Mandel Communications Blog
May 15, 2014
Search the internet for pipeline mortality and you’ll only get a handful of hits and not one of them will have anything to do with the sales process. But my colleague David Mears, Mandel’s Chief Sales Officer, loves to use this term. The meaning is fairly obvious – it describes the potential deals put into the sales pipeline that never close, either lost to competitors or inaction. And David believes that many sales leaders are willing to accept pipeline mortality rates that are needlessly high and costly.
May 08, 2014
It's not uncommon to talk too fast and speed through a presentation. Too often, people fill potential pauses with filler words such as, “like” or “ya know” or “um” or “ah”. But, the effect on your audience can be devastating. Instead, learn how to use pauses effectively to enhance your audience's understanding of your message and their esteem of you as the messenger.
May 01, 2014
I recently had a conversation with a former client that reminded me of how small changes in how you communicate can effect big results. Something as simple as mastering how to pause can influence how you're perceived by others and what you're able to achieve. Here's what she told me.
April 24, 2014
Employee-contributed innovation happens at every level of your organization. Are the best ideas being heard within your organization?
April 17, 2014
The two-part blog series on How to Communicate with Executives was so well-received, I wanted to write a third and final bonus post. Not to mention, Fortune 500 executives have shared so many invaluable tips with me with over the years, that it's difficult for me not to want to share them all. So, this week I'll conclude the series by focusing on (1) the use of slides when presenting to executives and (2) how to manage push back when interacting with executives.
April 10, 2014
This week, in Part II of this series, I'm going to focus on how to present yourself to executives in order to earn their respect and confidence. How do you communicate non-verbally? What's your body language saying? Or your vocal tone and volume? Here's what executives believe executive presence should look like.
April 03, 2014
In Part I of this two-part series, Steve Mandel shares two common concerns Fortune 500 executives have voiced again and again about how people communicate with them. Their concerns directly correlate to steps you can take to become a more skilled, confident, and highly competent executive communicator.
March 27, 2014
I'm proud to say that I was a Disneyland Jungle Cruise skipper. I wore the hat, shot the gun, and made “the backside of water” water joke more times than I can count. For me, it was the ultimate part-time college job. The pay was good, the work itself was crazy fun, and it turned out I learned lessons about effective presentations skills that stick with me today. Here are three that anyone can use to be a better presenter.
March 20, 2014
Help your sales professionals master these six Moment of Truth Readiness Communication Skills needed to ensure that they're game-time ready and prepared for any interaction—virtual or face-to-face—with today’s buyers.
March 13, 2014
For an interaction with a customer to be productive, three things must happen: (1) Customers must understand what you’re saying. (2) Customers must see the value in what you’re offering to them. (3) Customers must trust you, the person in the room speaking directly to them. Ensuring these three things happen takes more effort than you might expect—but the payoff is worth it.
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