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You’ll only succeed in continually improving your results if you’re focused upon continually developing those who work for you – and you’ll not be able to help them to develop unless your own self-development is almost obsessional…

Here’s a selection of articles for leaders on all aspects of self-development.

SELLING WITH ‘RETURN ON INVESTMENT’

When times get a little tighter do you ever worry that you might be spending irresponsibly?  So, do your clients! At times of economic uncertainty purchasers of all products or services, even relatively low cost staples like clothing, buy with a certain amount of caution – ensuring that any purchases they make will directly contribute to the basics goals of all businesses in a tighter economy: a reduction of costs or an increase in income. Return On Investment (ROI) is key That’s why one element all sellers should add to all of their business proposals is a Return on Investment (ROI) analysis.  The simple purpose of a ROI analysis is to prove that the cost of purchasing your products or services will be greatly exceeded by the benefits gained from their implementation and application. Your accountant will happily talk you through a complex ROI approach that will include all sorts of complicated elements like Net Present Value of Money, Tax Rates, Cashflow and so on (you can get a more complicated description of ROI than mine here!).  However, it is my experience that the majority of purchasers (not being accountants) will be satisfied by a more fundamental ROI analysis that simply provides them with a further level of confidence that the purchase makes basic you propose makes basic financial sense. Developing a simple ROI analysis requires that you engage a little more closely with your prospects at the presales stage – collecting information on their businesses that allow you to identify precisely what financial impact your proposed products and services will have. To produce a basic ROI analysis follow these three... read more
LEADERSHIP CHARISMA – FREE AUDIO BOOK – CHAPTER: 5

LEADERSHIP CHARISMA – FREE AUDIO BOOK – CHAPTER: 5

Chapter 5 of the audio book version of ‘Leadership Charisma’ is ready to download. If you missed any earlier chapters or the introduction to this series of free downloads please browse here to catch up.  Chapter 5 is entitled ‘Control Your Mind’. To listen to or to download the latest chapter press the ‘continue’ link. Test Driving ‘Leadership Charisma’ – In Audio Form Leadership Charisma is one of the most attractive books you’ll ever read – we produced it in full color, on great quality paper, to make the content more accessible (have a look at a sample chapter here), and to allow us to provide better illustrations of key concepts. So an audio version is not the ideal test drive! However, it will give you a great insight into the quality of the content of this step-by-step guide to becoming a more charismatic, engaging and productive leader. Over the next few weeks I’m going to upload recordings of the first few chapters of the book here to my blog, one chapter per week. If I get feedback indicating any sort of interest I’ll keep the series going right to the final chapter – if not, I’ll terminate the series. Throughout the audio program I refer to an accompanying handout – this is not available with the free version: the best approach to getting your hands on the figures and illustrations I speak about would be to buy a hard copy of the book. That way you’ll get the best of the content from combining the audio and print versions. So, when you’re ready to purchase a hard copy... read more
DRAMATICALLY RAISE ENGAGEMENT & PRODUCTIVITY

DRAMATICALLY RAISE ENGAGEMENT & PRODUCTIVITY

Employee Recognition Works! Want to start today to dramatically raise the engagement of your team and rocket their productivity? One study by Towers Perrin showed that a leader recognizing good performance can raise employee engagement by as much as 60% – and raising engagement dramatically raises productivity and bottom line results. Best of all it doesn’t cost a cent! Here’s a step-by-step guide for making it work for you. Why does it work? Employee recognition is extremely powerful because it triggers employs two powerful responses common to every single being on the planet – one physiological and one psychological. Physiology: It’s Chemical! When you’re praised by someone, particularly someone you respect, your brain responds with a release of the brain’s feel-good chemical, Dopamine. Without Dopamine it’s pretty much impossible to feel pleasure. This is the chemical that gives the runner her high, those in love their intense feelings of well-being, and even provides the highly pleasurable sensation that comes from eating chocolate or making love. Recognizing employees works because our brain chemistry is wired to respond positively to praise – and we naturally respond by unconsciously repeating the behavior necessary to get another dose of this feel good chemical. Recognition encourages the repetition of the desired behavior. But there’s another psychological factor that multiplies the effectiveness of recognition – the so called ‘Norm of Reciprocity’. Psychology: The ‘Norm of Reciprocity’ There is a universal human response psychologists call the ‘Norm of Reciprocity’. Most people feel an involuntary sense of obligation to return the favor when someone treats them kindly – even when that service was unsolicited, and even if the... read more
SELLING YOUR VALUE PROPOSITION IN A TIGHT ECONOMY

SELLING YOUR VALUE PROPOSITION IN A TIGHT ECONOMY

Selling in Tough Times – III In the first post of this three-part mini-series on ‘Selling in Tough Times” we looked at the vital first step of cleaning up your sales forecast. In the second post of the series we looked at how you uncover the new purchase process in each of your target deals. You now have a forecast that contains only real deals that you genuinely believe you can close.  You have also have scoped out the new decision-making process for each of those deals. In this final post of this series it’s now time to look at repositioning your offering to give you the best possible chance of winning the business. STEP 3: EXAMINE YOUR VALUE PROPOSITION When the buyers or purchase process in one of your key opportunities changes it’s key that you see how what you currently have on offer stacks up to the expectations of the new buyers. When you first submitted your proposal the climate within the target organization may have been very different indeed. Previous arguments and justifications for your proposal may have become redundant – if they were not formulated to appeal to particular motivations of a new set of buyers. With all of the understanding you have of the new decision-makers and their motivations look critically at the business case you are currently promoting for your deal. Will it appeal to these new buyers with their different priorities? You’ll need to be convinced that your proposal stacks up under three main criteria: Positioning. Be certain that all of your arguments and justifications will work two or three pegs higher... read more
MY #1 ELANCE FREELANCERS

MY #1 ELANCE FREELANCERS

This is a collection of the best Elance freelancers I’ve had the pleasure to work with over the last few years.  This post is an addendum to my post entitled “Increase your personal productivity”.  Order of Presentation Anyone I list here is a highly recommended expert whom I would stake my reputation on.  They are all so professional that it was hard to decide how to rank them when writing this post.  So I took the coward’s way out: I ranked them from most recent project backwards in time.  The last on this list, Kristen of KKL, is just as highly recommended as the first and all of the others in between. Take a look through my list of projects and, if you have anything like any of mine planned, then congratulations! – you just found the perfect pro for the job. Software Development Khaled of Codes did a fantastic job of taking my non-technical ramblings and turning them into a first class tool for calculating Return On Investment for the sales optimization projects we do in Profiles International. Email Newsletter Design John and the team at KDK Software are first class source for all things related to email marketing. Animation of Business Logo I had my blog logo animated – you can view it here. Ace in Light Within Productions is a genuine ace with graphical animation and anything related to video production and animation.  Check his work out by viewing any of these videos. Design of Business Logo The logo for this blog was designed by Victor and his team at Logoonlinepros  – great work at an excellent cost. Social Media Strategy... read more
HOW TO USE IMAGES IN PRESENTATIONS

HOW TO USE IMAGES IN PRESENTATIONS

The easiest way to make your speeches and presentations powerful and memorable is to emulate the greatest speakers – use lots of imagery to make your key points. In the first post of this three-part series we looked at the research that demonstrates the power of imagery in presentations. In the second post you read how to spice up your presentations in “6 ways of lighting up your talks and speeches with imagery”.  In this final post we’ll look at how to go about injecting imagery into your presentations. How do I inject images into my presentation? When you have your speech or presentation fleshed out and you are absolutely clear on the key points you wish to get across, you can then look at injecting some imagery into your talk to make those key points more memorable.  Take this simple five-step approach to making your presentations more image rich, emotional, and memorable. Look inside first!  For each of your key points brainstorm to see if any of your personal stories, or those of you know of from others, might help to make your point more effectively.  Look for stories that closely parallel the point you’re trying to make in your presentation. Use outside resources.  If you cannot think of an appropriate story then search your metaphor and simile dictionaries to see if you can come up with anything that will help you drive your point home strongly and make your key presentation points more memorable. Google to quickly locate suitable quotations, similes or metaphors. Make sure you have a strong set up.  When you inject your story, metaphor, simile,... read more

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