody Wants Your Stuff.

Andrew Penny, January 7 2020

Listen to this week's podcast here. As a kid, I would stare up into the night sky with amazement. It’s pretty obvious that we are a just a tiny part of a very large (one might even say universal) system. The same is true of our businesses – we are simply a small part of a large system. I can guarantee you that nobody really wants what you sell. Th...

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4 - Bring ‘em Back From the Dead

Andrew Penny, December 3 2019

Please excuse the title, I’m writing this just after Halloween... Most companies have lots of old customers – not they are actually ‘old’, but simply companies that haven’t done business with you for a very long time. Why they stopped doing business with you is in most cases a mystery. Perhaps a sales rep annoyed them at some [point, or an order wa...

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Communication

One Rule and one Tool

Graham Birkenhead, April 9 2019

For having more productive discussions ... I was an observer at a workshop and conference recently. As happens at these events, people were split into various groups to consider specific subjects. Lots of interesting discussion was generated and many good ideas came out of it. By the looks on their faces, the participants felt like they had made go...

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Communication

Consult & Inform

Graham Birkenhead, January 15 2019

If you are in business, you have stakeholders. They are all the people that have an interest in what you are doing or could be affected by what you are doing. At a recent Stakeholder Management workshop that I was running we were wrapping up and it was question time.  There is always some bright spark that asks the question that attempts to cram a...

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