Skills Development Resources

Stop babbling! Struggling to ask a clear, concise question is a very common thing that I see damage executive presence. If you want to be an executive, you must speak like one. Here is how to make a better impression: In all my classes, we always do a live Q&A. Everyone has experienced someone who gets up to the microphone and rambles without arriving at a clear question, leaving others wondering what they are talking about. Surprisingly, this even happens in my executive class, “Cracking the C-Suite,” where people are hoping to get Chief Officer jobs. Before the Q&A, I always tell the class that this is a chance to practice and demonstrate their Executive Presence by asking a concise, clear question. I then give them time to prepare. While a few succeed, most do not. The main reasons that some struggle are these: 1) They do not write out their question. It is one thing to struggle when you are put on the spot, but all of these people have time to prepare. However, they simply decide what they want to ask in their minds and do no further preparation. This is a mistake. Write your question down in its clearest and most concise version. 2) They do not practice the question. After writing the question down, it would take less than a minute to speak your question out loud a couple of times to get used to stating it quickly and clearly. You should practice your question as though it were a short public speaking opportunity. In essence, it is. 3) They over-contextualize and qualify We all think our own lives are fascinating and that the context of our situation really matters. But, in most cases, it doesn't. The core questions that people ask are very simple, such as "my boss micromanages me - how can I change that?" The exact type of micromanagement makes almost no difference. Cut out all but the most necessary context, and realize that if the person answering your question needs more context they can simply ask. 4) Verbal Fidgeting We often say too much because we are nervous and uncertain, and saying too much makes us look and sound exactly that way. I call this verbal fidgeting because it is touching and playing with words to ease our nerves, just as we sometimes do with physical objects. Executive presence is amplified by short, powerful, direct, declarative sentences. Recognize if you have the tendency to “fidget,” and combat it by preparing and practicing your question until you no longer need to. Readers—who in your life could benefit from stronger speaking skills? Send them this post. And, share any other tips for improved speaking/question-asking.

One of the best things you can do to improve your sales skills is this: Record yourself. Recording yourself making cold calls. Doing demos. Running discovery calls. It doesn’t have to be high quality. Your phone will do. When you’re doing the dishes, hit play. Listen to it like it’s someone else. Be critical. You don’t need software or a boss to analyze it. You need to be critical of yourself. To get outside of your ego and just listen. For most people, the simple act of listening to themselves is eye-opening. Sometimes, when you’re in a conversation, you’re thinking about what to say next. So you’re not aware of what you actually say and sound like. Playing back the tape lets you laser-focus on what you say and how you say it. I often hear sellers say, after doing this: “I don’t want to say that.” “I don’t want to sound like that.” “I don’t want to do that.” Face the music.

🎤 What’s Your Public Speaking Superpower? 🌟 The influence you have as a leader is directly connected to how effectively you communicate your thoughts, ideas, priorities, and strategies. This is crucial in everything from high-stakes meetings to speaking on stage. If you're dedicated to strengthening your public speaking skills—and you should be if you speak publicly—here are key superpowers to develop: 1️⃣ Superpower: Reading the Room. As a good public speaker, it's important to know whether your audience is engaged. Are heads nodding and are people taking notes? Or, do they appear confused, disinterested, or restless? 🧐 🔍 How to Build This Superpower: Pay attention to body language and facial expressions. Adjust your tone and pace based on the audience's reactions to keep them engaged. 2️⃣ Superpower: Limited Use of Filler Words. Frequent use of "uh," "umm," "so," and "you know" can undermine your credibility. These filler words detract from the strength of your message. 🗣️ 📖 How to Build This Superpower: Practice your main talking points. Focus on memorizing your opening and closing to ensure a strong start and finish. We all use filler words, but preparation can help you reduce your reliance on them. 3️⃣ Superpower: Inspiring Action. Your audience should know exactly what to do next with the information you've shared. Tracking the actions and outcomes linked to your directives shows the impact of your presentation📈  💡How to Build This Superpower: Clearly define and communicate the next steps. Follow up on the implementation of these steps to measure the effectiveness of your message. 🌱 Personal Highlight: Some of the best work I've done this year has involved one-on-one coaching with leaders to strengthen their public speaking skills. I create a safe space where leaders can practice all aspects of presenting, from developing their message and presence to refining gestures, voice modulation, and communicating emotion. The transformation I've seen in just a few sessions has been inspiring! What tips or strategies have you found helpful in improving your public speaking skills?

Conflict gets a bad rap in the workplace. Early in my career, I believed conflict had no place in a healthy workplace. As I progressed, I realized that it was quite the contrary. The lack of conflict isn't a sign of a healthy work culture, rather it is an indication that important debates, discussions and differing viewpoints are being disregarded or suppressed. This insight revealed another key aspect: high-performing teams do not shy away from conflict. They embrace it, leveraging diverse opinions to drive optimal outcomes for customers. What sets these teams apart is their ability to handle conflict constructively. So how can this be achieved? I reached out to my friend Andrea Stone, Leadership Coach and Founder of Stone Leadership, for some tips on effectively managing conflict in the workplace. Here's the valuable guidance she provided: 1. Pause: Take a moment to assess your feelings in the heat of the moment. Be curious about your emotions, resist immediate reactions, and take the time to understand the why behind your feelings. 2. Seek the Other Perspective: Engage genuinely, listen intently, show real interest, and ask pertinent questions. Remember to leave your preconceived judgments at the door. 3. Acknowledge Their Perspective: Express your understanding of their viewpoint. If their arguments have altered your perspective, don't hesitate to share this with them. 4. Express Your Viewpoint: If your opinion remains unswayed, seek permission to explain your perspective and experiences. Remember to speak from your viewpoint using "I" statements. 5. Discuss the Bigger Objective: Identify common grounds and goals. Understand that each person might have a different, bigger picture in mind. This process can be taxing, so prepare beforehand. In prolonged conflict situations, don't hesitate to suggest breaks to refresh and refuel mentally, physically, and emotionally. 6. Know Your Limits: If the issue is of significant importance to you, be aware of your boundaries. For those familiar with negotiation tactics, know your BATNA (Best Alternative to a Negotiated Agreement). 7. Finalize Agreements: Once an agreement has been reached, continue the engagement to agree on responsibilities and timeframes. This ensures clarity on the outcome and commitments made. PS: Approach such situations with curiosity and assume others are trying to do the right thing. 🔁 Useful? I would appreciate a repost. Image Credit: Hari Haralambiev ----- Follow me, tap the (🔔) Omar Halabieh for daily Leadership and Career posts.

How does networking turn into a job opportunity? We've all heard it before - networking is crucial for career growth and finding new job opportunities. But how do you tap into your network authentically without coming across as simply using connections? Truthfully build relationships that are built on mutual understanding and value exchange. Networking was never a one-way street and should be done with long-term intentions. Here are a few things I did that allowed me to turn relationships into career opportunities: 1. Provide Value First - Before asking for ANYTHING, see how you can help. This can be done through sharing industry insights, personal contacts, or sharing your expertise on a subject matter pro bono. 2. Express Authentic Interest - It's obvious when you're faking it! Learn their goals, interests, and pain points and ask thoughtful questions to have real conversations about more than just work. 3. Stay Top-of-Mind - Share updates on projects you're working on, milestones you've hit, or just check in periodically. This allows you to stay present in conversation. 4. Pay it Forward - Make intros between connections who could benefit each other, without the expectancy of something in return. Adopt the habit of giving just to give! These tips have allowed me to turn my network into my career superpower, supporting personal and professional goals. Drop some of your tips for building genuine relationships in the comments. #Networking #BlackLinkedIn

Stop managing time. Start mastering energy. After coaching over 200+ executives, I've learned that the high-performers prioritize their energy not their time. Here's what they've shared with me (save this): 1/ Decision Energy Optimization ↳ Map your peak alertness hours (track for 5 days) ↳ Schedule critical decisions before 2pm ↳ Create a "power hour" buffer before board meetings 2/ Strategic Recovery Design ↳ Implement the Navy SEAL 4x4 breath work (4 seconds in, 4 out) ↳ Book 20-min gaps between high-stakes meetings ↳ Use "walking meetings" for 1:1s (movement = energy) 3/ Cognitive Load Management ↳ Batch similar tasks in 90-min blocks ↳ Use "two-minute previews" before switching contexts ↳ Clear mental tabs with a daily brain dump (5 mins, end of day) 4/ Energy-First Calendar Defense ↳ Rate meetings from 1-3 (energy give vs. take) ↳ Front-load relationship building before 11am ↳ Create "untouchable Thursdays" for deep work 5/ High-Impact Recovery Protocols ↳ Master the 3-2-1 reset (3 deep breaths, 2 stretches, 1 intention) ↳ Schedule "micro-breaks" (7-12 mins) after lunch ↳ Use "energy gates" (10-min buffers) between major transitions 6/ Presence Activation Tactics ↳ Activate the 2-minute centering ritual before important meetings ↳ Use "power phrases" in private before presentations ↳ Practice selective unavailability (block "focus hours" daily) 7/ Environmental Energy Design ↳ Make their desk an "energy zone" ↳ Create a "recharge corner" in your office ↳ Mute the chaos (noise canceling earbuds) 8/ Relationship Energy Management ↳ Identify your top 5 energy amplifiers (schedule them weekly) ↳ List your energy vampires (limit exposure to 30 min) ↳ Build your "energy board of directors" (5 people who elevate you) 9/ Peak State Activation ↳ Create your "power playlist" (60-90 motivation seconds) ↳ Design your "pre-game ritual" (specific sequence before big events) ↳ Use "anchor phrases" for instant state transformation 10/ Sustainable Excellence Framework ↳ Track energy levels hourly for one week (use 1-10 scale) ↳ Implement "recovery days" after high-intensity weeks ↳ Create your "minimum viable recovery" protocol (3 non-negotiables) Reality check: Your energy capacity is your competitive advantage. Not your ability to outlast everyone else. Which tactic will you implement in the next 24 hours? ♻️ Share to help a leader thrive 🔖 Save this guide for your next energy audit 🎯 Follow me (Loren) for more high-performance tactics

Most people tell you to network, but they don’t teach you how. Here’s what you can do: 🔹 Quality Over Quantity: Before attending, study the event's attendee list and identify 2-3 people you want to meet. This focused approach can lead to deeper, more meaningful conversations. I’ve recently done this myself at a TED event. 🔹 Adopt a Giving Mindset: Offer to share your expertise or resources. For example, if someone is working on a project you have experience with, volunteer to provide insights or introduce them to someone who can help. This shows you're invested in their success. 🔹 Research Smartly: Look into their recent projects or publications. If your contact has recently published a paper or given a talk, read it and mention specific points you found intriguing or valuable. This demonstrates genuine interest and sets you apart. 🔹 Make the First Move: Send a message acknowledging a challenge they mentioned in a public forum or LinkedIn comment. For example: "Hi [Name], I saw your post about the challenges of remote team management. I've faced similar issues and found that regular virtual coffee breaks helped. Would love to share more if you're interested. Best, [Your Name]" 🔹 Build a Habit: Set a weekly reminder to engage with your network on social media. This could be liking, commenting on, or sharing posts from your contacts. Regular engagement keeps you top of mind and builds a foundation for deeper connections. Tomorrow’s newsletter is packed with actionable insights to turn casual contacts into valuable connections. ➡ Sign up here: https://lnkd.in/eE-aFmFy 💜 Career Well-being is the best work-life newsletter, according to my readers! Join us! #NetworkingTips #CareerDevelopment #ProfessionalGrowth #careerbutterfly #CareerWellbeing

Time Management Insights for Improving Productivity ⏰💡 I have been mentoring several people around the topic of time management. These are some pointers to help you master your time, boost productivity, and achieve more with less stress. 📈 1. Self-Assessment: Track and Analyze Your Time 📊 Track Your Time: For the next two weeks , keep a detailed log of how you spend each hour. There are tools like Toggl or RescueTime to help simplify this process.  I will put link to their sites in the comments. John Jensen also has a spreadsheet he utilizes that is a great framework for sales people. Categorize Activities: Once your log is complete, sort activities into categories such as planning, deal management, prospecting, admin tasks, internal and external meetings, and personal time.  Do you also understand what your high-impact activities are? Evaluate: Reflect on your log. Are you dedicating enough time to high-impact activities? Are personal activities getting the time they deserve? 2. Identify Areas for Improvement 🔍 High-Value vs. Low-Value Tasks: Pinpoint tasks that drive your goals forward. Delegate or eliminate low-value tasks. High-value tasks are often those that only you can do. Time Wasters: Identify activities that consume time without adding value, such as redundant meetings or excessive email checks. 3. Set Clear Priorities 🎯 Define Your Key Responsibilities: Clarify your role and responsibilities. Focus on activities that align with these and have the most significant impact. Goal Setting: Set clear, measurable goals. This will sharpen your focus and help you prioritize and delegate tasks effectively. 4. Improve Delegation 🤝 Identify Delegation Opportunities: Based on your time log and priorities, find tasks that can be handed off, freeing you to focus on high-level strategy. 5. Continuous Improvement 📈 Regular Check-Ins: Schedule regular check-ins to review your progress, discuss challenges, and adjust strategies as needed. This keeps you accountable and allows for timely adjustments. Personal Insights from My Experience 🌟 When I first started tracking my time, I was amazed at how much of it was spent on low-value tasks. By categorizing and analyzing my activities, I identified key areas for improvement and began delegating tasks that were consuming my time without significant returns. Setting clear priorities and goals was a game-changer, allowing me to focus on high-impact activities and achieve better results. Implementing these steps transformed my productivity, and I'm confident it can do the same for you! 🚀 #TimeManagement #Productivity

Just watched a sales leader lose 5 of his top reps after spending months perfecting a "winning" sales methodology that his team HATED. After 18 months of work, the CEO killed his career with six words: "Your team keeps missing their numbers." After analyzing 300+ sales teams and thousands of reps I've identified the exact leadership framework that separates 90%+ quota attainment from the industry average of 60%. The BIG missing piece that most sales leaders miss? Stop running meetings as status updates. And start treating them as PERFORMANCE ACCELERATION ENGINES. Here is the GOLDEN Leadership framework: GROWTH MINDSET: Start every meeting with these 3 strategic elements. → Team member shares industry insight or sales technique (creates learning culture) → Discuss application to current deals (makes learning actionable) → Rotate presenters weekly (builds leadership skills company-wide) This approach increased team knowledge retention by 72% across my client base. OPTIMIZATION SESSION: Have top performers demonstrate and teach these 4 specific skills. → Objection handling techniques (with exact language used) → Discovery questions that uncovered hidden needs → Email templates that generated 80%+ response rates → Closing language that accelerated decisions Use this exact script: "Jeff, you closed that impossible deal with [company]. Walk us through exactly how you handled their [specific objection] so the team can replicate it." LEADERBOARD ACCOUNTABILITY: Create what I call the "Performance Matrix" with columns for. → # of Booked Discovery Calls (activity metric) → New opportunities generated (pipeline metric) → Percentage to monthly target (results metric) → Weekly win or learning (growth metric) DATA & DEVELOPMENT: Each rep inputs and shares three critical elements. → KPIs for the week (leading indicators - 100% controllable) → Sales results (lagging indicators - what they actually sold) → Wins or learnings (development indicators) EXECUTION: Randomly select an AE to role play live. → Use a jar or spinning wheel to pick sales scenarios → Focus on objections, cold calls, or tough situations → Play the difficult prospect yourself → Provide immediate feedback and coaching This gets your team sharper before they jump into their day, and knowing they might be selected drives preparation. NEXT LEVEL MINDSET: End with motivation to conquer the week. → Short visionary speech or gratitude to the team → Positive reinforcement → Ensure they leave with the right mindset This is what they'll remember as they enter their next task or meeting. "REAL RESULTS from this framework: ✅ An IT services client increased sales by 37% in just 30 days ✅ Average rep retention improved from 18 months to 36+ months ✅ Team productivity increased 42% with the same headcount ✅ Top performers stopped taking recruiter calls Hey sales leaders… want a deep dive? Go here: https://lnkd.in/e2iZ7Rmv

I spent 2 years fixing my executive presence. Then, I finally got it right. Here’s how you can too: Executive Presence is SO important for getting promoted or securing a new management job. According to the Center of Talent Innovation, it accounts for 26% of what gets you promoted! It is a vague term but it really comes down to these 5 qualities: 1/ Credibility 2/ Confidence 3/ Emotional Intelligence 4/ Communication 5/ Appearance In my case, I needed to improve my emotional regulation and communication skills to get to the next level. Before working on your executive presence, I suggest doing a self-assessment by: 1) Reflect and write ↳ Think of specific examples of when you’ve shown these qualities and when you haven’t. 2) Get Feedback ↳ Ask colleagues what you can improve. Get specific examples. 3) Giving yourself a score ↳ out of 5 for each of the 5 areas Use that to determine what you need to work on. Then, here are my 8 tips to develop it: 1/ Work on your Charisma ↳ Communicate with energy. Show a genuine interest in your colleagues’ work and well-being. Share relevant personal stories to build relationships. 2/ Project Confidence with Your Voice ↳ Before important events, warm up your voice by humming so you sound confident. Don’t forget to breathe and avoid speaking too fast. 3/ Use Strategic Storytelling ↳ People connect with emotion. Prepare a personal story that makes a key point you want to get across in your next meeting/presentation. 4/ Stay Composed Under Pressure ↳ When you get stressed, use 4-7-8 breathing or physiological sighs to calm yourself. 5/ Improve Your Body Language ↳ Stand with an open stance and sit upright during meetings. Maintain eye contact during conversations (don’t be creepy though). 6/ Up Your Appearance ↳ Dress like your boss. Set out your clothes the night before. Choose outfits that fit with your industry. 7/ Learn from Leaders You Admire ↳ Choose a leader you admire and research their leadership style. Identify specific behaviors you can try out. 8/ Be Decisive ↳ Make small but immediate decisions at work without seeking excessive input, like setting a meeting agenda. Level up your executive presence in 2024 and become the leader of your dreams! —- ♻️ Repost this to help your network become top performers. 📌 Want a high-resolution PDF of this? 1. Just follow me Will McTighe 2. Sign up for my free Level Up Community at lnkd.in/gKzZUq-b