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Posts Tagged With: "Chris Brogan"

5 Tips for a Successful Sales Kickoff

Posted by Ben Decker   |   September 2nd, 2011   |   2 Comments   |  Tweet This

Enormous hotel. Matching notepads and pens galore. Hundreds of people riding the fence between vacation and business attire. Yup, I’m talking about a global sales kickoff meeting.

Every VP Sales knows the importance of a successful kickoff, but how do you ensure engagement, education, and excitement about new products and the goals? Here are a few tips I’ve compiled from speaking at and attending some truly great and truly forgettable sales kickoffs.

1. Have Direction

  • The structured agenda should have a clear Point of View and direction for the meeting.
  • What is the ONE key takeaway or big idea you want participants to remember? How should they change they way they think or act about the product or company? You may have 10, 20, things to say, but there should be one main idea or vision that guides the rest.

2. Inspire & Motivate

  • Motivation often stems from inspiration. How are you planning to inspire and excite your global sales team?
  • Sales is stressful, so incorporate entertainment throughout the meeting with SHARPs – stories, humor, analogies, references & quotes, and pictures & visuals
  • A keynote speaker is often crucial; their message needs to resonate, but also, as Chris Brogan just reinforced, the message needs to be simple. So often, companies spend $M+ on venue, stage, etc., but if the speakers aren’t great.. what a waste! Invest time in finding someone of quality.

3. Be Interactive

  • Involve the stars of the show, the top sales people – they have a lot to share and will appreciate the recognition. Give them notice to prepare something succinct and sweet.
  • While it’s important to involve a variety of players in the event, sometimes we miss the mark by letting every VP and director say their piece. Potential nap time alert!

4. Encourage Relationships

  • We know the value of breaks and time to marinate on new information. Give people structured downtime for networking, sharing best practices, and the opportunity to build some rapport with one another.
  • Remember that you’re creating an experience with this kickoff. How does the meeting feel to participants? Is it high energy with momentum, or staggered and slow? Attendees are less likely to run off to their rooms at breaks if the experience is high-energy and exciting.

5. Capture the Moment

  • Capture information for follow-up and give the group access to key points and presentations to re-read on their own time. Help them stay in the process after the meeting has ended and continue their education.
  • Don’t lose momentum after the meeting ends, use continuous feedback and energy to keep going and moving toward those sales quotas.

Your sales team is your most valuable resource. Are you engaging and motivating your sales team, or wasting their time with this meeting? Please share your favorite part of the last all-hands you attended!


Categories: Meetings
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Join me at the Leadership & Influence Summit

Posted by Ben Decker   |   October 28th, 2010   |   Leave a Comment   |  Tweet This

I’m excited to join the lineup of awesome speakers for the Leadership and Influence Summit on November 3rd and 4th. From Robert Cialdini (whose great research on influence first made an impact on me in my upper division psychology courses), to Chris Brogan and Keith Ferrazzi.

Besides the speakers, here’s what’s great about this event:

  • It’s free!
  • Speakers record 6-20 minute videos so you’ll get great pithy bits of wisdom and perspective in a short amount of time
  • It’s online so you can access it any time during the two days (and for a few days after the event)
  • You have access to and can download more resources and tools

My angle: Leadership without communications is NOT leadership. Join me to learn three key priorities for your communications.

Register here for the event. Hope you can make it, and spread the word.

Be sure to drop us a line with some feedback — I’d love your thoughts.

Last but not least, October 29 is the deadline to enter our Decker Made to Stick Messaging seat giveaway! Comment here with why you need help with messaging to enter.


Categories: Leadership and Communications
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Brogan Battles Backnoise – and wins!

Posted by Bert Decker   |   September 30th, 2009   |   7 Comments   |  Tweet This

You may have heard of the backchannel when one is speaking, but have you heard of BackNoise? If not, it’s time you do. As blog post reader Paul Freet stated: “Backnoise is like the hammer in the 1984 Apple commercial.

Paul hit the nail on the head. BackNoise is the hammer being thrown into the theater of public speaking.

In my blog post “Speakers – Be Aware, Twitter is Coming,” I affirmed that in any conference, event or speech setting where the speaker has a point-of-view and a message to deliver, the speaker is responsible for the experience. Twitter, BackNoise and other backchannel tools challenge speakers to step up their game in maintaining responsibility for their communications experience. Backchannel conversations compete for an audience’s attention. Presenters need to master the art of engaging their audiences more than ever if they’re going to be successful communicators of the future.

Unlike Twitter, BackNoise is an isolated conversation backchannel tool, centered around a single topic (or rather a single conversation name). Created by Keith McGreggor of Atlanta, BackNoise lets anyone establish these topical conversations quickly and easily, allowing those who know the name of the conversation to join in. These virtual conversations can occur during meetings, lectures, presentations and speeches – anywhere YOU may be presenting your message to your audience – whether you like it or not.

There have been many recent blog posts on BackNoise, (several listed at the end of this post) – most of which reference what transpired at the New Media Atlanta conference on September 25, 2009. My daughter attended that conference and had this to say about her experience:

BackNoiseI’ve read about the BackNoise chatter at the conference changing the tone of the conference from excitement and enthusiasm in the morning to a negative, disheartened mood in the afternoon. I didn’t experience that because I wasn’t online to view it. (The BackNoise conversation wasn’t displayed publicly, but taking place on laptops throughout the auditorium – much like kids talking in class, uninterested in learning.)

Oblivious to the negativity spreading throughout the day on BackNoise, I first experienced BackNoise when the main speaker, Chris Brogan, took the stage and put BackNoise up on the screen behind him. Curious (because it was on the screen), I read some of the comments and found what I read to be mostly silly, boring, off-topic, uninteresting and frankly stupid. When Chris took the stage and began rapping, my eyes immediately shifted from reading comments of no interest to me on BackNoise to checking out what the heck this guy was doing. What I witnessed as Chris’ presentation continued was a personable, down-to-earth and confident presenter connecting with his audience, sharing a valuable message in a way that engaged his listeners. While I continued to see BackNoise comments scrolling on the screen behind him, I paid no attention to them because they couldn’t compete with him. I was so interested in what he was saying that BackNoise was just that – noise in the back that I tuned out because I wanted to participate in his communications experience.

I’ve watched the video of Chris’ presentation (and you can too on Chris Brogan’s blog). My daughter is right. Chris is an excellent communicator. He masterfully created, facilitated and led an effective communications experience for his audience. Realizing the effect of BackNoise in the shadows of laptop screens, Chris yanked the furtive chatter out of the laptops and threw it on the screen for all to see and for him to confront and control – which he did, artfully. Chris has demonstrated in Atlanta how communicators can tame the lion of backchannel distractions. (A more in depth review of how Chris Brogan tamed the lion is the material of a forthcoming blog post.)

What we can learn from the New Media Atlanta experience with BackNoise is this:

  1. You (as speaker) are responsible for your communications experience.
  2. Backchannel conversations are here to stay; embrace them as your competition.
  3. Now, more than ever, you need to sharpen your skills to connect with and engage your audience — you need to be BETTER than your competition (distractions in general, but particularly backchannel chatter).
  4. BackNoise (unlike Twitter) is a unique backchannel tool that you can establish, encourage and control as you use it to create a more interactive communications experience between you and your audience.

You’ll be hearing a lot more about BackNoise in the world of mainstream speeches and presentations. Don’t fear it, face it.

Some of the recent blog posts about BackNoise:

Unexpected Learnings: Backnoise Can Be Toxic

Backnoise Is The New Listening Channel

How To Present While People are Twittering

Backnoise: You’re Not Ready for This, or Are You?

Don’t Blame Backnoise


Categories: Communication Skills, Musings, Twitter and Social Media, Web/Tech
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Four Voices from SXSW

Posted by Bert Decker   |   April 2nd, 2009   |   10 Comments   |  Tweet This

SXSW
Speaking and Twitter dominance

The experience of South by South West (SXSW) in Austin is like the
Wild West – it's the frontier of Social Media converging with traditional conference,
dominated by Twitter. After experiencing it, I've modified my opinions since my last Twitter post here, and more will be coming on that (for a very good post on this subject today see Mark Ivey's blog.)

First, four important (read 'Rock Star') voices from SXSW on the question "Is Twitter distracting, additive or what?" I recorded our conversations spontaneously on my iPhone – here are highlights:

Armano@Armano - (Listen to iPhone recording here)

  • Good thing, not a bad thing
  • Speaker can broadcast his/her message
  • When I tweet in conference, use it as notes
  • Tweeting causes disconnect but you store up info and come back to it

GuyKawasaki
@GuyKawasaki – (iPhone recording here)

  • Very good for speakers, can reach thousands through tweets
  • I like big numbers!
  • Tweeters disconnect – It's like taking notes
  • Not too distracting for me as a speaker. But embarrassing when I'm speaking and someones sees a live tweet from one of my surrogates…

Pistachio
@Pistachio
(iPhone recording here)

  • Tweeters can take over a conference – last SXSW
  • Great as back channel, speakers can see what audience wants
  • Opens up ways to broadcast our content world wide in seconds
  • Tradeoffs – can distract speaker, be rude, discount audience
  • Can connect with individuals in room and conference
  • One more things for corporations to assimilate, change "laptops down" policy

ChrisBrogan
@ChrisBrogan – (iPhone recording here)

  • Important to be able to free flow and multi-task well
  • Many conversations can take place at the same time, all can express themselves
  • Note taking useful for in house audience
  • Real audience is the thousands outside the conference room
  • Twitter is like hamburger helper for the conversation – makes a little go a long way
  • We'll learn to speak in 'twitter bites' (as Chris Brogan does!)

There's a unanimity of opinion by those who are in the Twitter elite of course, and I share their enthusiasm for the possibilities. But there's another side to the story in the traditional and more bureaucratic business world – which is perhaps 80% (or more) of the business population. They still think Twitter is the answer to the now irrelevant question, "What are you doing?" (The other day I asked the CEO of a billion dollar investment banking firm how he used Twitter and he said "What's Twitter?")

More to come on this important communication experience, and Twitter tips for the mainstream business population…

@BertDecker


Categories: Meetings, Public Speaking, Short Bits, Twitter and Social Media, Web/Tech
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