The Problem of Technical Presentations

June 23, 2014
Presentation Skills

If you are in the somewhat unenviable position of making a technical presentation to a non-technical audience – or any kind of specialized presentation to a group without expert-level familiarity with the subject matter – you may well wonder what the best approach is. How much do you need to “dumb down” the material...

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You Can Lead a Customer to the Sales Department…

June 4, 2014

Are your marketing and sales teams working together, or does it sometimes feel like you’re playing a particularly frustrating game of catch where both sides keep dropping the ball? Traditionally, marketing and sales have been compartmentalized – marketing’s job is to get leads, and sales’ job is to convert those leads into paying customers....

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Don’t fence me in!

June 2, 2014
Fence me in

Sometimes people approach a negotiation as if they are trying to shove everything into the smallest box possible: “I only have a certain amount in the budget, my boss won’t sign off unless you give us these terms, and I have a plane to catch in two hours so we need to wrap this...

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Presenting to the Choir

May 29, 2014

Presentation training experts stress that an important part of presentation planning is considering the people who will make up the audience. Simply thinking about your audience members’ positions and personalities will help you determine the best way to approach your topic. However, there is a way to dig even deeper into what makes your...

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Presenting with Feeling

May 27, 2014
fear of public speaking

Have you ever gone into a presentation armed with an ironclad argument based on solid data and a slide deck full of charts and graphs, and still failed to convince your audience? The fact is that humans are not really the rational creatures we believe ourselves to be, and most of our decisions are...

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Separating the People from the Problem in Negotiation

May 23, 2014
agreement this way

If you take any negotiation training, you are quite likely to hear the maxim “separate the people from the problem,” as discussed in Fisher and Ury’s bestselling negotiation text Getting To Yes. It sounds sensible, but what does it really mean? The issue is that, when we negotiate, we tend to overlook the fact...

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