Tag Archives: #Consultant

DARE TO DREAM

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Be yourself

People spend too much time and effort trying to behave how others want them to and not enough time being true to themselves. However, authenticity is what is required to be successful in life.

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Prism Created by Anubha Maurya Walia

Tips for being authentic include:

*Knowing one’s strengths and weaknesses, and building on the strengths.

*Avoiding comparisons to others and instead focusing on applying strengths to achieving goals.

*Being positive and treating others with respect.

*Admitting to mistakes and taking responsibility for actions.

*Avoiding self-criticism and dwelling on the negative. It is better to learn from mistakes and move on.

*Not focusing on being liked but focusing on earning respect.

*Relaxing and realizing in hindsight things are not usually as big a deal as they seem.

*Not worrying about pleasing everyone–it is impossible.

*Following one’s instincts and inner voice.

Dreams Do Not Happen Overnight

It can take time to realize one’s dreams, and the path begins with goal setting. To get started, individuals should:

*Write goals down to ingrain them.

*Choose achievable, not unrealistic, goals.

*Visualize success because it is motivating.

*Seek advice and support from others.

*Set realistic time frames for achievements.

*Take smaller steps toward one big goal.

*Stick to it.

*Be flexible.

*Take time to celebrate successes.

Mistakes Make You Smarter and Stronger

Mistakes are learning experiences that strengthen character and build resilience. The fear of making mistakes stifles growth. Benefiting from mistakes comes through:

*Taking responsibility for them.

*Understanding what went wrong.

*Viewing mistakes as learning opportunities rather than failures.

*Avoiding unnecessary mistakes, like those that come from a lack of understanding.

*Looking for solutions first instead of seeking to blame.

*Being rational instead of emotional.

*Maintaining a sense of perspective–what seems monumental could be minor.

*Avoiding judgment.

*Letting it go. Just learn and move on.

*Reflecting on missteps.

Insights Come from Everywhere

People never know for certain who or what situation might provide them with valuable, life-changing insights. To stay open to insights, individuals must:

*Realize insights are everywhere, explore the world, and start conversations.

*Practice inventive thought.

*Write ideas down.

*Change their environments to spark creativity.

*Practice personal brainstorming.

*Always question why.

*Overcome limiting habits.

MEASURING CUSTOMER EXPERIENCE MATURITY

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Marketers can only measure things they can manage. Therefore, the authors developed the Sitecore® Customer Experience Maturity Model™ to walk people through the customer experience incrementally and to understand how to measure it.

Since connecting with customers is a goal that continually evolves, this model offers seven stages to map the customer experience and offers guidance on responding to customer behavior at each step. It matches marketing efforts with marketing objectives and reaches to all areas of an organization. The steps are:

1. Initiate: This is the beginning of the journey and often starts with a static website.

2. Radiate: Reach customers across channels, which often include a mobile website and social media.

3. Align: Digital goals are aligned with strategic objectives.

4. Optimize: Each point in the customer journey is optimized to be relevant to customers’ specific needs.

5. Nurture: Relate to customers based on their profile data so they can be nurtured.

6. Engage: Connect with customers across online and offline touch points. This step is challenging because it includes data from different parts of a company.

7. Lifetime customers: Use past customer data and predictive analytics to predict customers’ future needs

UNDERSTANDING THE CUSTOMER

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The Psychology of Selling

Understanding the dynamics of human behavior and how to effectively approach different people are critical skills for sales professionals. Along these lines, a salesperson’s first order of business is to observe rather than react. Observation leads to selecting the right approach for each person.

Assertiveness, responsiveness, and adaptability are three dimensions of human behavior. Assertiveness and responsiveness play a role in each of four distinct behavioral styles:

  1. A driver requires a minimum amount of responsiveness and wants a salesperson to get to the point.
  2. An expressive will become enthusiastic as long as the salesperson appeals to his or her vision and goals.
  3. An analytical wants detailed, specific, and accurate information; otherwise the salesperson will lose credibility.
  4. An amiable requires a warm and friendly approach; the salesperson must take time to build rapport to achieve a trusting and mutually beneficial relationship.

An observant and knowledgeable salesperson will be able to key in on a prospect’s behavioral style and tailor his or her sales approach accordingly. Likewise, salespeople themselves will align with one of these behavioral styles. An understanding of self is as important as an understanding of others.

Adapting to Your Customer

Adaptability is the behavioral dimension that comes into play when salespeople are dealing with others, as they must adapt to each prospect’s style and potentially overcome their own styles while doing so. The Platinum Rule of “Do unto others as they would have you do unto them” takes into account that not everyone wants to be treated the same way. It should be a guidepost for adjusting the sales approach to match a customer’s behavioral style.

Becoming adaptable is a learnable skill. Adaptability is based on:

*Adjusting one’s image.

*Targeting presentations to meet others’ needs.

*Possessing competence.

*Maintaining a willingness to receive feedback.

There are specific adaptability strategies for addressing each of the behavioral types. Additionally, the market now comprises four distinct generations:

  1. Civics (or the “greatest generation”).
  2. Boomers.
  3. Gen Xers.
  4. Millennials.

Each of these generational groups has specific values, behaviors, and communication preferences that salespeople need to be aware of and adapt to.

Understanding Customers’ Needs

Because selling value is based on understanding a customer’s wants and needs, a customer needs analysis should be performed for each sales effort. The goals of this analysis are to:

*Win prospects over early.

*Focus on needs and desires.

*See things from the prospect’s perspective.

*Establish trust.

*Gain high-quality input so as to make the best recommendation.

Listening is one of the best methods to achieve an understanding of customer needs. Taking notes is also extremely important. Whether the prospect is an individual or a large group, the overall objective is to gain information and knowledge that will lead to a proposed solution that best meets the prospects’ wants and needs.

Presenting Your Value Proposition

Communicating needs-based benefits is the primary way to create value in the prospect’s mind. Needs-based benefits are benefits that match the customers’ definitions of value and meet their needs at the current time.

Presentations that communicate value should be:

*Based on input derived from prospects’ key decision makers.

*Presented to senior executives and the right key stakeholders.

*Inclusive of specific, targeted value points and tied to the prospect’s senior management philosophy.

*Fresh, well organized, and relevant.

*Interactive and engaging.

Third-party references and testimonials inspire confidence and are excellent ways to communicate value to clients and prospects. Inside influencers (trusted individuals from outside the organization) are very useful in testing and confirming the value of a proposed solution and can help a salesperson refine a presentation.

Additionally, any references to the salesperson’s team and company should be contexted as “we” rather than “them;” each presentation should be unique; and any presentation should seek to inspire trust and ensure the salesperson has the prospect’s best interests in mind.

Kids These Days

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In 2014, there were over 77 million Millennials between 22 and 34 years of age. The number of Boomers is roughly the same. Each of these generations outnumbers the Gen Xers by about 68 percent. The large size of Generation Y suggests it is likely to have as significant an impact on the culture, and in particular on the workforce, as the Boomers did.

Since the 2008 financial crisis, a number of myths about Generation Y have emerged. The six most prevalent are:

  1. Millennials feel a sense of entitlement.
  2. Millennials expect to be rewarded, and even promoted, just for showing up.
  3. Millennials do not work hard.
  4. Millennials do not complete their work and will not take initiative.
  5. Millennials are casual and disrespectful.
  6. Millennials are not willing to do their part and pay their dues, and they want freedom, flexibility, and work-life balance as soon as they begin their careers.

To be able to work with and manage Millennials, Boomers and Gen Xers must discover the truths behind the myths. Additionally, Millennials must do their part to understand why their older coworkers are frustrated.

Generation Y is the first “digitally native” generation. Its members have grown up with technology touching almost every part of their lives. This technology has fostered a sense of immediate gratification. Technology has also contributed to a different concept of time and place for Millennials. They can connect with anyone at any time, and access any information they want when they want it.

Millennials are also the most educated generation in the workplace today. Caraher blames grade inflation by colleges and universities for a part of the problem concerning Millennials’ work ethic. Secondary education has labeled most Millennial graduates as above average and allowed for negotiation with grades and feedback. Such practices have not helped others’ reservations regarding this generation’s ability to get work done. Parental over-involvement also hinders Millennials’ job satisfaction and tenacity.

Given that Millennials will constitute nearly half of the workforce by 2020, companies need to understand, appreciate, and effectively work with them without changing their standards of performance.

Succeeding at Job Interviews

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The following characteristics and behaviors are likely to appeal to an interviewer:

*Being well-rounded, interesting, and curious about the world.

*Caring about more than just the specific job and showing interest in the entire business.

*Sharing a passion for something.

*Demonstrating a willingness to admit to mistakes and embracing them as learning opportunities.

*Having opinions on current affairs.

*Showing initiative.

Interviews provide individuals with opportunities to bring their experiences, qualifications, personalities, and unique skills to life. For the company, the interview is an opportunity to assess a candidate’s fit with company culture.

The techniques below can help ensure a successful experience before, during, and after the interview.

Before the Interview

Interviews are like class assignments–they require research. Candidates should spend time learning as much as possible about the company and the specifics of the job. The goal is to be able to have an intelligent and informed conversation about the company. They should practice these conversations with fellow students to get comfortable.

Candidates can learn about the interviewers from online sources like LinkedIn and Google. This research provides common ground and topics for conversation. They can anticipate questions that will be asked and develop responses in advance. Candidates should also come prepared to speak very specifically about their three top strengths, with reinforcing examples.

It is important to bring questions to the interview as well. This is another opportunity to show thought and interest in the company. Candidates should just be sure their questions have not already been answered elsewhere.

During the Interview

First impressions are very important. Candidates must dress professionally, be on time, behave politely, and use body language that reflects calm confidence. When invited to share information about themselves, candidates should present that information clearly and concisely, without rambling on. They should avoid the tendency to talk too much and too fast. In an interview situation less is always more.

Sometimes candidates will make mistakes when answering questions. In this scenario, they should keep calm and ask for the opportunity to restate an answer. Sometimes candidates will simply not have answers to certain questions. They should be honest and admit they do not have a good answer.

Candidates should ask questions that show interest in the company, not an interest in themselves, including questions that extend beyond the company to the industry and global affairs.

After the Interview

Candidates should always follow up with personal notes thanking interviewers for the opportunity to meet.

CREATE YOUR OWN UNIVERSE

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In the business world, individuals must attempt to understand their unique gifts and contributions and use that understanding to effect change in their organizations. This process requires self-reflection and having the determination to follow one’s “passion, imagination, and vision.”

Study–Finish What You Start

For many, the path to success begins with formal education. Lessons learned in that process can be applied to the business environment as well. Succeeding in college requires:

*Doing due diligence and carefully selecting the right school and program.

*Properly finishing what is started. Even if a class or program is dropped, it should be dropped in accordance with established procedures.

*Trusting one’s instincts about continued education (i.e., graduate school versus joining the workforce).

*Learning to love the concept of studying (education does not stop at the school doors).

The following practices will help make the most of the formal education experience as preparation for a successful career:

*Tailor curriculum to the business sector one seeks to join.

*Create a written plan for managing both school and non-school commitments.

*Develop and maintain a good study environment.

*Know and use one’s best learning style (i.e., auditory, visual, kinesthetic).

*Ask questions and build relationships.

*Gain experience and volunteer.

*Celebrate successes.

Networking for Novices

Networking is a business fundamental, and it is all about showing an interest in others. Networking can occur both in-person and online. The college campus offers abundant opportunities for networking. It is as easy as striking up a conversation with the person in the next seat in a lecture hall. Lastly, networking is mutual; it is not about getting something but about helping one another.

Students can build their networking skills by:

*Leveraging friends and family as resources for new contacts.

*Tapping online resources like LinkedIn to identify potential new connections.

*Spending time meeting people at face-to-face events like conferences, workshops, and social activities.

*Not being deterred by nerves; feeling nervous about meeting new people is natural.

*Creating personal business cards.

*Being real; authenticity should be at the core of everyone’s behavior.

*Remembering that networking is not an opportunity to brag; it is an opportunity to listen and share.

Get LinkedIn

A great networking first step is to create a LinkedIn profile. LinkedIn has become a highly regarded professional networking platform that regularly adds value for professionals, not only in terms of making connections that can further their career goals, but also in terms of idea and opinion sharing.

Some ways to make the most of the LinkedIn experience include:

*Posting a professional-looking photo.

*Creating a strong headline and summary statement (look at other profiles for examples).

*Maximizing experience, including volunteer and extra-curricular activities.

*Including education and related activities.

*Asking for endorsements from others (and endorsing them in return).

*Highlighting achievements, honors, and awards, but only if they apply to career goals.

*Getting recommendations from teachers, employers, and fellow students.

*Joining LinkedIn groups, companies, and influencers.

Creating a Résumé That Gets Read

A résumé is much more than a list of skills and achievements; it is a view into an individual’s personality. Revealing personality in a simple, meaningful, and engaging way is what will make an individual’s résumé stand out from the crowd. Some tips for creating a standout résumé include:

*Avoiding clichés.

*Proofreading carefully.

*Including a well-crafted cover letter that is job-specific, showcases personal achievements, matches key job requirements to personal qualities, and illustrates potential contributions.

*Listing all contact information.

*Syncing online profiles with the résumé; and keeping them professional.

Cognitive Learning

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Six cognitive strategy groupings can speed up learning, improve learner retention, and accelerate the learning process. Cognitive strategies are the

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Session with Anubha Maurya W and become Trainer and OD Professional with PRISM course

thought processes with which people study and learn. Unlike metacognitive skills, which are higher-level functions, cognitive strategies are applicable to specific, practical learning situations. Good learners use a variety of strategies in the classroom

The six cognitive strategies for learning are:

1. Clustering: The student arranges data for easier grasp and retention.

2. Spatial: The learner arranges information visually in a way that makes it easy to understand and remember, like organizing steps into a flow chart.

3. Advance organizers: The instructor provides brief introductory information that helps the learner visualize the upcoming coursework.

4. Image-rich comparisons: The learner utilizes analogies, metaphors, and literal comparisons that bridge past knowledge with new learning.

5. Repetition: Learners practice content until they learn it, as when students learn their multiplication tables.

6. Memory aids: Learners use words, letters, or images in easy-to-remember ways that enhance retention of more complex subject matter

TYPES OF TRAINING

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PRISM SESSIONFour types of training are most often used in formal settings:

1. Receptive training is a variety of “telling” learners the information. It assumes, perhaps dubiously, that students will have the ability to digest the coursework into useable knowledge and workplace skills. While receptive training has limitations, it does make learners aware of the material to be learned. It is most effective when used spariTypes of training session by ANUBHAngly for short instructional blocks.

2. Directive training depends on a leader/follower dynamic. The leader issues directions for the purpose of leading learners to new knowledge, but the students have little control. This method is most successful with a group composed of people with limited prior knowledge of the course materials.

3. Guided discovery training depends on a more equitable partnership between trainer and trainee. Learners plunge into hands-on or problem-solving activities right away. The teacher provides direction, but the learners are responsible for discovering what to do and how to do it.

4. Exploratory learning in this advanced-level training method, the trainer creates the learning environment and the learners take control of the experience, setting their own goals and strategies.

These four types of learning mirror a natural progression of learner sophistication. For best results, the creative trainer will mix and match the methods, remembering to use receptive training sparingly, if at all.

10 HABITS for TIME MANAGEMENT

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Ten Habits That Promote Time Efficiency 

1. Start the day early. Since most people are more productive in the morning, Zeller recommends getting up a half hour to an hour earlier than usual.

2. Plan for the next day. Allocate time each evening to set up for the next day. Planning should incorporate both personal and work obligations.

3. Pay attention to health issues. Eat a healthy diet and have small frequent meals throughout the day to maintain energy. Exercise is also important. Scientific research proves that exercise stimulates chemicals that promote positive thoughts. Also be sure to get enough sleep each night.

4. Set aside downtime. Like children, adults also need unstructured blocks of time.

5. Plan meals for the week. Consider planning meals just once a week. This prevents wasting time each day deciding what to eat.

6. Delegate almost everything. Determine which tasks are most important and then delegate everything else.

7. Say no more often. There are countless demands on people’s time. It is essential to protect work and pastimes from other less important tasks. Say no when asked to take on activities that do not align with your goals.

8. Always use a time management system. The best way to retain time management skills is to adopt a system for managing time.

9. Simplify life. Owning and maintaining possessions is time consuming. Zeller recommends that people consider how their material items align with their goals. Objects that do not support one’s goals should be discarded.

10. Begin every day at zero. Leave mistakes, disappointments, and failures in the past. Things that happened yesterday need not affect the outcome of today.

TIME MANAGEMENT TECHNIQUES

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A variety of time management techniques that can be used by people in different professional roles, as well as at home.

Leadership Session with Service Sector by Anubha

Leadership Session with Service Sector by Anubha

1. Link time management to life goals. Clear goals create a sense of urgency that motivates people to accomplish more in less time.

2. Establish a time management system. This includes prioritizing goals and using techniques like time blocking, organization, and electronic tools to manage one’s time.

3. Handle time management challenges. Strive to avoid interruptions and to overcome procrastination. Consider using Zeller’s six step system for faster decision-making.

4. Work more efficiently with others. When organizing or attending meetings, prepare in advance. Determine how much time to spend meeting with customers and prospects, based on their potential return.

5. Recognize job specific time management challenges. Different types of employees face unique challenges related to time management. This includes administrative staff, sales people, business owners, and executives.