MossWarner | Blog

Golf and the Sales Rep – Leave it to Hank Haney

Doug Blecher — Wed, 04 Nov 2009 17:20:34 +0000

Hank Haney is an award-winning golf instructor who works with Tiger Woods and other tour pros. The following is an excerpt from his latest book, Hank Haney’s Essentials of the Swing. I try to help all my students figure it out for themselves. You never really “own” knowledge until you’ve gone through that process – and [...]

Death by PowerPoint

Bob Smithers — Tue, 29 Sep 2009 21:06:20 +0000

Don’t get me wrong – I love PowerPoint. I’ve made a career out of making PowerPoint presentations that others love too. However, this ubiquitous tool is often used poorly and can compromise an effective message. Also, because of it’s pervasiveness in the corporate world it is become nothing more than wallpaper poorly hung, background noise that [...]

Improving the Healthcare Dialog

Bob Smithers — Wed, 02 Sep 2009 17:42:50 +0000

As a believer in the democratic process I can’t help but to be impressed with the intensity of the healthcare debate. On a topic so important to so many Americans it’s encouraging to see the level of involvement and participation in the debate. However, as a communicator I’m mortified about the quality of that debate. [...]

Sales Communication Challenges? You’re Not Alone!

Doug Blecher — Thu, 13 Aug 2009 21:58:14 +0000

Being alone, or the only one – is that not one of the biggest fears that people face in everyday life? That’s why support groups, special interest clubs and Web sites, and even social networking exist – to bring people with like problems, challenges and interests together. To provide connectivity yes, but in a more [...]

Improve Customer Satisfaction with Customer Messaging

Bob Smithers — Mon, 10 Aug 2009 21:13:30 +0000

Studies have shown a direct link between customer satisfaction and customer messaging. The more relevant and targeted the message the more likely the customer with be satisfied with the business relationship. We’ve all seen attempts at this from companies we do personally business with as consumers. More than ever, getting this right should become a [...]

Replace Confusion with Clarity by Cascading Communications

Bob Smithers — Tue, 04 Aug 2009 01:13:46 +0000

Sales effectiveness often relies on getting everyone aligned around the same set of objectives and priorities. However, in large sales organizations there are always competing priorities vying for time and attention. Within this confusion and clutter, the must-wins and must-do’s essential to your success can get lost in the shuffle of lesser-important activities. Communications can [...]

Your Sales Rep Just Got Engaged – What Does That Really Mean?

Doug Blecher — Thu, 16 Jul 2009 22:34:53 +0000

Engagement is one of those words that has many subtleties in meaning, and is often viewed with varying levels of skepticism by different organizations. Of course, outside of the corporate environment, engagement has a number of definitions and applications. But there are two basic elements that are at the heart of engagement and that cut across nearly all interpretations of the word.

Protect Selling Time through Content Simplification

Bob Smithers — Mon, 13 Jul 2009 22:21:56 +0000

In an information economy, knowledge is power. But what if you have too much knowledge?

Creating the “WSJ” Look

Mike Villanueva — Tue, 16 Jun 2009 23:16:06 +0000

The Wall Street Journal developed a unique treatment for handling photographs on its front page, which has now taken on a life of its own. The look, developed by former art director Kevin Sprouls, is known at the WSJ as a “hedcut.” A lay person might think a hedcut is a photograph that has been [...]

Positively Charge Your Communications

Bob Smithers — Thu, 26 Mar 2009 15:35:55 +0000

Leaders have a great opportunity today to positively charge the communications environment and focus their team on what’s possible instead of what’s not.