Skip to main content

BLOG

Category: Sales Communication

Classic Persuasion Mistakes, Part 2

Let’s continue our discussion of classic persuasion mistakes… here’s another one that we see all the time. If you want to persuade someone to take advantage of an opportunity, don’t spend all your time trying to demonstrate all the upside, how unbelievable the idea is, and how they would be crazy if they didn’t do […]

Read more  

Classic Persuasion Mistakes, Part 1

My colleagues and I spend just as much time changing the way people think about communication as we do anything else. Better communication is not about new tips or tricks (here is a line I hear in workshops a lot… “I am looking forward to getting some new tips.” Wow, does that drive me nuts.) […]

Read more  

Do You Know Who I Am?

I have been going through our blog archive quite a bit lately. We have been writing in this blog for nearly 15 years, so there is a lot of old content to review. Today, I share one with you that I wrote and posted in August 2009. We are resharing it today because unprepared, one-size-fits-all […]

Read more  

Building Customer Relationships When We Can’t Meet

Building connection and relationships with our clients is the coin of the realm in business. There are lots of important inputs that lead to business success. But our clients and the relationships we build with them are the most important input of all, by far. It’s not even close. And as we all now know, […]

Read more  

The Self-Evident Truths of Communication Today

What does the world of communication look like right now? What are the barriers to getting our point across today, at this moment in time? There are a bunch, and none of them are inconsequential. Truth #1: The world continues to be a really noisy place. There are lots of people and things competing for attention span and mind share, and it […]

Read more  

The Self-Evident Truths of Communication Today

What does the world of communication look like right now? What are the barriers to getting our point across today, at this moment in time? There are a bunch, and none of them are inconsequential. Truth #1: The world continues to be a really noisy place. There are lots of people and things competing for […]

Read more  

Coaching Advice: Do You Connect, or Do You Correct?

During work discussions with your colleagues, many (perhaps most) conversations come down to the following choice: Which is more important to you… the relationship or winning the discussion? When we are having substantive, work-related conversations with our colleagues, and the ideas are being thrown around, there almost always comes a point when we have to […]

Read more  

Virtual Meetings: Preparing for the New Normal in Communication

This post was written by Kendra Raguckas, Director of Instructional Design & Technology at The Latimer Group. Like many of you, during this time of uncertainty, The Latimer Group is working remotely. This is a new normal for most of our team and there has been some adjustment to our communication as we transition to virtual […]

Read more  

Your Side Benefit Might Be Your Audience’s Main Benefit

This post was written by Dan Cooney, Director of Business Development at The Latimer Group. We were recently coaching a talented systems and operations manager (“Mike”) who previewed a presentation he was about to give on the importance of merging contact records in Salesforce for the sake of data hygiene. The intended audience for this presentation […]

Read more  

Safety in Numbers — Don’t Count On It!

This post was written by Dan Cooney, Director of Business Development at The Latimer Group. Have you ever been in a meeting with a busy PowerPoint slide beaming on the screen while a confident speaker proudly proclaims, “The numbers speak for themselves!”  You look at the slide and wonder, “Do they?” When a speaker makes this […]

Read more