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Casual Articles - Effective Listening for Leaders
A Lesson of Survival in the Always-in-Touch World
Simon sauntered. It was rare that he had the chance to take a lunchtime walk beside the city’s river. He wasn’t going to waste this one. And in any case, he desperately needed some space. Oblivious of the grey skies, the grey path and the rush of other grey suits weaving their way around him, he wrapped himself in his thoughts.It was the music which caused Simon to stop. A busker was playing his harmonica with an energy that even the most distracted mind couldn’t avoid.The musician was playing fast and loud, notes spilling from his instrument with the enthusiasm of a happy child. Combining complex riffs into a frenzied melody, his sound was a splash of colour on t
heir communications skills and thereby increase their leadership skills, by learning to listen more effectively.Simon sauntered. It was rare that he had the chance to take a lunchtime walk beside the city’s river. He wasn’t going to waste this one. And in any case, he desperately needed some space. Oblivious of the grey skies, the grey path and the rush of other grey suits weaving their way around him, he wrapped himself in his thoughts.It was the music which caused Simon to stop. A busker was playing his harmonica with an energy that even the most distracted mind couldn’t avoid.The musician was playing fast and loud, notes spilling from his instrument with the enthusiasm of a happy child. Combining complex riffs into a frenzied melody, his sound was a splash of colour on t
How does listening impact your performance as an
Recency, Frequency, RFM techniques for Customer Retention & Value Building
In order to develop Customer Intelligence, a business needs to be able to measure its performance in the maintenance of profitable customer relationships. Customer intelligence attempts to define customer behaviour and then look for variances in that behaviour. The business rules which apply to the Customer relationship, need to be defined first. Based on these rules relevant measurements & goals can be defined. Therefore, a business needs to systematically answer the following questions:When is a party (an individual or a business) considered a prospect ? (define the sales pipeline stages for each Customer segment, e.g. lead, prospect, stage at which a proposal is subm
When most people think of communicating, they visualize talking and getting a point across in a clear, effective manner. Speaking or writing to communicate a message is only part of effective communication. The complementary part of communication is listening. As professionals, we are usually striving to improve our communication skills by taking speech classes, honing our presentation skills, or participating in ways of producing increased influence. We feel the better we are at getting our point across or communicating ideas, the better we are at communicating. There is a flip-side to communication – listening. Few people consider they can significantly improve their communications skills and thereby increase their leadership skills, by learning to listen more effectively.In order to develop Customer Intelligence, a business needs to be able to measure its performance in the maintenance of profitable customer relationships. Customer intelligence attempts to define customer behaviour and then look for variances in that behaviour. The business rules which apply to the Customer relationship, need to be defined first. Based on these rules relevant measurements & goals can be defined. Therefore, a business needs to systematically answer the following questions:When is a party (an individual or a business) considered a prospect ? (define the sales pipeline stages for each Customer segment, e.g. lead, prospect, stage at which a proposal is subm
How does listening impact your performance as an e
Stay in Touch with Leads and Get More Closes
How many leads have come into your business since the beginning of time that never closed? That is a salient question. Who knows how many, but I bet there are a lot.Whether a small company or a large one with a sales force, the leads that are always best are the ones that are easy to close. But what about the prospects that were reached but never closed? They are in an abyss - The Unclosed Sales Lead Abyss, technically speaking.What are you doing to follow up? Are you following up? Do you have a fixed idea in mind about some time frame that those leads then become dead?What does it cost you to get that lead? Let’s look at a hypothetical analysis:
only part of effective communication. The complementary part of communication is listening. As professionals, we are usually striving to improve our communication skills by taking speech classes, honing our presentation skills, or participating in ways of producing increased influence. We feel the better we are at getting our point across or communicating ideas, the better we are at communicating. There is a flip-side to communication – listening. Few people consider they can significantly improve their communications skills and thereby increase their leadership skills, by learning to listen more effectively.How many leads have come into your business since the beginning of time that never closed? That is a salient question. Who knows how many, but I bet there are a lot.Whether a small company or a large one with a sales force, the leads that are always best are the ones that are easy to close. But what about the prospects that were reached but never closed? They are in an abyss - The Unclosed Sales Lead Abyss, technically speaking.What are you doing to follow up? Are you following up? Do you have a fixed idea in mind about some time frame that those leads then become dead?What does it cost you to get that lead? Let’s look at a hypothetical analysis:
How does listening impact your performance as an
How to Write a Winning Cover Letter
Every r?sum? you send, fax, or e- mail needs its own cover letter. Sending a r?sum? without a cover letter is like starting an interview without shaking hands. The best cover letters spark the employer’s interest and create an impression of competence.Cover letters are an opportunity to convey your focus and energy. Although you should feel free to consult references and models, use your own words when writing a cover letter; don’t mimic another person’s writing style.Most cover letters are two or three paragraphs long. Every cover letter should fit on one page and contain the following four parts: Salutation, opening, body, and conclusion.Salutation. Whene
ls by taking speech classes, honing our presentation skills, or participating in ways of producing increased influence. We feel the better we are at getting our point across or communicating ideas, the better we are at communicating. There is a flip-side to communication – listening. Few people consider they can significantly improve their communications skills and thereby increase their leadership skills, by learning to listen more effectively.Every r?sum? you send, fax, or e- mail needs its own cover letter. Sending a r?sum? without a cover letter is like starting an interview without shaking hands. The best cover letters spark the employer’s interest and create an impression of competence.Cover letters are an opportunity to convey your focus and energy. Although you should feel free to consult references and models, use your own words when writing a cover letter; don’t mimic another person’s writing style.Most cover letters are two or three paragraphs long. Every cover letter should fit on one page and contain the following four parts: Salutation, opening, body, and conclusion.Salutation. Whene
How does listening impact your performance as an
Change in Four Steps: How to Make Effective Changes at Work
I know I want to change… Yet, every time I set a goal and decide to change, I seem to get sidetracked or lose sight of the end point. It never seems to work out as I planned. How can you effectively make a change? You know how to set goals. You even have a framework for this: SMART – Specific, Measurable, Attainable, Realistic and Tangible. So you set up your goals using this framework. You get specific and say that you want to become better at participating in team meetings so you can have more influence in decisions. You set up a measurable outcome by saying that you will have your ideas adopted in an upcoming meeting. You see this as attainable; you know y
ross or communicating ideas, the better we are at communicating. There is a flip-side to communication – listening. Few people consider they can significantly improve their communications skills and thereby increase their leadership skills, by learning to listen more effectively.I know I want to change… Yet, every time I set a goal and decide to change, I seem to get sidetracked or lose sight of the end point. It never seems to work out as I planned. How can you effectively make a change? You know how to set goals. You even have a framework for this: SMART – Specific, Measurable, Attainable, Realistic and Tangible. So you set up your goals using this framework. You get specific and say that you want to become better at participating in team meetings so you can have more influence in decisions. You set up a measurable outcome by saying that you will have your ideas adopted in an upcoming meeting. You see this as attainable; you know y
How does listening impact your performance as an
Business Premises - Choose Wisely
Owners of businesses, regardless of type, will need premises of some kind. It may be that they can work from home in a spare room or garage (some say the kitchen table!!). Others may need a shop, office, workshop or warehouse, but a decision will have to be made as to where to locate the business.Many things need to be considered when making a decision on from which type of premises to operate your business. Some facilities are essential, others desirable but not quite so important.The essential requirements are: -- Affordability. - Location. - Size. - Services. - Security of tenure. - Accessibility. - Security.<
heir communications skills and thereby increase their leadership skills, by learning to listen more effectively.Owners of businesses, regardless of type, will need premises of some kind. It may be that they can work from home in a spare room or garage (some say the kitchen table!!). Others may need a shop, office, workshop or warehouse, but a decision will have to be made as to where to locate the business.Many things need to be considered when making a decision on from which type of premises to operate your business. Some facilities are essential, others desirable but not quite so important.The essential requirements are: -- Affordability. - Location. - Size. - Services. - Security of tenure. - Accessibility. - Security.<
How does listening impact your performance as an executive? Not only is good listening a core competency of leadership, but your listening abilities can actually be measured and evaluated. To determine how to improve your listening abilities, you need to evaluate yourself on how well you listen to others. Do you stop what you are doing when others speak? Do you reflect back what you hear to create clarity? Do you ask questions?
Good listeners learn to listen with attention rather than just hearing the words. Attentive listening not only takes in what is being said, but also what is not being said in terms of body language, information that is left out, or information that is vague. Listening is a whole-mind
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