THE PRODUCTIVITY INSTITUTE NEWSLETTER
Friday, October 2, 2009
Newsletter topics: Social Media, Writing/Blogging, Negotiating Software Agreements, Team Leadership, Sales Training, Technology (a cartoon), Sales
by Bruce Newman
The lure of social media is very strong. Every day, we hear new statistics about its growing popularity, some YouTube video going viral or someone’s tweet (or response). Social media is now the most popular activity on the Internet and its appeal crosses all age and gender demographics. But that doesn’t mean that we should assume it’s the wherewithal for everything.
People used to believe that all they needed to create an Internet business was a website and that prospective customers would be automatically drawn to it. That turned out to be untrue.
by Gay Walley
I am amazed at how much raw talent there is out there and struck by the diversity and number of people who take up writing books.
Maybe it’s because of the hundreds of thousands of blogs or maybe, it’s the reason for all the blogs. I don’t really know. What is apparent is the number of people who want to write.
One such person, a Wall Street risk manager who has never written before creates a Lehman Brothers-type melt down and draws incredible characters who manage and ruin his fictional bank. He knew he wanted to write, but wasn’t sure how to begin. Less than six months later, he has completed a first draft of a driving yarn, full of regulators, hedge fund managers and bank personnel who stay with you and keep you at the edge of your seat.
by Tim Nuckles
PART TWO – Future Proofing Contracts by Maximizing Flexibility
Flexibility is a really important issue within software deals, and one that is under-appreciated by software buyers, in my opinion. Among even my more sophisticated clients (those having been through relatively more deals over time), on flexibility issues I often hear, "That's a great idea, and quite honestly, that has never occurred to me." Flexibility issues simply are not on the minds of most software buyers.
So, what are we talking about in terms of flexibility within a software deal? Well, for me, flexibility centers mainly around expense items, license and service fees (maintenance and support). The goal is to create as much flexibility as possible for things like the base license structure, user license structure, and maintenance and support options.
Revealing the Power of Storytelling: 5 Tips to Lead & Inspire
by Katie Mead
Regardless of your message, every great leader knows the power of a good story. While facts and figures are essential, it’s in crafting that information into a compelling, inspiring narrative that will inspire in your audience everything from deep understanding to action. As a leadership tool, storytelling can be a powerful, persuasive technique to capture your audiences’ attention and bring home your meaning. It’s important to match the type of story to the occasion, and once mastered, these techniques are powerful tools.
Here are five kinds of stories guaranteed to get your point across:
1. ‘I Am’ Stories
Make things personal. When striving to lead a team one of the greatest challenges may be getting everyone on your side. Revealing who you are and what motivates you may go a long way to building trust among your team members.
Best Practices for Sales Effectiveness
by Adrian Miller
In today’s challenging marketplace, successful selling requires much more than just presenting a product or service to a prospect. A salesperson is increasingly expected to be a complex hybrid of marketing specialist, consultant, customer service representative, and confidant to make a sale and maintain a customer.
It’s time for a reality check. Salespeople are simply a dime a dozen. However, trusted resources and business partners are hard to find and definitely worth their weight in gold to businesses and decision-makers. The more value that you can provide; the less chance that you will be replaced.(continue)
This Gadget (a cartoon)
by Dave Walker
(continue) and please comment
by Carl E. Reid
In another life, hot summer days provided an opportunity for a few enterprising young children to increase their allowance [aka, income]. As a child growing up in the New City Edenwald housing projects, I innately developed a knack for meeting people at their needs. When other kids sold their lemonade for 5 cents a glass, I sold more lemonade at 10 cents a glass. Mind you, Country Time Lemonade wasn't around. My mother funded my lemonade operation, which consisted of 2 choices; some inexpensive lemonade like packet and fresh lemons. I chose fresh lemons. The pulp in the pitcher was the sales clincher. What is your sales clincher?
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