Keith Ferrazzi's Blog, page 4

Using Technology for 'Never Eat Alone'

Managing RelationshipsRecently, I had the good fortune to meet Brian Roosa, who told me how he has integrated modern technology to implement the principles of Never Eat Alone. He embraced mindful relationship building by creating a “platform” from common tools and sought to share his approach with others. I thought his advice was fantastic and hereby share it. Read all the way to the end for the...Facebook
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How to Turn a Relationship Into a Sale

Sales Effectiveness(This piece originally appeared in Harvard Business Review.) Sales teams that focus on relationships quickly learn the value of providing personal and professional value to clients rather than focusing solely on the sale. The impact of relationship building with your customers may surprise you. Ferrazzi Greenlight's study of 16 Global Account Teams (PDF) showed that these strategic, relationship-focused teams grew their accounts at least twice as fast as regular transactionally-focused account teams

A Tribe's Core Values Deliver Happiness

Our ValuesDoes raising levels of happiness really pay off for a business? We know that happy cows, or at least cows given names and more attention, produce more milk. Delivering Happiness CEO Jenn Lim argues compellingly that higher degrees of happiness in the workplace lead to increased engagement, productivity, performance and retention, thereby improving revenues and decreasing the cost of turnover. We cover practices that make employees happier.Facebook
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Brian Ludlow's Transformation

Brian Ludlow

"The choice isn't between success and failure, it's between choosing risk and striving for greatness, or risking nothing and being certain of mediocrity." 

I was fortunate enough to have found Keith's book Never Eat Alone during my last year of law school. It was around this time that I started to seriously question whether the practice of law was truly what I was meant to do.   

Robert Braathe's Transformation

Robert Braathe

My cousin Paul gave me a copy of Never Eat Alone when it first came out and it gave me so many great tools to get to know people on a deeper level. I never felt comfortable "networking" and following the guidelines in the book, I learned how to be a great convention guest, be a great party host and be a better partner through creating stronger relationships with my existing and current clients.

Persuading Others

CareerRecently, Harvard Business Publishing's corporate learning asked for my ideas on the importance of persuading others Here's the video they produced from that session.Facebook
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Don't Sell, Integrate

Kim Metcalf-Kupres, CMO at Johnson Controls, shared a terrific practice with my Ferrazzi Greenlight researchers that demonstrates how far Johnson Controls goes beyond solution selling as a tier-one supplier for major automotive manufacturers. They don’t sell, they integrate. “We build our plants next to theirs, we develop our products in line with their product development...Facebook
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Improving Business Processes, Innovation and Sales in an Increasingly Virtual World

Virtual TeamsStandalone collaboration tools alone can drive greater engagement among the people dispersed throughout your organization. But big upside comes from identifying business processes that are greatly enriched by adding rich collaborative communication into business processes that span employees, partners and customers. This whitepaper by my Greenlight Research Team coallesces the...Facebook
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Increase the Engagement of Your Virtual Teams

Virtual TeamsThe trend to virtual teams continues unabated. It applies as an overarching organizing principle and in your own teams. Leaders who used to manage a hierarchy, then a matrix, are now managing relationships with a network of individuals they may never have met inside and outside our organizations. That broad virtual engagement makes sense. 87% of respondents to our 2013...Facebook
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Your 'Never Eat Alone' Story: Hubert Dagbo

Never Eat AloneHubert's story tracks closely to my own as a "stranger in a strange land" at our alma mater, Kiski Prep. So I was glad to see he's also incorporated the principles of 'Never Eat Alone' into his everyday life.Facebook
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