Blog | Mandel Communications

Are Your Sales Reps Failing to “ROI Justify” Their Proposals?

by David Mears

When prospective buyers ask sales reps to justify ROI, it's typically NOT because of a lack of data or information about your products and services. Rather, it's because they haven't quite fully bought into your sales messaging or your messenger. Read on to learn what customers are really thinking when they ask for ROI justification, and what your reps can do differently.

by David Mears

Sales Readiness, Sales Training, Selling Skills

How to Better Communicate with Executives

by Steve Mandel

In his 30-plus years as a communications coach and trainer, Steve Mandel says there are two concerns Fortune 500 executives raise again and again about how people communicate with them. He shares what those concerns are and how they directly correlate to steps you can take to become a more skilled, confident, and highly competent executive communicator.

Note to our readers: This is an edited version of a blog post originally published on April 3, 2014.

by Steve Mandel

Conversation Skills, Messaging Skills, Presentation Skills, Presenting to Executives

In Sales, Content Delivery Is King

by David Mears

You've probably heard the expression, "Content is king." And, it's likely your company has spent a lot of money creating content that supports successful selling. But even the world's greatest message or content will fail to persuade if your sales reps can't deliver it effectively. When it comes to sales performance, here's why content delivery is king.

by David Mears

Executive Presence, Sales Readiness, Sales Training, Selling Skills

Please, Bow Your Heads…And Multitask

by Brad Holst

At the front of the room, the session leaders spoke what must have been profound words for the 200 people gathered that day, as nearly every person sat silently, head bowed. No, this wasn't a religious service — it was a global sales meeting. Professionals had gathered from around the world to learn how to execute their company's new go-to-market strategy. And, no one was paying attention. Sadly, this scene is not uncommon in business today. Fortunately, the root causes that drain the ROI out of meetings and training events like these are not only identifiable, they’re preventable. Here are the top 3 reasons audiences are likely to pay more attention to their smartphones than your content — and what you can do about it.

by Brad Holst

Event Preparation, Messaging Skills, Presentation Skills, Sales Training

Get Real: Why Authenticity Matters

by Kathleen Redd

Many times, when people talk or present — especially when the stakes are high or the audience is tough — they struggle to be their natural, conversational selves. They needlessly worry that who they are is not enough. The truth is, people can sense when you're being real — and when you're not. Showing up as yourself is the single best way to convey credibility and trustworthiness. Here are a few tips to help you "get real" when communicating with others.

by Kathleen Redd

Briefing Center, Conversation Skills

What Does Your Word Cloud Look Like?

by Kathleen Redd

When you’re talking to colleagues and customers, what does YOUR word cloud look like? Too often, clouds are filled with crutch words like, “ums” and “ahs” and “you knows.” The good news? People can change the shape of their word clouds using an underrated, yet powerful, communication skill: the ability to say nothing at all. Using the “power of the pause” will make you a more effective communicator. Read on to learn more.

by Kathleen Redd

Conversation Skills, Executive Presence, In-Person Presentations, Messaging Skills, Presentation Skills, Presenting to Executives

Mismanaged Meetings: Stop Wasting Scarce Executive Time

by David Mears

Executive time is a scarce commodity. Why do meetings squander it? Because, too often, they fail to focus on the strategic issues that are most important to executives. They fail to drive progress on the decisions that need to be made in order to move your business forward. Here are 3 things you can do to change that and to insure your executives' time is well-spent.

by David Mears

Conversation Skills, In-Person Presentations, Presentation Skills, Presenting to Executives, Sales Readiness, Selling Skills

Mismanaged Meetings: Lessons from the Parole Board

by David Mears

What do business meeting attendees have in common with parole board officers? Both suffer from decision fatigue. The consequences? Productivity plummets. Decisions get delayed. Bad choices get made. Outcomes can be disastrous. How can you improve decision quality and productivity? Help your meeting leaders and attendees overcome decision fatigue with these three proven approaches.

by David Mears

Conversation Skills, Messaging Skills, Presentation Skills

Mismanaged Meetings: A Costlier Problem Than You Think

by David Mears

Is your organization stuck running mediocre meetings that fail to move the needle on important projects and business goals? You're not alone. Distraction and disengagement have reached epidemic proportions and it's killing the "Return on Meeting Time" of companies everywhere. What's the antidote? A common meeting communications framework. Here's why...

by David Mears

Messaging Skills, Presentation Skills, Project Management

Presenting Numbers to People Who Hate Numbers

by Bob Sherwin

Did you know that nearly a third of Americans surveyed said they'd rather clean the bathroom than try to solve a math problem? It’s no wonder presenting technical data can be a huge challenge. Next time you have to present numbers to a number-phobic audience, don't panic. Here are three tips to help you keep listeners engaged in what you have to say…instead of daydreaming about cleaning the bathroom.

by Bob Sherwin

Briefing Center, Messaging Skills, Presentation Skills, Technical Professionals

3 Killer Fails of User Conference Speakers

by Brad Holst

Over many years of attending, speaking at, and preparing speakers for user conferences, I've learned there are three all-too-common deadly failures that conference speakers make. Learn what those 3 killer fails are, so you can avoid them.

by Brad Holst

Messaging Skills, Presentation Skills

Are You Paying the Hidden Price of Workplace Distraction?

by David Mears

The decision makers whose attention you're trying to get are too distracted to hear a word you're saying. The implication: having a great business idea is no longer enough. You’ve got to be able to present it in a way that GRABS attention and KEEPS it. Your ability to do that boils down to whether you can accomplish these 3 things quickly…

by David Mears

Conversation Skills, Executive Presence, Messaging Skills, Presentation Skills

Don’t Throw Away Your Pen Just Yet

by Diane Burgess-Faber

I’m always excited and inspired after returning from events like ATD’s TechKnowledge… after this year’s conference, I was told a story by one of our Mandel trainers about a session she led in Paris with a group of millennials, and I’m reminded… it’s all about balance.

by Diane Burgess-Faber

Presentation Skills, Technical Professionals

Clearing Cobwebs: More Presentation Tips for 2016

by Steve Mandel

Ready or not, you’ve probably already had to present to stakeholders or customers this year. And, the stakes are high. Building on my last blog post, here are some additional presentation tips to help you hone your skills and start 2016 off right.

by Steve Mandel

Presentation Skills, Presentation Slides, Virtual Presentations

It’s a New Year…Time to Dust Off Your Presentation Skills

by Steve Mandel

Vacations are wonderful. That said, it’s easy for presentation skills to get a bit rusty over a long holiday break. Soon enough, you’ll be expected to present your ideas in person, or perhaps virtually, and many of those presentations will be high-stakes. So, here’s a quick refresher to help you brush up on your presentation skills.

by Steve Mandel

Presentation Skills

Can Great Presentations Help Save the Polar Bears?

by Steve Mandel

The scientists and staff at Polar Bears International are dedicated to polar bear conservation. And, they face many of the same challenges business presenters do: they need to present complex data in ways anyone can understand and they need to suggest solutions that others will buy into and adopt. They asked Mandel for advice on how to do that. Here are three tips we shared with them...

by Steve Mandel

In-Person Presentations, Messaging Skills, Presentation Skills

Unlocking the Secret to Great Storytelling

by Diane Burgess-Faber

I had the pleasure of having Thanksgiving dinner with Steve Faber, the writer of two highly regarded films, Wedding Crashers and We’re the Millers, along with a number of other popular screen and literary works. Over turkey and stuffing, we talked about the SECRET to GREAT storytelling. Today, I'm sharing it with you.

by Diane Burgess-Faber

Conversation Skills, Messaging Skills, Storytelling

Throwback Thursday (#tbt): Making a Thank You More Meaningful

by Steve Mandel

Expressing thanks not only makes you feel good, it makes the recipient of your thanks feel seen, heard, and valued. Saying "Thank you" is a small act with a potentially big impact. It can help you build rapport and make your future interactions with people, both, more memorable and rewarding. In business, this can be especially helpful. Today, I thought it fitting to share a few tips for making a “thank you” as meaningful as possible.

by Steve Mandel

Conversation Skills, Messaging Skills

Do You Demonstrate the Most Desired Interpersonal Character Trait?

by David Mears

What characteristic do we prize most in the people with whom we interact? Learn how our perception of this trait is influenced by communication skills.

by David Mears

Conversation Skills, In-Person Presentations, Messaging Skills, Presentation Skills, Presenting to Executives, Selling Skills

Why People Aren’t Hearing Your Ideas (And What to Do About It)

by Brad Holst

What can you do to get your ideas heard and to be recognized as a driver of innovation within your company? Every time you present your ideas, whether formally or informally, try to do these six things.

by Brad Holst

Conversation Skills, In-Person Presentations, Presentation Skills, Selling Skills, Virtual Presentations

When Tough Questions Attack, Here’s How to Respond

by Steve Mandel

Everyone has had to answer tough questions in their careers. Questions that challenge your ideas and opinions – perhaps even your credibility. How you respond to tough questions can make or break your relationship with listeners. Here's how to handle tough questions, while staying calm, cool, and collected.

by Steve Mandel

Briefing Center, Conversation Skills, Messaging Skills, Presentation Skills

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