Suppose you work for a large pharma company that historically makes its profits from blockbuster primary care products, and you work in oncology. When you present your plans to the senior people, it’s evident that they don’t understand your specialty,… Read More »Persuasion and Influence: Competing for Internal Resources
Ford Harding has lifted his pen to engage with me on a subject of profound importance to sales professionals, leaders, and anyone who seeks to influence others. That subject is the emotional sea on which all decisions float. FUD (fear,… Read More »Presentation Training: FUD, GOG, Ethics and Rhetoric
FUD is Fear, Uncertainty and Doubt. I first heard the term when consulting at Gartner. I was working with the analysts in preparing for a Gartner Symposium, and several of them used FUD at the start of their talks to… Read More »FUD in Public Speaking and Persuasion
Public speaking is a talent before it becomes a skill. A talent is a latent ability, something that is dormant inside you. When you work at it, it becomes a skill. If you do have a potential talent for speaking… Read More »Public Speaking: Talent or Skill?
I just finished working with a client who had to prepare and deliver an after dinner talk to clients in a museum. Her firm planned to take the clients on a private tour of the museum, feed them dinner, and… Read More »Public Speaking Skills: After Dinner Speaking
I recently sat down to interview myself on the subject of speaker evaluation forms. Here’s the transcript of the interview. What’s the use of a speaker evaluation form? First of all, I prefer the term assessment to evaluation. It sounds… Read More »Public Speaking Tips: A Really Useful Speaker Evaluation Form