Author Archive

  1. Ask open ended questions – calls with open ended questions are more successful.
  2. Ask questions about the customer’s business.  But do not ask a “C” level executive for answers you can locate in the library or on the Internet.
  3. Ask how decisions are made.
  4. Ask who makes the decision and who impacts the decision.
  5. Ask about the goals of the executive and how he/she plans to achieve those goals.
  6. Ask what challenges the “C-level” executive is facing.
  7. Look for opportunities to solve a problem.
  8. Ask questions that will uncover hidden objections.
  9. Ask high-level questions about the challenges before asking specific questions.
  10. Ask what will happen if the problem is not solved.
Categories : Sales Skills
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Adobe Captivate is an easy to use tool to author software demonstrations, simulations, podcasts, screencasts, games, program demos and lessons .swf format.  The following are some Best Practice suggestions:

  1. Split everything up into small manageable bits. For example, if you are doing 10 minutes, do not make one 10-minute long video while you are putting it all together. Instead, create 10 one-minute videos (or whatever small section fits) then stitch them all together when you are finished to create the final 10-minute video.  When storyboarding in PowerPoint, make a separate video for each slide.  Using this tip will enable easy edits and updates.
  2. Record each audio section separately and overlay them on each of the separate 1-minute videos. On the Mac, you can use “Garageband” for this task; on the PC use “Audacity” (a freebie). Do not try to do screen video capture and narration at the same time – It usually results in an amateurish output. Multi-tasking can lead to thinking you recorded content that you never actually recorded but rather said to yourself in your head.
  3. When you are done with all the mini-videos, stitch them all together with your final tool (Captivate). The other “up side” of this is that if you need to revise anything, you only need to revise the one or two sections that need rework, not the whole ten minutes or longer. Then when you have finished revising the sections, you only need to re-stitch it all back together.
  4. Storyboard in PowerPoint (Keynote on the Mac) and write the exact script you want to recite when recording the voiceover. Do not “wing it!” That process only leads to multiple recording sessions. Recite the script aloud before recording to ensure it sounds good to the ear. Make your edits when reciting aloud as your will then have an exact transcript.
  5. Keep a “150 words per minute” limit in mind when writing/recording to avoid speaking too fast for the listener. Also, recording in small sections is helpful in setting the pace.
  6. When recording the voiceover- it is best to record it all in one session or day. Your voice may not sound the same from one day to the next.  
  7. The voiceover should be the last task you perform.  — Everything else (the video part) must be firmly in place and polished. If you record the voiceover too early, you will have to do it all over again if you make changes to the video portions.
Categories : Hints & Tips
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Twitter is not just for fun.  It is the third most popular social networking site with 80,500,000 unique visitors each month.  Although it began as an experiment in 2006 to provide status information for taxis and messengers, it has evolved into an information phenomenon.  From “brick and mortar” to Internet-based businesses, companies are making Twitter a part of their business strategy.  It lets businesses build relationships with customers and share or gather information in real-time.  Twitter messages – called “tweets” – use up to 140 characters to say “what’s happening.”  Due to their brevity, tweets are perfect to send from mobile devices, desktop computers, or anywhere.  Launching a new product, sharing an idea, or announcing an event?  Just send a tweet.

Categories : Marketing Tips
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LinkedIn is a site for professionals, business owners, and entrepreneurs to connect and exchange ideas, offerings, and much more.  A LinkedIn presence is a great way to remain current in an ever-changing digital world.  Currently, LinkedIn has over 65 million connections.  And whether you’re looking for key talent, partners, or business opportunities, this is the place to be.  Click on the link here and join the conversation.

Categories : Marketing Tips
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YouTube provides visual communication.  If a picture is worth a thousand words, what is the value of a YouTube video?  It’s the fourth most visited site in the United States, with hundreds of millions of video viewings daily.  Can your business afford to miss this opportunity?

Categories : Marketing Tips
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Facebook is the most popular social networking site, according to ebizmba.com.  It has more people connected than the population of many countries.  At every hour of the day people are logged in and connecting.  There are over 250,000,000 unique monthly visitors.  Many companies include a Facebook presence and a Facebook fan page in their marketing campaign.  This is a great way to reach a very broad audience.

Categories : Marketing Tips
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Social Networking is now an integral part of business development.  There are many social networking sites, but where did it all begin? 

The actor Kevin Bacon launched the first Internet-based social networking site in 1997 called SixDegrees.org.  He based it on the idea that each person is separated from others by no more than 6 relationships.  Kevin’s organization is dedicated to doing good – it’s a social network with a social conscience! 

Now the Internet has many social networks like Facebook and LinkedIn, and also social media sites like YouTube.  So, you can connect to friends, family and business associates with the click of a mouse.  Social Networks are changing the way companies reach their target market.  It’s all about being where your audience is today.

Categories : Marketing Tips
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