Mike Figliuolo's Blog, page 123

How to Build Trust and Drive Performance by Setting Your Edge

Setting an “edge” as a leader solidifies your position in the group and spurs on solid performance. You need to set your edge hard and you can ease up over time once your people are performing like they should. Today’s post is by Colonel JV Venable, author of Breaking the Trust Barrier (CLICK HERE to […]



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How well do you take on the role of being an informal leader?

Our reader poll today asks: How well do you take on the role of being an informal leader without direct authority? – Very — I regularly step into leadership roles and lead informally: 74% – Somewhat — I occasionally step into informal leadership roles : 23% – Not very — I tend to shy away […]



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Are Great Leaders Born or Bred?

Are great leaders born or bred? Or is it some combination of the two? What are the defining characteristics that set great leaders apart and, more importantly, how can you build those capabilities in yourself? I had the pleasure of speaking with the great folks at Quality Digest recently. We discussed whether great leaders are […]



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What We All Need to Learn About Sales – from a Pig

Stories are a great way to connect with your customer. They can make the ordinary product or service you’re selling extraordinary by adding richness and experience to the sale. Today’s post is by Paul Smith, thoughtLEADERS instructor and author of Sell With a Story. He’s also a featured speaker at Executive Insight 16. In May […]



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10 Key Behaviors that Drive Sales Success

Sales success is about managing key metrics and behavior indicators. When you can systematize your selling efforts, your salesforce will be more consistent and effective. Today’s post is by Bill Bartlett, author of The Sales Coach’s Playbook (CLICK HERE to get your copy). I witnessed an interesting phenomenon last week when I was working with […]



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How do you typically generate recommendations?

Our reader poll today asks: How do you typically generate recommendations? – I start with the data and see what insights come out: 63% – I start with a hypothesis, then prove/disprove it with data: 37% Step Away from the Data. While it may feel natural to start with data then look for insights, that […]



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How to Select the Right Communication Vehicle

Choosing the right communication vehicle for making a recommendation has a huge impact on whether your idea gets approved or not. If you’re thoughtful about your choice, the odds of getting to “yes” go up dramatically. The following is an excerpt from my latest book The Elegant Pitch: Create a Compelling Recommendation, Build Broad Support, […]



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RAPTURE – Build a Compelling Narrative for Your Personal Brand

Creating a compelling narrative around your personal brand is easier if you use the RAPTURE approach to defining and communicating it. Today’s post is by Jeremy Goldman and Ali B. Zagat, authors of Getting to Like (CLICK HERE to get your copy). Career advice used to center on the maxim to “do what you love.” […]



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How well do you communicate decisions and manage change?

Our reader poll today asks: How well do you communicate decisions and manage change? – Very — My decisions are clear and I manage change well: 39% – Somewhat — Most decisions are clear and I get through making change: 55% – Not very — My decisions could be clearer and I struggle with change: […]



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The Most Important Communications Tool Ever Made

Are you tired of not getting your recommendations approved? Sick of spending countless hours on useless analysis? Frustrated by stakeholders who won’t support your idea? There’s a simple explanation for all these issues – you’re not being thoughtful about constructing your recommendations. This is a learnable skill. With the method I cover in my latest […]



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