StrategyDriven recently formalized an alliance with Artower Advisory Services to deliver Value-Based Performance Improvement services to healthcare providers and are looking forward to helping these organizations realize the critically important economic benefits created through the use of this new performance improvement model.
Nathan Ives is a StrategyDriven Principal, and Host of the StrategyDriven Podcast. For over twenty years, he has served as trusted advisor to executives and managers at dozens of Fortune 500 and smaller companies in the areas of management effectiveness, organizational development, and process improvement. To read Nathan’s complete biography, click here.
Scot Park is a Principal and co-founder of Artower Advisory Services. He has spent the past two decades serving the Healthcare Industry with a focused on Aging Services, Senior Housing and Post-Acute/Long-Term Care. Scot holds a BA in Economics with concentrated studies in Public Administration from John Carroll University. To read Scot’s complete biography, click here.
https://www.strategydriven.com/wp-content/uploads/PerfMsrSysWP.jpg388300Nathan Iveshttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngNathan Ives2013-04-03 06:41:372018-06-14 22:56:28Achieving Organizational Alignment within Healthcare Organizations
Top executives set the behavioral tone of an organization. These leaders, particularly the Chief Executive Officer (CEO), are not only responsible for establishing the organization’s vision, mission, values, and goals, but through their decisions, actions, and communications convey to the workforce their commitment to the achievement of these expectations. Such conveyance demands that these expectations also be programmatic embedded within the organization’s policies, procedures, standards, and performance measures. Therefore, it is crucial that the executive team approves, buys-in to, and reinforces the organizational performance measurement system so to ensure its credibility with the workforce at large.
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Nathan Ives is a StrategyDriven Principal and Host of the StrategyDriven Podcast. For over twenty years, he has served as trusted advisor to executives and managers at dozens of Fortune 500 and smaller companies in the areas of management effectiveness, organizational development, and process improvement. To read Nathan’s complete biography, click here.
https://www.strategydriven.com/wp-content/uploads/CEOApproval.jpg282425Nathan Iveshttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngNathan Ives2013-04-02 06:19:502020-10-24 16:17:16System Approval by the CEO
How do you communicate?
How good of a communicator are you?
If you want to make a winning sales pitch, it takes a combination of your presentation skills and your communication skills. It’s the little known sales skill: How to get others to listen to you. Or better stated, WANT to listen to you.
SALES TRAINING REALITY: Time is spent on presentation skills, and the presentation itself, but very little or no time is spent on communication skills. Until now.
All your life you heard the lesson: It’s not just what you say, it’s how you say it.
Presentation is what you say.
Communication is how you say it.
The best way to clarify communication skills is to ask you to think about the teachers and professors you had in school. Sometimes the most brilliant ones were the worst communicators – and as a result, left you short of both education and inspiration.
Then think of the teachers you loved. You couldn’t wait to get to their class, and you hung on their every word. In fact, you still remember him or her and you talk about them. They were great communicators.
In sales, great communication skills are one of the lost secrets of success. Sales messages focus around ‘value prop’ and ‘value add’ and other sales drivel. You get a slide deck form marketing, that’s both boring and repetitive – WITH NOT ONE WORD ON HOW TO COMMUNICATE YOUR MESSAGE.
Here are several “wake up” questions to get you thinking about your communication – and I’ll throw in a few challenges:
What is the clarity of the meaning behind your message? What’s your motive?
How clear is your delivered message? Not clear to you, clear to them.
How understandable is your message? Would I get it, and agree with it?
What’s the attitude behind your spoken words? What’s the tone of your words? How do they sound?
Are your gestures in harmony with your words and your delivery? Do your gestures indicate and confirm a relaxed, confident style?
How succinct is your message? Short and sweet or way too long?
Does your message or your words sound scripted or insincere? Conversational is the best communication strategy.
How organized is your message? Are you fumbling or on a roll?
Does your message have a start and a finish? A finish that ends in a commitment from the prospective customer?
Do you make solid and consistent eye contact? Especially when asking for the sale or confirming the offer.
Are you making statements or asking questions? Who are the questions in favor of? NOTE WELL: Questions create interactive dialog, and will tell you, both by body language and gestures, the level of genuine connection – the smiles, the willingness to talk and tell the truth.
How transferable is your message? Does the prospect “get it,” and agree with it?
Are you asking for confirmation that what you’re saying is completely understandable?
Can anyone/everyone define exactly what you mean to say?
Do you talk too fast? Only your recording will tell you that.
Are you using industry buzzwords that could create misunderstanding? Classic example of miscommunication.
Are you using acronyms that everyone understands, or are you just showing off? Another classic example of miscommunication.
And the ultimate self-tests of communication:
Have you ever recorded your message so you can hear your own communication skill level? Most salespeople have not.
Have you played your message for others? A huge opportunity for coaching and improvement of your communication skills.
I TWEETED THIS: A passionate message without clarity will fall on deaf ears. #gitomer #communication
The object of communication, especially sales communication, is for others to UNDERSTAND your message, AGREE with your message, and then TAKE the correct ACTION. Buy.
If you’re really interested in better communication skills, take a course in it. Dale Carnegie (www.dalecarnegie.com) offers the best programs. All of them are based around the 75-year-old business book classic, How To Win Friends and Influence People. It doesn’t get any better than that.
If your communication skills are the heart of your sales message, maybe it’s time to uncover just how strong they are.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2013-04-01 06:21:582016-08-07 21:40:57The difference between presentation and communication
The Boy Billionaire edited by George Beahm reveals Mark Zuckerberg’s core philosophies and approaches to building Facebook in a way no other author has been able to achieve… because these insights come directly from Mark Zuckerberg himself. George’s book systematically covers a wide range of topics from ‘Mission’ to ‘Process’ and ‘Vision’ to ‘Accountability’ and ‘Values’.
Throughout The Boy Billionaire, several central these are revealed:
identify the very few things that add value and focus on those
move quickly and don’t be afraid to make mistakes
empower people to connect, to control, and to take bold action
Benefits of Reading this Book
StrategyDriven Contributors like The Boy Billionaire because it reveals the intimate thoughts and beliefs of the man who is arguably created one of the world’s largest companies (albeit unintentionally) and who is also one of the world’s greatest social connectors. While Mark Zuckerberg didn’t set out to build a highly successful enterprise, his understanding of people’s inherent need to connect and ability to translate that need into a power online experience reveals important lessons for any business leader seeking to gain customers via the internet.
StrategyDriven Contributors appreciated the layout of The Boy Billionaire, the organization of quotes around meaningful topic areas, the dating of each quote, and Mark Zuckerberg’s life story timeline provided at the end of the book. We found that knowing the setting and circumstances of the Mark Zuckerberg’s quotes provided insightful context from which to interpret them. As such, we recommend first-time readers review the ‘Milestones’ timeline presented at the end of the book first and refer to it often when reading individual quotes.
The only drawback to The Boy Billionaire is that Mark Zuckerberg’s relative youthfulness and media shyness results in far more limited insight to his core beliefs than similar works on Steve Jobs, Bill Gates, and Warren Buffett.
For it’s intimate portrayal of an unintentional American entrepreneurial icon, The Boy Billionaire is a StrategyDriven recommended read.
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2013-03-28 06:51:112013-04-05 21:54:34Recommended Resources – The Boy Billionaire
While management observation programs serve many purposes, they primarily exist to drive achievement of the organization’s goals in a manner consistent with its values. These formal, documented observations accomplish this by shaping and reinforcing personnel behaviors critical to supporting excellent operational performance. To provide adequate coverage, these observations should be performed on a recurring, situational, event, and random basis.
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Subscribe to the StrategyDriven Insights Library
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Don’t need a subscription? Buy access to Management Observation Program Best Practice 10 – Foundational, Situational, Event-based, and Random Observations for just $2!
Nathan Ives is a StrategyDriven Principal and Host of the StrategyDriven Podcast. For over twenty years, he has served as trusted advisor to executives and managers at dozens of Fortune 500 and smaller companies in the areas of management effectiveness, organizational development, and process improvement. To read Nathan’s complete biography, click here.
https://www.strategydriven.com/wp-content/uploads/iStock_000004911759XSmall.jpg289415Nathan Iveshttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngNathan Ives2013-03-26 06:43:452018-08-08 20:56:39Management Observation Program Best Practice 10 – Foundational, Situational, Event-based, and Random Observations
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Achieving Organizational Alignment within Healthcare Organizations
/in Announcements, Organizational Performance Measures/by Scot Park and Nathan IvesStrategyDriven recently formalized an alliance with Artower Advisory Services to deliver Value-Based Performance Improvement services to healthcare providers and are looking forward to helping these organizations realize the critically important economic benefits created through the use of this new performance improvement model.
Download a copy of Aligning Healthcare Organizations: Lessons in improved Quality and Efficiency from the Nuclear Power Industry by clicking here.
About the Authors
System Approval by the CEO
/in Organizational Performance Measures, Premium/by Nathan IvesHi there! Gain access to this article with a StrategyDriven Insights Library – Total Access subscription or buy access to the article itself.
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Additional information on driving organizational alignment and accountability through performance metrics can be found in:
Articles
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StrategyDriven Podcast – Video Edition
Whitepaper
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About the Author
The difference between presentation and communication
/in Business Communications/by Jeffrey GitomerHow do you communicate?
How good of a communicator are you?
If you want to make a winning sales pitch, it takes a combination of your presentation skills and your communication skills. It’s the little known sales skill: How to get others to listen to you. Or better stated, WANT to listen to you.
SALES TRAINING REALITY: Time is spent on presentation skills, and the presentation itself, but very little or no time is spent on communication skills. Until now.
All your life you heard the lesson: It’s not just what you say, it’s how you say it.
Presentation is what you say.
Communication is how you say it.
The best way to clarify communication skills is to ask you to think about the teachers and professors you had in school. Sometimes the most brilliant ones were the worst communicators – and as a result, left you short of both education and inspiration.
Then think of the teachers you loved. You couldn’t wait to get to their class, and you hung on their every word. In fact, you still remember him or her and you talk about them. They were great communicators.
In sales, great communication skills are one of the lost secrets of success. Sales messages focus around ‘value prop’ and ‘value add’ and other sales drivel. You get a slide deck form marketing, that’s both boring and repetitive – WITH NOT ONE WORD ON HOW TO COMMUNICATE YOUR MESSAGE.
Here are several “wake up” questions to get you thinking about your communication – and I’ll throw in a few challenges:
And the ultimate self-tests of communication:
I TWEETED THIS: A passionate message without clarity will fall on deaf ears. #gitomer #communication
The object of communication, especially sales communication, is for others to UNDERSTAND your message, AGREE with your message, and then TAKE the correct ACTION. Buy.
If you’re really interested in better communication skills, take a course in it. Dale Carnegie (www.dalecarnegie.com) offers the best programs. All of them are based around the 75-year-old business book classic, How To Win Friends and Influence People
. It doesn’t get any better than that.
If your communication skills are the heart of your sales message, maybe it’s time to uncover just how strong they are.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author
Recommended Resources – The Boy Billionaire
/in Recommended Resources/by StrategyDrivenedited by George Beahm
About the Book
The Boy Billionaire
edited by George Beahm reveals Mark Zuckerberg’s core philosophies and approaches to building Facebook in a way no other author has been able to achieve… because these insights come directly from Mark Zuckerberg himself. George’s book systematically covers a wide range of topics from ‘Mission’ to ‘Process’ and ‘Vision’ to ‘Accountability’ and ‘Values’.
Throughout The Boy Billionaire, several central these are revealed:
Benefits of Reading this Book
StrategyDriven Contributors like The Boy Billionaire because it reveals the intimate thoughts and beliefs of the man who is arguably created one of the world’s largest companies (albeit unintentionally) and who is also one of the world’s greatest social connectors. While Mark Zuckerberg didn’t set out to build a highly successful enterprise, his understanding of people’s inherent need to connect and ability to translate that need into a power online experience reveals important lessons for any business leader seeking to gain customers via the internet.
StrategyDriven Contributors appreciated the layout of The Boy Billionaire, the organization of quotes around meaningful topic areas, the dating of each quote, and Mark Zuckerberg’s life story timeline provided at the end of the book. We found that knowing the setting and circumstances of the Mark Zuckerberg’s quotes provided insightful context from which to interpret them. As such, we recommend first-time readers review the ‘Milestones’ timeline presented at the end of the book first and refer to it often when reading individual quotes.
The only drawback to The Boy Billionaire is that Mark Zuckerberg’s relative youthfulness and media shyness results in far more limited insight to his core beliefs than similar works on Steve Jobs, Bill Gates, and Warren Buffett.
For it’s intimate portrayal of an unintentional American entrepreneurial icon, The Boy Billionaire is a StrategyDriven recommended read.
Management Observation Program Best Practice 10 – Foundational, Situational, Event-based, and Random Observations
/in Management Observation Program, Premium/by Nathan IvesHi there! Gain access to this article with a StrategyDriven Insights Library – Total Access subscription or buy access to the article itself.
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Not sure? Click here to learn more.
Buy the Article
Don’t need a subscription? Buy access to Management Observation Program Best Practice 10 – Foundational, Situational, Event-based, and Random Observations for just $2!
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About the Author