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I had an interesting experience when I started working in technical support. In one instance, a customer had contacted me for some technical advice on repairing their system. It was nothing major. Their system had experienced some downtime and the local tech team had repaired the system. However, they were looking for additional ideas on how to address the cause of the problem and prevent future downtime. So they sent me an email asking for my input. I emailed a response to the... Read Full Story

In a recent meeting I attended at the Cavaliers, Lance Tyson was reviewing a few leadership ideas with the organization's management team. There were about 12 people initially in the room for the upper leadership meeting, and after they finished up, the doors opened up to let the rest of the management team in. There was a 10 minute period of time when people were milling about and talking shop until Lance said, “OK. We're gonna start in about 5 minutes so finish up.” I had an urge to... Read Full Story

Back when I was in tech sales, one of the activities that we had to perform was the team sales presentation. This meant that at least once during the sales process, the sales rep and the presales engineer had to work as a team and make a joint sales presentation. One piece of that presentation that required some coordination and work was the transition between speakers. Like a pair of runners in a relay race, when we had a good handoff between the speaker and the presales engineer... Read Full Story

During a conversation I had with one of my past sales mentor's, he described his first sales experience back in the early 80's. He said that he was seated at a desk with a phone, given a copy of the yellow pages, and was told to start making cold calls. No one sat down with him to coach him, there was no established cold calling process in place, and no one told him about his target clients or laid out a profile of his target market. All he had was a landline, a copy of the Yellow Pages... Read Full Story

LinkedIn. Twitter. Facebook. If you want to get noticed in today's business environment, you need to have a presence and be active on these three social networks. Sometimes, I hear that if you are networking using these social networks, you have to play by a different set of rules in order to be effective. Well, I just came across some findings that would suggest otherwise. Yes, the technology changes and allows us to do more, but the principles for human interaction are still the... Read Full Story

Guys, As many of you know, Dale Carnegie Training of Ohio and Indiana has undergone some recent changes. In Web 2.0 language, this typically means upgrades for improved performance and accessibility. To meet the needs of the Ohio Valley Region, the several franchises that comprised our organization have been restructured to operate independently and serve the four greater metro areas surrounding Cleveland-Akron, Columbus-Dayton, Cincinnati-Covington and Indianapolis. To accommodate... Read Full Story

The small boy whistles merrily and loudly when he walks past the cemetery on a dark night in order to bolster up his courage. And generally he overcomes his fear of walking past cemeteries because he has "whistled" up his courage. How many of us, when we're feeling down in the dumps, sing to make other people happy? And in acting happy, we suddenly discover that we're feeling happy. This same principle applies to enthusiasm. If we simulate animation and excitement for our work or the... Read Full Story

Would you like to have more courage? Here are five short rules, which, if you will follow them, I guarantee will increase your store of fortitude. Act as if you were courageous. This makes you a bit braver as if one side of yourself had been challenges and wished to show it was not wholly afraid. Pause to reflect that others have had to face great discouragements and great obstacles and have overcome them. And what others have done, surely you can do. Remember that your life forces move in a... Read Full Story

OK gang. Keep your voices down cause I'm going rogue. We know that the economy has been very tight - tight as in a very difficult and troubling time, not tight as in "That Silver Mustang I checked out yesterday is Tight!" When the economy is tight, your clients and prospects get tight-fisted. They hold onto every penny and review all expenditures. Sales people all over are finding this very challenging time, in part because of this corporate tight-fistedness. But they are also having a... Read Full Story

DALE CARNEGIE TRAINING® AWARDED DEFENSE COMMISSARY AGENCY CONTRACT TO TRAIN ITS 18,000 EMPLOYEES IN WORLD CLASS CUSTOMER SERVICE The Defense Commissary Agency Looks to Dale Carnegie Training To Bring Customer Service to the Next Level HAPPAUGE, NY (September 30, 2009) - Dale Carnegie Training ®, an international leader in performance-based workforce training and solutions, has been selected by the Defense Commissary Agency to put its 18,000 employees, assigned throughout the world, through... Read Full Story