The Secret to Selling: What Great Leaders Know

Why do some companies outperform others? Why do some people achieve things others do not? Why do some leaders inspire, while others don’t?
 
In this Ted Talk, Simon Sinek asserts that all great leaders think, act and communicate differently than others. They stay focused on the question of “Why?”—which engages humans at a deeper level than facts alone.
 
Sinek says that people will buy what you sell if they believe what you believe. As he said, Martin Luther King gave a “I have a dream” speech, rather than “I have a plan” speech. In marketing, this means talking more about why we do what we do than about what we do.  
 
What’s the why behind your business? And how might that inspire others to buy what you have to sell?

Six Leadership Tips for 2012

As we’re contemplating our 15th anniversary, we’ve had time to reflect on not only our company’s future, but the role of business in our communities and countries. Leadership, we all know, is so critical.
 
In a recent Forbes article, Mike Myatt listed six sound leadership tips for 2012:

1. Make your family first.
2. Create times for thinking and being—not just doing. As he wisely says, “Leadership doesn’t always mean doing.”
3. Listen better. Value the ideas of others, and don’t always be in a rush to impart your own.
4. Unlearning. It’s always good to evaluate some of the ideas we hold that need to be let go.
5. Engage with those you lead and serve.
6. Read. Myatt says that to a person, the best leaders he knows are prolific readers. His goal? To read 100 books in 2012.

You can read the full article here. And when you’re done, share your list with us.

Communications Can Restore Sense of Purpose and Meaning to the Workforce

How can we recognize our volunteers? That was the question posed by St. Anthony North Hospital as they prepared to launch their 40-year anniversary campaign.

We assembled this simple animation pairing words and photos to respond to their request, and love the magical qualities represented by these compelling still images. Hiring one of our partner photographers in Colorado, we commissioned her to tell a visual story that captures the generous spirit of these volunteers. Within a week, we had pulled this together, designing it in a way that allows it to be used not only for the anniversary, but for recruiting and recognizing volunteers in the future.

Communicators build culture by the words and images they use—by the stories they tell. This is one of the areas I find most rewarding in our work. It's easy to focus on new products, services and programs, because of their news value. But we all need to remember how important it is to take time to reinforce behaviors that are essential to your corporate culture.

Here are ways to use an animation like this:

• Post it on your Web site
• Post it on your You Tube site
• Show it in orientation, or during the recruiting process
• Show it at events
• Post it on Facebook and other social media sites
• Show it on in-house monitors or TV channels
• Distribute links to it via email

We often find that reminding people of the deeper reasons they chose their profession pays off in significant ways for companies—restoring a bit of soul to the corporate world.

What kind of culture-building communications have you seen lately that worked?

Reputation or character?

Legendary UCLA Coach Wooden understood how to inspire success in others. His focus on character was foundational to his leadership. As he put it, character is what you are, and reputation is what you are perceived to be. This is true not only of people, but of companies. Although our work as communicators is about building reputation, it is always in adjunct to the organization’s work to be a company of character.

Wooden also believed that how we make the journey is more important than our final destination, and redefines winning by how we conduct ourselves along the way. “You can outscore another team and lose, and you can be outscored by another team and win,” he says in this inspirational interview.

You Can Be Indispensible

Ever notice how easy it is for all of us to see all that is wrong with the world? Anyone can point out problems, but it's the one who brings solutions to their organizations that stands out.

 

You will be surprised how quickly you can distinguish yourself by observing this one simple rule. By seeing and addressing the strategic issues that impact the success and future of the organization, you can establish yourself as a visionary, a leader and a valuable member of the team.

 

More often than not this requires more persistence and positive attitude than it does brilliance. As Albert Einstein once said, "It's not that I'm so smart, it's just that I stay with problems longer."

Ten Ways to Be a Better Conversationalist

Anyone can improve their communication by becoming a better conversationalist. Do you know these ten rules of good conversation?

• Tell the truth
• Don't ramble
• Don't interrupt
• Ask questions and listen to the answers
• Don't take advantage of people
• Don't dwell on appearances
• Don't touch taboo topics
• Disagree in a civilized fashion
• Don't be a bore
• Don't gossip

Source: The Art of Civilized Conversation, by Margaret Shepherd and Sharon Hogan. Buy it here.

The American Dream in Transition: What Americans Really Think

In his insightful book, The Way We'll Be, veteran pollster John Zogsby draws on thousands of surveys to reveal four megatrends that are shaping how Americans view the world:

• Living with limits as consumers and citizens
• Embracing diversity of views and ways of life
• Looking inward to find spiritual comfort
• Demanding authenticity from the media, our leaders and institutions

Led by today's 18-29-year-olds, America's first "global" generation, Americans are becoming more internationalist, consensus-oriented and environmentally conscious—and less willing to identify themselves by what they do or how they spend their money.

Leaders and marketers who want to better understand how Americans think and what they believe will find this a valuable read.

A Better Customer Experience: A Doctor Turns Patient

Bridget Duffy at Gel Health 2009 from Gel Conference on Vimeo.

Bridget Duffy, physician and former Chief Experience Officer at Cleveland Clinic, asserts that most employees in health care today forget the sacred nature of their work. How we feel about our work determines how we treat our customers and colleagues. In this interesting video clip, she reflects on her six-month journey through the health care system as a patient. She calls us to be courageous leaders, purposeful professionals, and a voice for those who have none—and reminds us that simple human kindnesses cost nothing, but can mean everything. Her insights, while couched in health care, have implications for anyone in the workforce today.

What Conducting an Orchestra Tells Us About Leadership

Ben Zander, the flamboyant conductor of the Boston Philharmonic Orchestra and the Youth Philharmonic, says he remembers the day it dawned on him that the conductor doesn't make a sound on his own. He simply uses his power to awaken possibilities in other people.

You can tell what is happening with a player by his shining eyes, explains Zander. As a leader, the question is this: Who am I being that results in my players' eyes not shining?

Zander's passion inspires us to lead in our organizations by the words we use and the fire in our heart. This lively talk will make you laugh, energize you and help you see new possibilities in yourself and others.