Keith Ferrazzi's Blog, page 13

'Networking' Is Creepy? Only If You Do It Wrong

Everybody SellsWe're now putting the final touches on a Ferrazzi Greenlight bookshelf offering, titled Everybody Sells , from which this is excerpted. By Jeff Kaplan Almost all sales professionals can smell the difference between authentic interactions and fake friendliness. And it’s no surprise that most people we’re selling to spot the difference, too. The people we meet who employ...Facebook
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Setting the Stage for Follow-Up

Social CapitalistWhen Jodi Glickman, author of Great on the Job: What to Say, How to Say it. The Secrets of Getting Ahead , joined us on the Social Capitalist, she shared her thoughts on how to be generous in different situations. Here, she discusses the importance of creating forward momentum in all your communication. The way that I teach it is there is always some low-hanging fruit that you...Facebook
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Hero to Zero

Everybody SellsWe're now putting the final touches on a Ferrazzi Greenlight Bookshelf offering, titled Everybody Sells, from which this is excerpted. No longer is “Quarterly Hero” the best you can hope for. Learn how you can be the Ongoing Superhero, a role where you can sustain your success and your customers’ success over a much longer period.Facebook
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Timothy La Sage's Transformation

Timothy La Sage

To Keith and/or trusted assistant,

I just wanted to express my appreciation for your book and guidance. I am only half way through the read but since I have time it felt right to express thanks. I am an active duty Marine with just over twenty years of service in.

Create Your Own 'IDP'

Change AgentIn this excerpt from Keith's Change Agent interview with Christine Comaford about her book "Smart Tribes: How Teams Become Brilliant Together" they discuss "Individual Development Plans" and how IDPs can help you take control of your career path.Facebook
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Change Agent - Christine Comaford - "Career Pathing...University of You"

Change AgentKeith Ferrazzi interviews Christine Comaford about her book -- Smart Tribes: How Teams Become Brilliant Together. Here they discuss "Individual Development Plans" and how IDP's can help you take control of your career path.Facebook
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No More Cold Calls

Everybody SellsWe're now putting the final touches on a Greenlight Research Institute Bookshelf offering, titled Everybody Sells , from which this is excerpted. By Jeff Kaplan The first goal is simple: We never, ever want to have a cold call. There are two steps to sidelining the cold call. The first is to find out about the person we’re calling on. We can find out if we know anyone in...Facebook
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Doug Thorpe's Transformation

Doug Thorpe

During the financial crisis of 2007-2010, I started a non-profit to assist job seekers who had found themselves out of work, many for the first time in their lives. I was facing a growing crowd of baby boomers who had never had to look for a job. Among the many initiatives we started and spawned, one made particular sense. I had used the Greenlight principles that first emerged then to encourage my attendees to form their own Greenlight groups. We had several groups start and most became very successful at meeting together, building accountability, and making things happen for one another.

Stress Does Not Fuel Creativity

Social CapitalistNever Eat Alone co-author Tahl Raz interviewed author, speaker and entrepreneur Jonathan Fields for the Social Capitalist about his recent book Uncertainty: Turning Fear and Doubt Into Fuel for Brilliance . During the interview, Jonathan discussed how stress actually reduces your creativity. Research shows the higher your anxiety levels ratchet up, the lower your creativity...Facebook
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Cold Call to Signature Line? It's a Trap!

Everybody SellsWe're now putting the final touches on a Greenlight Institute bookshelf offering, titled Everybody Sells , from which this is excerpted. By Jeff Kaplan It is difficult to underestimate the impact of the post-WWII mass-production mindset on the development of transactional selling--the dominant selling philosophy for the last six decades. Production was the key to industrial...Facebook
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