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Marketing Personal Development

A Celebration Cocktail Each Executive Should Know How to Mix!

A Celebration Cocktail Each Executive Should Know How to Mix! 

By Judith E. Glaser

Great leaders identify, measure, recognize, and reward meaningful efforts and achievements—and celebrate often with the people involved.

Why should managers and leaders celebrate more?

Creating a feeling of celebration helps meet people’s needs for inclusion, innovation, appreciation, and collaboration. Our brains are designed to be social – and the need for human contact is greater than the need for safety. The research by Matt Lieberman and Naomi Eisenberger, scientists at UCLA, has shown that feeling socially excluded activates some of the same neural regions that are activated in response to physical pain, suggesting that social rejection may indeed be “painful.”

Those companies practicing celebrations as part of their conversational rituals open up their employees to make them feel part of the company’s common success, enable them to have the confidence to challenge the status quo, take ambitious initiatives, and share their creative ideas with others.

How might the disciplined practice of celebration change the culture of a company?

From my study of The Neuroscience of WE™, and my work with executives, I know that celebration has a big impact on individuals, teams and companies.   It literally works wonders in the brain.

Scientists are learning that our brain is more changeable than we ever imagined—our brains exhibit neuroplasticity.  Our brain neurons can change their physiological properties in response to outside factors.  That is how babies develop and learn.  As we grow older we do not lose that ability to learn and modify our responses to things that happen.  In fact, we now know that a percentage of our genes, can be impacted by the environment – these changes, called epigenetic changes, are part of neuroplasticity as well – however they open up a whole new set of insights about the power of conversations to change fundamental and long lasting changes to our character – yes nurture is as or more powerful than nature!

The Ingredients of Healthy Celebration Cocktails
Neuroscience explains what impact you as a leader can have on healthy physical and emotional changes of your team by having positive celebrations and intelligent conversations.

  • Celebration Conversations elevate the level of such “feel good” chemicals as oxytocin and the endorphins – neuropeptides produced in the central nervous system. Their release into our system gives us a sense of well being, creating a safety space that enables us to experiment, take risks, learn and handle the challenges of growing the business.
  • Serotonin that is boosted by cheering and pleasant conversations is widely known for transforming lazy people into enterpriser, low performer into go-getters, and skeptics into supporters. For individuals or teams, serotonin adds focus, support innovative or disruptive solutions, increases motivation and can even transform stress into success. 
  • Researchers found that by having positive conversations during celebration time you trigger basal ganglia system that releases the neurotransmitter dopamine. This chemical communicates with the brain areas in the prefrontal cortex to allow people to pay attention to critical tasks, ignore distracting information, and update only the most relevant task information in working memory during problem-solving tasks.

What Makes Us Feel So Good?
Recent studies by numerous researchers show that the basal ganglia facilitate learning, with dopamine important to the process. One way that these behavioral routines are encoded is by the processing of reward information.

Wolfram Schultz, a principal research fellow at the University of Cambridge in England, studies how the brain processes reward information. “When something is really good, you go back for it again,” he says. “ Thus, by praising the accomplishments a leader, we are contributing to creating healthy behavioral patterns that will be repeated more often.  Celebration and dopamine is a reward to our brains like treats are to animals.

  • While elevating the level of “feel good” hormones with positive conversations, the level of cortisol is significantly lowered. Cortisol has been shown to damage and kill cells in the hippocampus (the brain area responsible for your episodic memory) and there is robust evidence that excessive cortisol shuts down learning, creates anxiety attacks, can cause depression, and premature brain aging.
  • The words of acknowledgement, encouragement and support, especially when granted to a person under much stress, calms her amygdala mediated response – of fight-flight-freeze – allowing her to move into a more thoughtful and calm state.

When we converse openly with others, we are sharing our inner world, our sense of reality, to validate our reality with others.  We are measuring the levels of trust in our relationship to determine whether we can partner with others. The quality of our conversations depends on how open or closed we feel at the moment of contact. The neurochemical reactions in our brains drive our states of mind, and these affect the way we communicate, how we shape our relationships, and how we build trusting relationships with others.

When we receive public praise and support, we unlock these powerful set of neurochemical patterns that cascade positive chemistry throughout the brain. Highly motivated employees describe the feeling of performing well as an almost drug-like state.

When this state of positive arousal comes with appropriate, honest, and well-deserved (sincere) praise, employees feel they are trusted and supported by their boss. They will take more risks, speak up more, push back when they have things to say, and be more confident in their dealings with their peers.

Judith E. Glaser is CEO of Benchmark Communications, Inc. and Chairman of The Creating WE Institute. She is an Organizational Anthropologist, and consults to Fortune 500 Companies. Judith is the author of 4 best selling business books, including her newest Conversational Intelligence: How Great Leaders Build Trust and Get Extraordinary Results (Bibliomotion, 2013) Visit www.conversationalintelligence.com; www.creatingwe.com; jeglaser@creatingwe.com or call 212-307-4386.

Categories
Growth Personal Development

Big Data Conversations: Don’t Get Caught

 

By Judith Glaser

Why and How of Engaging Customers

Gallup’s State of the American Consumer report states, “Fully engaged customers are more loyal and profitable. Afully engaged customer represents a 23 percent premium in terms of share of wallet, profitability, revenue, and relationship growth.”

How can you effectively engage with your customers who operate at warp speed? We live in a world of right now, and the demand for instant results is seeping into every corner of our lives. Instant gratification is no longer a desire—it is an expectation.

In what Qualtrics calls the “era of immediacy,” we now operate in real-time and expect everything instantly. To engage with their customers and satisfy their need for speed, businesses must re-engineer their approach. Today, it’s about giving the customer what they want, when they want it and how they want it—or they’ll go someplace else. 

Fast data is gathered quickly and shared and acted on quickly, before its shelf life expires. Fast data delivers the information needed to help address specific issues, drive results and propel innovation in the moment. Fast data helps enterprises gather real-time insights into what customer are thinking so they can address issues in the now and keep customers happy. Enterprises need to catch customers and employees when they’re thinking it. Forrester Research predicts: “In the age of the customer, the race will be won or lost based on your firm’s ability to know your customers and react faster and better.”

For example, the Viceroy Hotel Group used fast data to uncover valuable insights about potential customers that boosted the hotel’s bottom line. Using Qualtrics Site Intercept product, the VHG experienced a sudden surge in local web traffic. Managers scratched their heads. The locals weren’t planning to stay there, so what was up with all the traffic? In less than an hour, the LA-based hotel set up an online survey using Site Intercept that asked local visitors what they were looking for. It turned out they wanted a happy hour menu. A quick fix allowed the hotel to make the happy hour menu available to anyone from the LA area who visited the website. With fast data, the VHG delivered potential customers exactly what they wanted, which boosted the hotel’s bottom line.

Meet the Voice of the Customer

Enterprises struggle with having access to the right information at the right time and place in order to interact with customers, build new products, and improve service. This is why most leaders are investing resources to strengthen their customer engagement programs. This renewed commitment to customer engagement impacts how enterprises approach their Voice of Customer (VoC) initiatives. VoC is now a strategic initiative for better understanding customers and responding to their specific needs.

For example, JetBlue, another Qualtrics’ customer, noticed that their NPS score at a Philadelphia airport was very low for an early morning flight. By focusing on this insight, JetBlue could trace customer dissatisfaction to the fact that the shops and amenities in the terminal were not open when customers were looking for coffee and refreshments before their flight, making them grumpy. With this insight, JetBlue responded quickly by passing out water, juice and coffee at the gate in the morning to boost customer morale. This made a tremendous change in JetBlue’s satisfaction scores.

Customers now expect to give feedback, and to have that feedback acted on. This expectation is driving the demand for VoC. Organizations are looking to technology to address the new rules of customer engagement.

Today, anybody can gather data on nearly anything. The challenge isn’t in finding the right solution to help you gather data—it is in finding the right solution to allow you to access, and act upon those insights quickly and effectively. Otherwise, customers will go someplace else. Adapt or vanish, the old adage goes.

We can now collect insights faster than ever before, enabling us to make timelier and better business decisions, improve business results and create happier, engaged customers. This means more revenue and profits. In the era of immediacy,” actionable data enables us to give our customer what they want, when and how they want it.

Judith Glaser COLOR copy

Judith E. Glaser is CEO of Benchmark Communications, Inc., Chairman of The Creating WE Institute, an Organizational Anthropologist, consultant to Fortune 500 Companies, and author of four best selling business books, includingConversational Intelligence: How Great Leaders Build Trust and Get Extraordinary Results (Bibliomotion, 2013) Visit www.creatingwe.com orwww.conversationalingelligence.com; email jeglaser@creatingwe.com or call 212-307-4386.

 

Categories
Growth Leadership Personal Development

Are Your Recruiters Making These Three Major Mistakes?

By Anand Deshpande, WittyParrot

Are you guilty of committing these three recruiting no-nos?

Best practices for the hiring process have changed dramatically. Failure to acknowledge the evolving job market and adapt to the demands of 21st century job seekers can lead to lost opportunities…and revenue.

Here are three early recruiting mistakes, which may stand between your business and the best and the brightest job applicants.

1. Lack of a Recruitment Strategy

Social media offers an abundance of ways to connect with prospective candidates, but lack of a well-delineated recruiting plan can lead to wasted time and resources. Even when time is of the essence, it pays to stop and establish a “big picture” plan in order to determine strategic recruiting goals as well as targeted tactics for achieving them.

Implementing a recruitment plan is crucial to landing top talent – following are tips to create a recruitment strategy:

  • Understand the position, including everything from key criteria to core competencies to cultural fit. While general posts in non-specific outlets may yield some results, they will also produce a multitude of dead ends. The more specific the job description and recruiter’s understanding of the most desirable candidates, the more refined the results will be
  • Align recruitment goals with corporate goals and initiatives
  • Establish a recruitment process including high-level stages, handovers, descriptions and key deliverables for each process
  • Identify the best channels for recruitment such as employee referrals, available lists/sourcing partners, and most effective social media outlets for sourcing candidates based on actual data
  • Establish ‘Best Practice Resources’ and share with the team

2. Not Selling the Brand

Today’s job seekers, particularly the up and coming generation of millennials, aren’t just looking for any odd job; they’re looking for a shared vision. And in this rapidly moving digital age, job seekers will move on if your brand doesn’t hold their attention.

It’s critical for recruiters to catch — and maintain — a potential applicant’s interest by communicating an attractive, informative, and enticing message. Give candidates a reason to want to connect with your brand and strive to be part of it.

With mindful execution, social media becomes a recruitment and marketing tool for both active and passive candidate recruiting. Here are some tips to help sell your corporate brand to candidates:

  • Leverage existing proof points – share industry awards, videos of current employees, brand and culture messages on the site, and customer success stories describing how your organization has helped them. Have these ready to drop into an email, InMail post or present during a face-to-face meeting
  • Share personal stories that convey your corporate culture and insights about what it’s like to work for your company. These stories can be something that happened to you at work, sharing a story about a colleague who went above and beyond for you, etc. – ensuring your stories accurately reflects your culture and brand
  • Go beyond the requisition, which are often bland. Would you want to work for a company if all you saw was the requisition? Paint a picture of what it would be like working in that role – what the day looks like, what the projects are, and who you’re working with

3. Failure to Focus on the Relationship

Just because a job applicant isn’t the right fit for a particular job doesn’t mean there’s no long-term potential. The best recruiters know that relationship building is an essential part of the hiring process.

For example, failure to return phone calls or provide feedback to candidates during the application process is not only inconsiderate, but can have exponential effects, particularly if that candidate shares a negative experience via social media.

By creating and nurturing social connections, recruiters ensure that candidates are primed and ready should the right opportunity eventually arise. Talent management solutions offer invaluable help in tracking potential employees across an organization and throughout the comprehensive cycle.

So what can recruiters do to build long-term relationships with candidates who may not be a current fit?

  • Be honest. Let candidates know why they didn’t move on in the process, and why the role wasn’t a fit – and let them know promptly
  • Offer advice to the candidate. If you see mistakes or details that raise flags on their LinkedIn profile, let them know. Point them to additional sources for appropriate roles. Helping others comes back to you in spades, just like in most other areas of life
  • Keep in touch. Send an email periodically asking if they have a new role, are still looking, etc. and make note of the answers. If personal emails aren’t a possibility, send a useful article once a quarter as a way to reach out and continue to foster the relationship

It’s a brave new world when it comes to hiring practices, but unprecedented results are within reach for those who stick to winning strategies and avoid these potentially costly mistakes.

About the Guest Author:

Anand Deshpande is on the frontline of customer success at WittyParrot, working directly with clients to ensure smooth onboarding, ramp up and account management. He has an intimate knowledge of WittyParrot as a solution and uses that to help clients in strategy and implementation. Anand is a graduate of Emory University and has been with WittyParrot for over a year. His previous experience includes sustainability and brand consulting for a variety of companies including HRO and Oil and Gas companies. He has a history of working with diverse teams to create solutions to complex issues and enjoys bringing that background to the team.

Categories
Marketing Personal Development

Think You’re Ready for PR? Tips from Those Who Know

By Jennifer Fleming, President, TallGrass Public Relations

Whether you’re a newly formed start-up or a well-established brand or thought leader, you’ve probably thought about or dabbled in public relations.

No matter how great your marketing strategies are, there is nothing more credible than an effective PR campaign. So if you’re at the stage where you really want to build your business brand, then it’s time to start seriously considering hiring professional assistance.  

The TallGrass team consults with hundreds of clients each year in various phases of their marketing and PR strategy and programs. Some are at square one; others have worked with firms in their past or current companies.

But in order to make PR work, it boils down to three things: definitive goals, managed expectations and the right experts.

Know your goals and your bandwidth

Every new client at TallGrass participates in a strategic planning session – we won’t work with a client unless we do. Your PR firm should spend the time to understand your business. From your product roll-out schedule to growth opportunities, revenue models to target markets, asking the questions and understanding your business is critical to create messaging and stories that resonate. It drives the strategy to achieve your goals.

If you’re unclear about your goals, your mission and your 118/elevator pitch, get clear – fast. Without these guideposts, your PR team can’t begin to understand the parameters of what you’re trying to accomplish (and neither can your company!). A great firm should be able to ask the right questions, form a strategy and guide you in the right direction.

Not only do you need to be clear on your goals, but also your company needs to make PR an organizational commitment. Today, PR professionals outnumber journalists three to one. Requests for contributed content – content originated from your company or a “hired gun” content writer – are more and more common. PR will take time – yours and your firm’s. Are you prepared to drop everything for an interview or draft a thousand-word article?

“Make sure you know what to do with the results,” says Deane Barker, partner at Blend Interactive. “If you get a ton of speaking opportunities, can you fulfill them? How will you vet them? If sales leads come pouring in, do you have a process to manage them? Can you do anything with them? What results from PR is a raw asset that needs to be refined to have business value. Can you do this?”

If you want to be in the NYT, sleep with Paris Hilton

I’m kidding, sort of. Managing the expectations of our clients with the appropriate media outlets and journalists is an important part of what we do. Who wouldn’t love a placement in a major publication? But being everywhere is just as important. Having an arsenal of great coverage provides credibility and establishes you as a thought leader.

“It’s always nice to get a major media hit or article placement in a major national publication like USA Today. However, the real value is all of the smaller placements in industry magazines (print and digital) that focus on a target-specific audience,” says Shep Hyken, customer service expert, author and speaker. “While getting a spot on the ‘Today Show’ was great for my ego, the interviews and article placements in the industry publications were great for my business.”

Equally challenging and important in managing expectations is how to measure your ROI. Having a baseline of coverage from which to measure is great and can be helpful to define “we want X number of placements.” But PR is just part of the overall marketing mix.

“Don’t look at the ROI, it’s hard to measure and nearly impossible to see direct revenue,” says Mitchell Levy, Thought Leader Architect of THiNKaha. “What you are looking for is increased awareness leading to more opportunities for you and your team to engage with your future advocates. Those opportunities, if handled properly, will lead to significantly increased revenue.”

You’re hiring an expert for a reason

Companies can dabble with DIY public relations. But “it’s difficult to be consistent with pitching your business while you’re trying to run your company, too,” says Susan Solovic, small business expert, entrepreneur and author.

Just as you know your business inside and out, a PR professional can find the gems of your value proposition, messaging, product, service and company to tell your story.

But you have to be working with the right people. The ability to have open dialogue and to try a variety of tactics, to be flexible and agile creates a winning strategy.

“What worked in the past may not work in the future, and you want to be working with folks that you like, trust and are willing to try a number of techniques to be able to deliver the results you’re looking for,” Levy says.

A client once said to me, “Great PR is the ability to take chicken shit and make chicken salad.” Well said! You’ve hired an expert for a reason – now let them take the lead and let them do what they do best.

Jennifer Fleming is President of TallGrass PR, a global B2B public relations firm. She’s been known to follow shiny objects. Follow her at @jkfleming.

Categories
Growth Leadership Personal Development

My People-Centric Journey to CFO

By Nintex CFO, Eric Johnson

Growing up, I was always interested in business.  My dad spent his career in the corporate world, eventually becoming the CIO for a Fortune 500 transportation company.  I learned a lot from my father and became interested in business very early.  From my dad I vividly learned a few key lessons:

  • Deliver on your commitments
  • Have passion for your trade
  • Treat people right

I was fortunate to have a great role model who laid a strong foundation for me.  My dad advised that I study finance and accounting as he told me it is the language of business—that in the board room having this knowledge would be invaluable.  He was right. Since my first job, every single role that followed has come from a referral of someone I had worked with before.  I am eternally grateful for the help I received from these individuals and know that it was based on the fact, that in the prior roles, I had delivered on commitments and was viewed as a strong teammate.   

In my early roles, as a financial analyst and then as a finance manager, I focused like a laser on delivering on my commitments and making great relationships at work.  My bosses and other leaders quickly appreciated my execution and because of this I often was given the opportunity to take on extra roles.  At Merant as a Finance Manager, in a turn-around situation, I was part of a team that tripled the value of the company in about two years.  This experience led me to receive a large promotion to the Director of Finance and Accounting for the acquiring company, Serena Software, at age 27.  I quickly went from leading a two person team to a 30 person team.  The pressure was high with several critical projects.  I was fortunate to be able to lead a high performing team and was recognized with the Employee of the Year award in my first year. 

About three years later Serena needed an executive to lead WW Sales Operations.  Given my knowledge of the sales organization and working relationships with key sales leaders I was promoted to VP of WW Sales Ops.  In this role, I learned a ton about selling having the opportunity to spend time with prospects, customers, and our sales teams.  After four years in this role I was ready for a new challenge and joined Jive from a co-worker referral as the VP of Finance and Sales Ops.  We had an outstanding team, took the company public eight months later, and in the two and a half years I was there grew revenue from under $50 million to $150 million.

Throughout my career journey, I have learned to appreciate and fully understand the critical role of ensuring your team members know you care deeply about their personal success and the organization’s success.  Team members give their best when they have strong relationships with their boss, co-workers, and they are bought into the mission of the organization.  After Jive, I joined Nintex as CFO (of course, this too was based on a referral).  Nintex has an outstanding culture, combining innovation, collaboration and respect for the individual.  I am fortunate to be a CFO well before 40 at a successful high-growth software company. 

I credit my success to having had many great bosses and co-workers, combined with my commitment to execution and my concern for building great relationships.

Categories
Growth Leadership Personal Development

Creating Personal Power Through Increased Adaptability

Creating Personal Power Through Increased Adaptability by Dr. Tony Alessandra
A wise person once commented, “A little knowledge can be a dangerous thing.” That is, as people begin to learn about a new topic, they tend to jump to oversimplified and incomplete conclusions. When that happens, they are often less successful than is possible. But with continuing effort, thought, and increased study, they eventually graduate to a higher level of excellence. In terms of adaptability, this means it is essential for us to understand the following principles:
 
1.           Adaptability is not a goal in and of itself, but a means to the end of increased personal effectiveness and success.
2.           A key to effectiveness is to realize what level and type of adaptability component(s) are the critical factors in achieving a targeted goal.
3.      Being adaptable also means assessing the other available resources that can allow you to get your desired outcomes by acting smarter.
 
Adaptability, then, is important because it directly relates to your degree of achieved success in relationships with other people, to coping with changing conditions around you, to managing different types of situations.
 
Extreme behavior can raise others’ tensions
At times people may perceive extreme adaptability as acting wishy-washy, sashaying back and forth across the fence line, or acting two-faced. Additionally, a person who maintains high adaptability in all situations and relationships may not be able to avoid personal stress. This is usually temporary and may in fact be worth it if you gain rapport with the other person.
The other extreme of the continuum is little or no behavioral adaptability. This causes people to view someone as rigid and uncompromising – on behaving at his own pace and priority.
Adaptability is important to successful relationships of all kinds. People often adopt at least a partially different role in their professional lives than they do in their social and personal lives. This is to successfully manage the professional requirements of their jobs. Interestingly, many people tend to be more adaptable at work with people they know less and less adaptable at home with people they know better. Why? People generally want to create a good impression at work, but at home may relax and act themselves to the point of unintentionally stepping on other family members’ toes. Not an attractive family portrait, but often an accurate one.
 
Adaptability works
Effectively adaptable people meet the key expectations of others in specific situations—whether it’s in personal or business relationships. Through attention and practice, you can achieve a balance of strategically managing your adaptability by recognizing when a modest compromise is appropriate. You’ll also understand when it’s necessary to adapt to the other person’s behavioral style.
Practice managing relationships in a way that allows everyone to win. Be tactful, reasonable, understanding, non-judgmental, and comfortable to talk to. This results in a moderate position between the two extremes. You’re able to better meet the needs of the other person as well as your own. Adapt your pace and priority. Work at relationships so everybody wins at work, with friends, on dates, and with family.
When you try to accommodate the other person’s expectations and tendencies, you automatically decrease tension and increase trust. Adaptability enables you to interact more productively with difficult people, helps you in strained situations, and assists you in establishing rapport and credibility. It can make the difference between a productive or an ineffective interpersonal relationship. And your adaptability level also influences how others judge their relationships with you. Raise your adaptability level—trust and credibility soar; lower your adaptability level—trust and credibility plummet.
Another way of looking at this whole matter is from the perspective of maturity. Mature persons know who they are. They understand their basic DISC behavioral type and freely express their core patterns. However, when problems or opportunities arise, they readily and deliberately make whatever adjustments are necessary in their core patterns to meet the needs of the situation or relationship. Immature persons, on the other hand, lose effectiveness in dealing with the real world when they lock into their own style. By disregarding the needs of others, they end up causing conflict and tension that lead to less satisfaction and fulfillment in their life environments.
Categories
Best Practices Growth Personal Development

HED: Increasing Sales Leads Through Social Media Listening Tools

by Jeffrey Hayzlett
by Jeffrey Hayzlett

There’s an old saying in the sales business that I firmly believe in, “Go where your customers are.” Nowadays, your customers are frequenting one place in particular above anywhere else, and that place is social media. Never before has it been easier for customers to get in touch with a business—and actually get a reply back—but thanks to social media platforms like Twitter and Facebook, a simple comment to a company can elicit a response in a matter of seconds. Which is great for customers, but for salespeople, who already have a million tasks on their plates on any given day, sometimes it can feel nearly impossible to carve time out of their busy schedules to communicate with customers via social media. If you’re not working for a large corporation with its own internal social media department, oftentimes either you or someone else on your team is stuck with the task of managing social media accounts. But before you complain, hear me out. Social media is a great resource for increasing your sales leads. And the best part is that there are dozens of social media listening tools out there that make it easy to stay on top of your accounts. However, before I get into how social media can increase sales leads, let me first mention a couple social media listening tools that I use daily that I think could be beneficial to you, too. 

1. Google Alerts

At one time, this was one of the only social media listening tool available, and even today, it’s by far one of the easiest to use. Basically, using Google, you set up a keyword search or alert for any topic that interests you, from specific companies to subjects you enjoy following. Every time something is published online relating to your selections, you’ll receive a message in your Gmail inbox with a link. One alert that I highly recommend is your own name. Sure, it may sound a little bit vain and Kardashian-esque, but in all honesty, it’s far from it. Google Alerts is a great way for me to be notified every time one of my articles or blog posts go live, as well as a good resource for when I’m mentioned in other people’s articles.

2. Hootsuite

It feels like every day there’s a new social media platform launching, it can be time consuming to have to post to each one of them separately, let alone keep track of postings. This is especially the case if you’re managing social media for a company. That’s where Hootsuite comes in. Hootsuite works across 35 social networks and lets you schedule postings for different times of the day, monitor feedback from your posts, and receive in-depth analytics across all of your platforms. If you need to be everywhere at once, this is the listening tool for you.

So now that you know a little bit more about social media listening tools, how can they help increase sales leads? There are a few ways:

• They can help you find new leads. Like I mentioned earlier, never before has it been easier for customers and companies to connect, than now. Sure, back in the day a customer could stroll into your store to make a purchase and you could have a face-to-face conversation, but thanks to technology, this kind of sale seems downright archaic. Rather, customers are relying on the Internet to make purchases via e-commerce sites like Amazon.com, and I’m willing to bet that this mega corporation wooed many a customer away from its competitors by using social media as opposed to traditional advertising methods like newspaper or radio ads.

• They can help fine-tune your pitch. Say you sent out a tweet that had a particularly successful response rate. The reason you know this is because you’ve been tracking your analytics on Hootsuite or a similar tool. Once you have a better understanding of why this tweet garnered so many replies, you can apply a similar strategy to future tweets. For example, in my own experience, I’ve found that tweets structured as questions have proven successful, because they encourage people to reply back with an answer.

• They can help you solve customer’s complaints. Perhaps one of your customers is unsatisfied with your company, or product, and they posted a scathing review on a site like Yelp. Unless you’re scanning Yelp on a daily basis, most likely you may never see this person’s review. But with a social media listening tool like Google Alerts, their complaint will find its way into your inbox and you’ll be quicker to reply to help solve the issue, and hopefully salvage your relationship in the process. As a customer, there’s nothing worse than not having your concerns heard, but by sending a (polite and professional) reply, you’re one step ahead of the game.

• They can help you check out your competitors. While you’re setting up a Google Alert for your company, take a second to make one for your closest competitor, too. This way you can stay on top of any social media campaigns they roll out, and maybe even learn a thing or too that you can apply to your own accounts.

Now, tell me, what are some ways that you’ve used social media listening tools to your advantage as a salesperson?

Jeffrey Hayzlett is a primetime television and radio host of C-Suite with Jeffrey Hayzlett and Executive Perspectives on C-Suite TV and All Business with Jeffrey Hayzlett on CBS on-demand radio network Play.It. Hayzlett is a global business celebrity, speaker, best-selling author, and Chairman of C-Suite Network, home of the world’s most powerful network of C-Suite leaders. Connect with Hayzlett on Twitter, Facebook, LinkedIn, Google+ or www.hayzlett.com.

Categories
Growth Leadership Personal Development

Creating Personal Power Through Increased Adaptability

Creating Personal Power Through Increased Adaptability by Dr. Tony Alessandra
image002
A wise person once commented, “A little knowledge can be a dangerous thing.” That is, as people begin to learn about a new topic, they tend to jump to oversimplified and incomplete conclusions. When that happens, they are often less successful than is possible. But with continuing effort, thought, and increased study, they eventually graduate to a higher level of excellence. In terms of adaptability, this means it is essential for us to understand the following principles:
 
1.           Adaptability is not a goal in and of itself, but a means to the end of increased personal effectiveness and success.
2.           A key to effectiveness is to realize what level and type of adaptability component(s) are the critical factors in achieving a targeted goal.
3.      Being adaptable also means assessing the other available resources that can allow you to get your desired outcomes by acting smarter.
 
Adaptability, then, is important because it directly relates to your degree of achieved success in relationships with other people, to coping with changing conditions around you, to managing different types of situations.
 
Extreme behavior can raise others’ tensions
At times people may perceive extreme adaptability as acting wishy-washy, sashaying back and forth across the fence line, or acting two-faced. Additionally, a person who maintains high adaptability in all situations and relationships may not be able to avoid personal stress. This is usually temporary and may in fact be worth it if you gain rapport with the other person.
The other extreme of the continuum is little or no behavioral adaptability. This causes people to view someone as rigid and uncompromising – on behaving at his own pace and priority.
Adaptability is important to successful relationships of all kinds. People often adopt at least a partially different role in their professional lives than they do in their social and personal lives. This is to successfully manage the professional requirements of their jobs. Interestingly, many people tend to be more adaptable at work with people they know less and less adaptable at home with people they know better. Why? People generally want to create a good impression at work, but at home may relax and act themselves to the point of unintentionally stepping on other family members’ toes. Not an attractive family portrait, but often an accurate one.
 
Adaptability works
Effectively adaptable people meet the key expectations of others in specific situations—whether it’s in personal or business relationships. Through attention and practice, you can achieve a balance of strategically managing your adaptability by recognizing when a modest compromise is appropriate. You’ll also understand when it’s necessary to adapt to the other person’s behavioral style.
Practice managing relationships in a way that allows everyone to win. Be tactful, reasonable, understanding, non-judgmental, and comfortable to talk to. This results in a moderate position between the two extremes. You’re able to better meet the needs of the other person as well as your own. Adapt your pace and priority. Work at relationships so everybody wins at work, with friends, on dates, and with family.
When you try to accommodate the other person’s expectations and tendencies, you automatically decrease tension and increase trust. Adaptability enables you to interact more productively with difficult people, helps you in strained situations, and assists you in establishing rapport and credibility. It can make the difference between a productive or an ineffective interpersonal relationship. And your adaptability level also influences how others judge their relationships with you. Raise your adaptability level—trust and credibility soar; lower your adaptability level—trust and credibility plummet.
Another way of looking at this whole matter is from the perspective of maturity. Mature persons know who they are. They understand their basic DISC behavioral type and freely express their core patterns. However, when problems or opportunities arise, they readily and deliberately make whatever adjustments are necessary in their core patterns to meet the needs of the situation or relationship. Immature persons, on the other hand, lose effectiveness in dealing with the real world when they lock into their own style. By disregarding the needs of others, they end up causing conflict and tension that lead to less satisfaction and fulfillment in their life environments.
Categories
Growth

All Business with Jeffrey Hayzlett on C-Suite Radio Announces Blitz Week

All Business with Jeffrey Hayzlett, the leading business podcast on C-Suite Radio, is announcing “Blitz Week” the week of March 15th, with a series of high-profile guests, including Former White House Communications Director, Anthony Scaramucci.  To commemorate another year of gripping conversation with some of the brightest minds in business, All Business with Jeffrey Hayzlett is inviting Scaramucci back to the hot seat on Tuesday, March 16th, where he will discuss the business of politics, and more.

In addition to Scaramucci, Hazylett will be interviewing Andrew Zimmern, host of “Family Dinner,” James Beard Award-Winning Personality, Chef, and activist for a second time, to better understand the current state of the restaurant industry, food equality, and learn more about Zimmern’s philanthropic efforts. Another featured guest is Julie Roehm, CMO of Party City, discussing how the party and events industry adapted to a pandemic and the hardships their C-Suite faced as new executives.

“It’s hard to believe just one year ago, we were celebrating the show’s 200th episode. I’ve had the privilege to sit across some of the biggest names in business, as well as disruptors and innovators,” said host Jeffrey Hazylett. “I am honored to be able to host this show and put the spotlight on the complexities with transparency, humor, and a health dose of reality. Excited to see what 2021 brings.”

See below for a complete live schedule of All Business with Jeffrey Hazylett – Blitz week:

  • Monday, March 15th – Andrew Zimmern (LIVE @ 3:30PM EST)
  • Tuesday, March 16th – Anthony Scaramucci (LIVE @ 12N EST)
  • Wednesday, March 17th – David Heath (LIVE at 2PM EST)
  • Thursday, March 18th – Special guest to be announced at a later date
  • Friday, March 19th – Julie Roehm (LIVE @ 12N EST)

 

For more information, visit: https://csuiteold.c-suitenetwork.com/radio/show/. All episodes are being livestreamed live from Jeffrey’s Facebook or LinkedIn pages.

If you have a business show you’d like to see on C-Suite Radio, contact us here.

If you would like to be considered as a guest on C-Suite Radio, fill out this submission form.

For more information, visit https://csuiteold.c-suitenetwork.com/radio/.

Categories
Personal Development

How Mentors Can Become Catalysts For Success

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Kevin Harrington, author of Mentor to Millions: Secrets of Success in Business Relationships and Beyond.

Harrington is most commonly known as one of the original “sharks” on the TV show, “Shark Tank,” as well as the inventor of the ‘informmercial.’ He has also spent four decades as a ‘serial entrepreneur’ and by writing this book, his focus is helping other entrepreneurs find success through mentorship.

Harrington says that having a mentor – whether in business or in life, can help create exponential effects for the business, which can also add millions of dollars in revenue. As a young entrepreneur, his first mentor was his father Charlie and that continued throughout his formative years.  In the 80’s, he came up with a $50 million a year business: the informmercial. By deciding to fill six hours of dead air, he showcased the “As Seen on TV” products, and while successful, it left him strapped for money. He took every money of profit and put it back into inventory.

When banks denied him a line of credit, that’s when he decided it was time for a mentor, specifically in the financial industry. Having no skillset in that area, he searched for someone who did – eventually granting him a $3 million line of credit.

Harrington describes mentorship as “free advice,” but it’s more than just advice. He adds, “If you’re going to get a mentor, make sure you’re the mentor’s best student.” It’s not just free, one-way advice.

 

 

He encourages people to start looking for mentors online, in entrepreneurial groups, and other platforms. However, he says the best place to start is by inquiring within your inner circle. Harrington advises, “The first thing you do is “raise your hand.” However, it goes beyond saying ‘I need a mentor.’ Once you start making inquiries, you must act upon it. Build a symbiotic relationship and take that knowledge and put it into practice.

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.  

“I’ve known Kevin for a long time and his track record speaks for itself. He’s a great entrepreneur with a lot of knowledge and the advice he dispenses throughout the episode is unparalleled,” Hayzlett said. “I remember my first mentor and the lessons he taught me that, to this day, I still apply to my business. Mentorship is a powerful tool that doesn’t cost money. Take advantage of every opportunity, watch this episode, and read Kevin’s book for great takeaways that can change your life for the better.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.