Interview: Kurt Shaver – Sales Trainer

Kurt ShaverKurt Shaver delivers high-impact sales training and consulting to companies seeking increased production from their sales force. Kurt’s live training classes are followed by reinforcement sessions and exercises that insure the lessons become lasting habits. Consulting includes areas such as sales systems (CRM) implementation and effective compensation plans.

Kurt brings 25 years of real selling experience to each client. His “street credibility” is critical to being accepted by a room full of seasoned salespeople. As a sales rep, Kurt learned how to build rapport, uncover needs, and differentiate his solution to win the business. Kurt won numerous Top Salesperson awards in his role as an individual contributor. Major accomplishments include closing a $5M deal for AT&T’s first private satellite earth station for a corporate customer and selling some of the first electronic catalogs to companies like IBM, Sprint, and Texas Instruments.

As his management responsibilities grew, Kurt built sales teams at a number of fast growth companies. One of them made it to No. 11 on Fortune Magazine’s “100 Fastest Growing Companies” list for 2004. In the process, he developed the systems and skills to motivate and train salespeople to be successful.

After 25 years of corporate sales success, Kurt started The Sales Foundry in 2008 to share his knowledge with businesses seeking to accelerate their revenue growth. The name “Sales Foundry” was chosen to represent the blue-collar, roll-up-your-sleeves nature of Kurt’s work. It is not board room strategy. Kurt focuses on teaching salespeople the tactical skills they need to succeed. Kurt has completed just about every well-known sales training methodology there is and he feels that it is less important to pick the right one than it is to pick one and embrace it completely throughout the organization. Kurt was named a “Top 25 Channel Sales Executive To Know” by VAR Business magazine and received the “Partner Excellence Award” from Salesforce.com. He holds a Master in Electrical Engineering from Georgia Institute of Technology but he has never let his knowledge of complex integrated circuitry get in the way of closing a big deal.

Pro-Track Profile

I interviewed Kurt at the January 22, 2011 NSA Northern California 30th Anniversary meeting, the week before the 2011 Pro-Track class kicks off.

Kurt shared with me the reasons he is investing in Pro-Track. To hear what he told me, click on the podcast icon below.

Guest Posting: Speech Openings, by Alan Stevens

Alan Stephens’ Presentation Tip of the Week

Alan Stevens is the current President of the Global Speakers Federation. He is a PR Professional and expert on media and communications. His company ,The Media Coach, covers both traditional and social media. He’s also a member of the British Computer Society, and broadcasts regularly on technology and consumer issues. This posting appeared in his weekly newsletter.

Opening Up

The first line of your speech is crucially important. It may be the only line that every member of your audience hears, so it needs to be good. The more engaging it is, the more people will listen to the rest of your speech. If you’ve done your homework well, you will know what interests them. It won’t be the same for every audience, so don’t just have one option.

Firstly, here’s what not to do:

  • Tell them your name. They know that already.
  • Say how glad you are to be there. That’s a given.
  • Start with a joke. You don’t need me to tell you why not.
  • List your credentials. They will already have seen your bio.
  • Tell them how funny your speech is. If you do, it won’t be.
  • Make fun of them. It’s OK to make fun of yourself, not your audience.

Now we’ve got that out the way, what are some positive openers? Here are a few ideas, with examples:

  • An intriguing promise “You will improve your memory by 10% in the next hour”
  • Something contrary to popular wisdom “The Internet is finished…”
  • A puzzle “How could you find the secret of success?”
  • A simple piece of value “Three simple steps to double your business this year”

Of course, you have to deliver what you promised. Remember you have give something of value every time you speak. Tell people right at the start what it will be, and you will grab their attention.

This information was written by Alan Stevens, and originally appeared in “The MediaCoach”, his free weekly ezine, available at www.mediacoach.co.uk

5 years of blogging

5th birthdayToday marks the 5th anniversary of this blog, launched on January 14, 2006 with a posting on English sports fans written after reading an article in the Financial Times.

I’d actually installed the WordPress blog software on my site the previous November. I then suffered through two months of writers block before I felt comfortable enough with the idea of blogging to actually write something.

Since then, finding topics for my blog has not been a problem. I’ve posted 597 articles and gathered 4,139 comments. It goes in cycles. Some weeks I post multiple times. At other times, such as over the past month, things are quieter.

I think my initial writers block was because I was unsure of the “tone” my blog should have. Was I in danger of being too personal? Too abstract and remote? Too English? Too American? Too political, spiritual, profane, radical or middle-of-the-road? Would I, heaven forbid, offend people?

Happily, I think I’ve managed to be all of those things. (Heck, I even had my blog censored when I worked for a major Silicon Valley computer company and my disclaimer that it was “my blog” carried no weight with my managers.)

I still find writing in response to an article in the FT, or a book I’ve finished, or a movie I’ve seen, to be one of the easiest forms of blogging.

Five years on, my thoughts on blogging are:

  • It’s been a worthwhile investment of my time. As a writer it allows me a safe, yet public, space to post. It feels like I have my own newspaper column.
  • While the blog has not brought me dozens of clients for my freelance speechwriting business, it has brought me to the attention of a couple of clients and paying work resulted. Of course, I have no way knowing if countless potential clients might have looked at stuff I’ve posted and never called because they did not like my opinions, or found the quality of my writing inadequate.
  • A primary benefit has been to promote my interests and area of expertise to a wide audience. This has paid off in terms of my professional reputation.
  • It’s been important to have a few regular sources of inspiration that challenge me to post to my blog. For example, my many friends and colleagues in the National Speakers Association. NSA conferences, meetings and the annual Pro-Track class have been a reliable source of content.
  • I’ve also re-posted articles I’ve written for ragan.com and made it a habit to write full-length reviews of important books in the field of executive communications.
  • Guest postings generate a awful lot of traffic.
  • I’ve enjoyed podcasting and creating videos for the blog. It’s a lot easier to record a quick interview with conference attendees than post the lengthy reports at the end of a meeting.
  • Posting short updates and “gee-wizz” items on Twitter has supplemented blogging, especially over the past couple of years. I’ve posted over 1,100 tweets since I joined in November 2007.
  • I’ve made blogging the hub of my social media presence, linking my posts to LinkedIn, Facebook and Twitter.
  • I’ve found the blog a useful place to archive information I need to share with others. A great example has been the Podcasting 101 article, which I refer people to quite regularly. I’ve used the Comments section to add additional references.
  • I’ve seen the value of blogging as a way of curating information, as with the listing of Top Tweets I created for different events, even some I didn’t attend in person.

I spend a lot less time than I used to looking at my site statistics. But here’s some stats (from Google Analytics) for one month last year:

Stats for October 2010

  • 11 articles posted
  • 4,205 unique visitors
  • Peak of 236 visitors on Oct 21, 2010 when I published 227 Top Tweets from #prsa_ic
  • 6,882 pageviews. The most popular page was Obama: The Lion in Winter from January 2009 where people spent an average 5:20 reading.
  • The three most common search phrases:
    executive communications, magcloud review and rhetorical analysis of obamas inaugural speech

Blog on!

Recommended: The King’s Speech

The King's SpeechI enjoyed the Tom Hooper movie The King’s Speech with Colin Firth, Geoffrey Rush and Helena Bonham Carter. It details the relationship between a (literally) tongue-tied King George VI and the Australian speech coach he rather reluctantly hires to help him overcome his debilitating stutter. The film covers the period leading up to his ascension to the throne and the times in World War II, when as king he was required to address the nation on radio.

I won’t spoil the movie by giving away the plot. I recommend this movie to anyone interested in:

  • Overcoming a fear of public speaking
  • Reasons the medical establishment once recommended people “deeply inhale” cigarette smoke
  • The relationship between the client and speech coach
  • Ways to overcome the barriers of class, rank and power to make an effective human connection
  • The historical (as opposed to current) dysfunctions of the British Royal Family

Above all, this is a compelling true story that wonderfully captures the feel of a bygone era. Go see it.

4 speaking essentials to inform an audience

The topic Speaking to Inform was the top request in my recent poll asking what people would like to hear about in my blog.

If you are delivering a public speech the goal should be to communicate as clearly as possible. In business settings, the more succinctly you communicate information, the better. This might not be true of an after-dinner or humorous speech. A speech can be entertaining even though it contains little or no new information. However, when you are speaking to inform, your audience will appreciate hearing information that is relevant to their concerns delivered in a manner they can absorb.

I believe there are four main ways of speaking to inform. More or less information can be delivered in an unclear or clear manner.

4 ways of speaking to inform

1. The foreign policeman

The least-useful form of communication is to deliver little or no information in an unclear manner. A classic example would be a tourist in France, who does not speak the language, hearing a command from a gendarme. The amount of information is minimal, but failure to understand could be fatal.

Acronyms convey information in an abbreviated form. But if members of the audience do not understand them, they are left in the dark. As brief as they are, always spell them out.

Few speakers would risk going in front an audience with little to say and no ability to be understood. However, were Dudley Moore to take to the podium when he was as drunk as he was in the movie Arthur, the result would be a complete disaster. So stay sober when you speak in public!

2. Road Signs

Stop SignEven very long speeches can be broken down into concise nuggets of information, delivered in a manner that is quickly and easily understood. Road signs are designed to communicate important information instantaneously. When you are whizzing by at 60 mph, universally recognized icons are easily understood.

Intonation, cadence and gestures are your road signs to an audience. They improve people’s ability to follow what you are saying. Done right, they reinforce your message. Done wrong, like an overly verbose sign on the highway, they slow things down or even confuse people.

Presentations that use PowerPoint or Prezi convey information that supplements the spoken word. But the slides must be crisp and clear. The fewer words you display the better. Garr Reynolds and Nancy Duarte demonstrate the best way to display information visually. Highway SignDone right, slides can help inform the audience. Done wrong, too much information on the screen will distract people from hearing your message. What you are saying will be ignored while they read the slide. If you have a wordy slide, stay silent while the audience reads it.

3. The subject matter expert

Subject experts often present too much information. They think that speaking to inform is merely creating lists of dry facts, in bullet form, and reading them aloud. Rather than loading the speech with facts, give the audience a white paper or printed report with the data. The fundamental error many corporations make is to put subject experts front of customers to explain their products.

If you need to present complex information, follow these simple rules.

An extreme example of information being presented in a rapid, incomprehensible manner are the legal disclaimers read out at the end of some radio ads. There are a surprising number of presentations given in the corporate world which sound like this. Remember, the answer to having too much information is to simplify the content, not to speak faster.

4. The storyteller

What subject experts fail to understand is the limited ability of the audience to absorb facts. People can only remember two or three main points in a speech. A few days after a talk, most of the information that is presented will have been forgotten.

What will be remembered are the stories you tell.

The most powerful way of speaking to inform is to use stories. These can be as simple as parables or nursery rhymes. By evoking an emotional response they implant information in a more memorable way than merely reciting facts. If you are speaking to inform, tell stories.

As voice coach Kate Peters says:

…creating stories out of raw information can help you see a problem or situation better in order to understand the solution better. Sometimes the data is overwhelming, but the story behind the spreadsheet can be illuminating.

A version of this article was first published by ragan.com.

Speaking with authority

Thanks to Kate for bringing this wonderful video to my attention.

Poet Taylor Mali demonstrates the problems with run-on sentences, up-speak and the “tragically cool and totally hip interrogative tone” which signals uncertainty to an audience. What has happened, Mali asks, to our sense of conviction and ability to speak to authority:

Interview: Dr. Joel Wade – Master of Happiness

Dr. Joel WadeJoel F. Wade, Ph.D. is a licensed Marriage and Family Therapist, Life and Executive Coach, writer, and speaker. He is the author of Mastering Happiness: Ten Principles for Living a More Fulfilling Life; a book that makes the burgeoning research from the field of Positive Psychology accessible and useful for anybody with a desire to live a happier, more resilient life.

Mastering HappinessHe has played competitive water polo for many years, playing at UC Santa Barbara on their 1979 NCAA championship team, captaining their league champion team of 1981, and as a member of the US National team. Now in his fifties, he continues competing at the Master’s level.

From these experiences and through his work, he knows what it means to be passionate and devoted to a course of action, what it takes to see it through to success, and what resilience and gratification – and great fun – can be borne of such dedication.

Having personally traveled to over 60 countries covering six continents, he has seen and experienced the tremendous variety of lifestyles and cultures; but also the great common ground of human existence. The specifics are as varied as the barrenness of the Kalahari Desert to the richness of the Amazon jungle; but a good life centers on common themes that are intrinsic to human nature: love, friendship, resilience, faith, absorption in one’s activities, mastering one’s impulses, and finding and building a sense of meaning and purpose in life.

In his work with businesses, what Joel offers is not some idealistic system for creating a perfect business culture; but practical, real life coaching, teaching, and problem solving for bringing out the best that you and your people have to offer your hard earned creation: your business.

In his presentations, he teaches a vast array of effective and tested tools and skills that you can use right now to improve your happiness and effectiveness in your life. If you want to learn how you can live a happier, more satisfying life, not as some sort of idealistic or theoretical fantasy, but taking your actual life, as it is, with all of the hardships and problems as well as the strengths and blessings, then you’ll want to have Dr. Wade come and speak to your group.

Pro-Track Profile

This month, Dr. Wade completed the 2010 Pro-Track class offered by the Northern California Chapter of the National Speakers Association. I asked him about his practice and his plans to put the lessons he has learned in Pro-Track into practice. To hear what he told me, click on the podcast icon below.

Poll: What do you want to hear from me on my next blog post?

Facilitation, Inspiration, Aspiration

The National Speakers Association of Northern California November Meeting

Last Saturday NSA/NC held an outstanding Chapter meeting. A full day of invaluable information for speakers and executive communications professionals. Over 120 members and guests attended the event sponsored by the Pro-Track program, now enrolling for January 2011.

Facilitation: The Secret Weapon of Professional Speakers, with Kristin Arnold

Facilitation Skills by Kristin ArnoldNSA National President Kristin Arnold started the day with a compelling presentation on facilitation. This is her area of expertise, since she has 20+ years experience and is the author of Facilitation Skills.

She distinguished facilitation (high process, low content) from keynoting (high content, low process). Her recommendations included:

  • Never do for the team what they can do for themselves
  • Type up meeting minutes as a value-add
  • Guide the meeting along the path from generating to organizing ideas, deciding on responsibilities and acting on them
  • Create an action plan, listing the who, what and when that will make things happen
  • If you ask for someone to volunteer for an action, be silent until you get a response.

The Power to Inspire: The Non-Verbal’s of Dramatic Presentations, with Michael Grinder

Michael presented on both side of lunch for a total of 90 minutes of instruction. He’s the master of non-verbal communication. His claim is that an average communicator informs; a good communicator persuades and a great communicator inspires. Michael is clearly a great communicator.

Michael showed, in fine-grain detail, how a speaker’s posture, voice, gesture and breath combine in the three phases of a conversation: speaking, listening and pausing. Understanding when and how to vary these tools allows a presenter to move between credibility and approachability. Not knowing undermines your message. For example, asking “Any questions?” in a monotone, with chin locked and palms facing downwards, creates a much less favorable audience reaction than asking the same question in a modulated voice, nodding your head and holding your palms up. No-one likes to interact with a dictator.

I loved his demonstration on the podium which showed how speakers should be aware that “Locations have memories”. If you have bad news to deliver as part of your talk, move, literally, to a different part of the stage. Then avoid that place for the rest of your talk.

The Elusive Obvious by Michael GrinderI purchased Michael’s package The Elusive Obvious which includes DVDs, flash cards and his book The Science of Non-Verbal Communication. His material lists 21 non-verbal secrets found at the heart of all communications, no matter how differently they might appear on the surface.

The content takes speakers through the four stages of professional development:

  • Content: the verbal level or the “what”
  • Process: the non-verbal or the “how”
  • Perception: timing or the “when”
  • Receptivity: permission or the “if”

The first two levels are part of the Science of communication, where the speaker is searching for the words to speak and deciding how to deliver them. The Art of communication assumes you know the tools of the Science and need to be conscious of when to deploy them appropriately. The highest level, Receptivity, is when speakers harvest the power of effective communication in terms of reputation, name recognition and high esteem.

Speaking to the Big Dogs: Getting Things Done with Executives, with Rick Gilbert

Speaking to the Big Dogs by Rick GilbertPast NSA/NC President Rick Gilbert closed the day by sharing his insights around speaking in the Board room. Rick’s framework for planning a C-Suite presentation is based on the advice from interviews with 23 Silicon Valley executives. They said that when they hear from a mid-level manager they expect that person to:

  • Have done extensive homework before the meeting
  • To get to the point immediately
  • Use data over stories
  • Make the numbers bullet proof
  • Reduce PowerPoint slides
  • Be prepared to have their time cut and topic changed without notice
  • Know how to deal with conflict among a group of executives
  • Know how to present bad news
  • Focus on strategy over style.

Rick’s framework for a Board room presentation lists some key points an aspiring middle-manager should use as a checklist prior to presenting:

  • Set the context for the meeting, confirming the topic and the time available
  • Cover the bottom-line “ask” for the discussion up front
  • Give solid reasons and list the value and benefits of the proposal
  • Present evidence (facts and data) for no more than two key points
  • Summarize these key points
  • Repeat the bottom line
  • Repeat the reason
  • Close with action steps.

That’s it – get in, and get out. Save squishy interactions for ordinary mortals, like, umm … your family.

Also, understand that you are not in charge and that you are in a time constrained environment. Presentations to senior management require the ability to improvise. You are dealing with people who control others for a living.

As someone once said, either have a plan, or be part of someone else’s plan.

Ted Sorensen, Speechwriter: May 8, 1928 – October 31, 2010

Legendary speechwriter Ted Sorensen passed away on Sunday.

I was fortunate to see Sorensen present at the 2009 Ragan Speechwriters Conference. I enjoyed his book, Counselor.

The world of speechwriting has lost a stellar figure.

Of the many obituaries none is more insightful than this appreciation by American University speechwriting teacher Bob Lehrman who has given me permission to reprint this as a guest posting in my blog.

Former chief speechwriter for Vice President Al Gore in the White House, novelist and speechwriter Bob Lehrman has written speeches for dozens of political figures, teaches public speaking and speechwriting at American University, and is author of the much-praised new book, “The Political Speechwriter’s Companion: A Guide for Speakers and Writers” (CQPress 2009).

Ted Sorensen’s ‘signature’ marks the aspirations of every speechwriter

By Bob Lehrman

JFK’s ‘voice’ is stilled for a moment, but not for the ages.

In Teddy White’s pioneering The Making of a President 1960, he refers in diplomatic terms to what Ted Sorensen actually did. “His introspection, his reading, his elegant writing, had stimulated many of Kennedy’s finest thoughts and expressions.”

Today, 50 years later, the Washington Post is blunter about Sorensen, who died on Sunday, and who was due to speak at American University in March for the 2011 Speechwriters conference jointly sponsored by Ragan Communications and American University.

“JFK’s speechwriter,” the headline begins over the Post obituary, saying that Sorensen “provided his chief with many of the words and thoughts that still resonate through American life.”

He didn’t just stimulate them, the Post says. He provided them. Which is, of course, true, though Sorensen himself was always circumspect about saying that. The change is a mark of how much he influenced people like me, who never met him. Those were the days when politicians usually didn’t want to admit that others wrote the words they uttered.

Sorensen changed that, not just because his boss was so important, but because his language was so exquisite. This went far beyond the lines everyone quotes—like the “Ask not,” antithesis of the JFK Inaugural. I remember as a grad student, teaching speech from my Monroe and Ehninger text—yes, the Monroe of Monroe’s Motivated Sequence—and noticing a JFK commencement speech from his Senate days. How concrete, witty, and researched it was.

That speech took place at Syracuse University. Kennedy was still a senator. The writer—I don’t think I knew who it was, then—had found a story about Elihu Root that he could have told in two sentences. Instead, he’d taken a hundred words to build up the drama, infuse it with detail and give the punchline impact.

And the rest of the speech! Full of witty quotes, wry comments about political life and funny examples of ridiculous things politicians had done before a final, passionate litany of what politics can accomplish. It wasn’t a politically influential speech—but it influenced me.

You can see things to imitate in the most routine speeches. JFK gives John Glenn a medal for orbiting the Earth. His remarks only take up five paragraphs, but Sorensen notices that it is the anniversary of the day the Marines raised the flag on Mount Suribachi—and draws the parallel to a day when some “Marine or a Naval man or an Air Force man will put the American Flag on the moon.”

In the famous speeches, look for the things that aren’t famous—like the 1962 speech at Rice University about that effort to send a man to the moon, remembered for the phrase, “not because it is easy, but because it is hard.” The best part of that speech? JFK’s attention-getting opener with an imaginative analogy comparing the history of human beings to a 24-hour day. Not original. But great.

It doesn’t demean JFK’s memory to acknowledge that Sorensen did more than produce “words.” It enhances it. It says something about JFK that he could attract someone so talented, see the worth of material he dredged up, and be willing to use it.

Kennedy appreciated him, too. As modest as Sorensen is in “Counselor,” his memoir, written with the help of now-Obama speechwriter Adam Frankel, he clearly relishes recounting the time he was so late meeting Kennedy at an Air Force One landing strip that photographers got pictures of an “impatient” president, “checking his watch and walking restlessly outside the plane, until I finally arrived.”

If the things Sorensen did weren’t unique, they were new in the way that all art blends what artists have seen with what we’ve never seen. He studied Lincoln’s inaugurals and drew from them before writing Kennedy’s. He never hesitated to draw from the language others had used well—for example, the Woodrow Wilson line (“Our goal is not the victory of might, but the vindication of right.”) that he used in the Cuban Missile Crisis speech.

Though other presidents did these things occasionally—in the first 100 years of the country, they usually spoke fewer than 10 times a year—Sorensen made them routine.

Today, they form the staples of national political rhetoric, whether the litanies that end convention speeches, or the many things Barack Obama loves: the short, colloquial sentences, the historical analogies, and the antithesis that combines wordplay with insight.

The image of what Sorensen did with JFK—the long trips they took together, the accounts of them huddling over drafts—give people an inaccurate sense of how most speechwriters go about their business, in these days where speechwriters are often held at arm’s length by their bosses.

But in the accounts of the days leading up to the Cuban missile crises, don’t they demonstrate the usefulness of that kind of relationship? Of having a speechwriter not just at the keyboard but in the meeting? It’s chilling to see Curtis LeMay call a blockade “almost as bad as … Munich,” and the Joint Chiefs confidently predicting a mission-accomplished airdrop that would “mop up Cuba in 72 hours with a loss of only 10,000 Americans, more or less.”

I especially like that “more or less.” Luckily, Sorensen was there, able to supply other words.

Words can’t be produced independent of thoughts. When some speechwriter makes a graceful line out of some piece of hamburger, the thought, too, changes. If someone hands you, “We travel to outer space, because it is so difficult it challenges the very limits of our potential,” and you turn it into, “We go not because it is easy, but because it is hard,” that’s not the same thought.

Sorensen’s contribution was that during that crisis, he didn’t just contribute words. He contributed thoughts. We’re lucky he did.

And speechwriters are lucky for being able to appreciate both.

So maybe he would forgive me for looking up Oct. 30, and seeing that Ted Sorensen died on the 259th birthday of Richard Sheridan, the playwright who once reportedly told a woman: “Come into my garden. I’d like my roses to see you.”

Those of us who wanted to see him speak at American University in March would no doubt have approached him timidly, with books to sign. We won’t get that chance. But any time we think we’ve written a line that looks a little bit like a rose, the chances are that if we look closer, and think harder, we’ll realize where we learned to do it.

He won’t sign our books. But lots of our speeches already bear his signature.

This article was first published on ragan.com.