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Communication

Authority Marketing: The Essentials

10 July 2010
Thumbnail image for Authority Marketing: The Essentials

In recent posts I’ve been musing over the concept of Authority Marketing. After my last post where I talked about the benefits of establishing authority, one reader rightly posed the question: “what’s the difference between authority and expertise?” It’s a good question. We all feel intuitively that authority implies something more than expertise – but [...]

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What David Maister can teach us about Twitter

27 December 2009
David Maister - Twitter Expert?

Twitter is a bit of an enigma for most professionals. Can it be used successfully for business development? Is it an effective use of time, or a huge white elephant? And while many commentators are pointing to the tailing off of Twitter’s previously phenomenal growth rates and the low usage amongst client decision-makers; some professionals [...]

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Selling Without Slides

11 May 2008

It’s a scenario played out in millions of sales meetings every year. The eager salesperson has finally managed to get a meeting with one of his A list target customers. The customer meets him at reception, takes him to a meeting room and opens with “tell me a little about your company”. “I’m glad you [...]

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Postscript to Debunking the myths of non-verbal communication

24 January 2008

My post on debunking the myths of non-verbal communication has been picked up by a lot of google searches for “percentage non-verbal communication”, “what % of communication is non-verbal” and the like. For those who haven’t read the original article, have a look and you’ll find that the often quoted figure of 93% is just [...]

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Debunking the myths of non-verbal communication

9 January 2008

93% of communication is non-verbal. Everyone knows that. I’ve lost track of the number of times I’ve heard this in sales training sessions or read it in books, articles and blogs. Sometimes the stats are qualified further, for example: “One study at UCLA indicated that up to 93 percent of communication effectiveness is determined by [...]

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