Peter

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How to Tell a Great Story

We tell stories to our coworkers and peers all the time — to persuade someone to support our project, to explain to an employee how he might improve, or to inspire a team that is facing challenges. It’s an essential skill, but what makes a compelling story in a business context? And how can you …

The Ripple Effects You Create as a Manager

Each one of us holds a set of beliefs and attitudes — a mindset — that determines how we interpret and respond to situations. That mindset shapes how we interact with others, and therefore it also affects the people we work with — in ways both subtle and profound. A person with a distrustful …

In Frontier Markets, Invest for the Long (and Longer) Term

Earlier this year, I received some lessons on what wins in frontier markets from former Coca Cola CEO Neville Isdell. “Young markets need a long investment horizon,” Neville told me. “U.S. companies, in general, don’t have the long-term view that they need. If a U.S. CEO says he or she’s building …

I’m the Boss! Why Should I Care If You Like Me?

Many people assume that it’s possible for a person to be an effective leader without being likable. That is technically true, but you may not like the odds. In a study of 51,836 leaders, we found just 27 who were rated at the bottom quartile in terms of likability but in the top quartile in terms …

What LeBron James Knows About Analytics that You Should Too

The most useful question I’ve learned to ask people about analytics is, “What do you plan to do with them?” By far the most interesting answer I’ve gotten comes from basketball superstar LeBron James: Hire Hakeem Olajuwon.<p>Until his championship 2011-2012 season, NBA cognoscenti viewed James as a …

Land an Interview with a Cold Call

I’m a consultant — an expensive, trust-based business. I’ve never even bothered to cold call potential clients, because what sort of lunatic would spend tens or hundreds of thousands of dollars on advice from a stranger? I’ve harshly warned other aspiring consultants off the practice: no one likes …

Use Sales Linguistics to Structure Winning Presentations

During the past few months I’ve sat through hundreds of presentations while attending conferences and the company meetings of my clients. Overall, I would rate half of them as being average and a quarter of them as just plain terrible. How can we all work to improve those numbers?<p>There’s an …

9 Ways Introverts Can Stand Out During A Job Interview

Don't despair: Introverts possess many strengths, many of which are even admired by employers.<p>If you haven't already admitted you're an introvert, you may need to recognize the characteristics of one.<p>They prefer to think before they act. They regain energy by being alone. They need time to …

Employment