CIOs – ‘What do you want?’

If you’re a CIO or senior IT person – picture this scenario . . .  One of your direct reports is presenting to a boardroom of senior, business stakeholders, with the aim of getting the stakeholders to sign-off on a $2.5 million dollar investment for a critical piece of software.

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BDMs – Pitch with AIDA

‘AIDA is an acronym used in marketing and advertising that describes a common list of events that may occur when a consumer engages with an advertisement. A – attention: (awareness): attract the attention of the customer. I – interest: of the customer. D – desire: convince customers that they want and desire the product or service and that it will satisfy their needs. A – action: lead customers towards taking action…

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Do you have a pretty voice?

‘Miron Zukerman and his associates at the University of Rochester reported that a group of college students with highly attractive voices had more pleasantly rated personalities than students with less attractive voices. As might be expected, they observed a similar effect for facial attractiveness, but the vocal effect was stronger. When personality is involved, a pretty voice is better than a pretty face.”

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BDMs: Lessons from adman Leo Burnett

“. . . But let me tell you when I might demand that you take my name off the door . . . That will be the day when you start trying to make money and less time making advertising . . . When you lose that restless feeling that nothing you do is ever good enough . . . when you are no longer what Thoreau called “a firm…

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If you have nothing to say – say nothing

“Verbal expression is the mirror of the mind. Clear thoughts become clear statements, whereas ambiguous ideas transform into vacant ramblings.  The trouble is that, in many cases, we lack very lucid thoughts. The world is complicated, and it takes a great deal of mental effort to understand even one facet of the whole. Until you experience an epiphany, it’s better to heed Mark Twain: “If you have nothing to say,…

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BDMs. Target Love, Hope (Hate) Fear

“I only know about four things when I create an ad – love, hope, hate and fear”.  This is a quote by Bob Goodman from the book, The New Prince by American political commentator and author, Dick Morris What’s the point in sharing this quotation with you? Simply this. When you are prospecting for business keep in mind the emotions of love, hope and fear (omit hate). These three emotions…

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Trump v Clinton – body language & speech analysis

What type of leaders are Donald Trump and Hillary Clinton – based on their spoken messages, style, look and body language? Is there anything they need to do to win over voters? When voters make judgements on whom to vote for, they ask themselves questions such as: ‘Do I like the candidate?, Do I trust the candidate?, Can I emotionally identify with the candidate?, Does the candidate have integrity?, Does…

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