Sales Communication

There are lots of ways to think about persuasion. And our team always advocates an approach that is based on preparation and a thorough understanding of the audience. But there’s one fundamental and additional element that can never be forgotten. In addition to a thorough understanding of your audience, you also need a thorough understanding […]

I had a powerful discussion yesterday with a room full of people from one of our client companies. We were talking about their new service area, and how to position it. Their company is in a highly competitive industry where differentiation is hard, and where price is highly scrutinized.  The fear in the room is […]

One of the questions I get asked all the time is, “How can I be less nervous when I stand up to present?” Confidence in public speaking continues to be a problem for lots of people. The spotlight is fully on you, everyone is listening, and we all want to do well. It is not […]

Communication is often labeled a “soft skill.” Implying it is secondary behind the dominant “hard skills” which are more easily measurable like engineering, coding, physics. At LatimerNext, we disagree! We think of communication differently. Without communication skills, even if you’re the best at what you do, you will find it hard to advance and grow […]

We think and talk about persuasion a lot over here at The Latimer Group. We believe that the ability to use your words to create good outcomes is a critical skill in our world today… this has probably always been true, but perhaps never MORE true than it is today. In a world where communication and information […]

Getting people to listen to you in today’s modern workplace is hard enough. We write about that challenge all the time. But once you get people to hear you, your challenge is not over. Getting people to hear you is a great first step… but only a first step. The next step, which may also be the […]

Being a great communicator is about so much more than the sales call you’re about to make, the meeting you’re about to join, or the conversation you’re about to have… Beyond the immediate benefits of closing a sale, or contributing to a meeting, great communication skills create several significant realities that will benefit you in […]

As a speaker, it’s always important to project authority. Whether through a mastery of detail, a clear understanding of your audience’s needs, a strong speaking voice or a poised stance at the front of the room, showing that you have expertise and confidence can go a long way toward persuading your audience. But there’s another […]

We had a great interaction this week, a story worth sharing. We heard from a guy who had been in one of our workshops in 2010, back when he was with one of our biggest client companies. He left that company in 2011, which is probably the last time we had any contact with him […]

Getting people to listen to you in today’s modern workplace is hard enough. We write about that challenge all the time. But once you get people to hear you, your challenge is not over. Getting people to hear you is a great first step… but only a first step. The next step, which may also be the […]