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Communication Archive

How to Make Your Stories More Visual

Patricia Fripp once said to me, “Craig, people will not remember what you say as much as they will remember what they see when you say it.” In other words, we have to make our speeches very visual in order to have the deepest impact. Here are 3 ways to accomplish this: 1) Put your […]

What do Texas Hold ‘em and Communication Skills have in common?

According to Dr. Albert Mehrabian, when the words you speak, the tone of voice you use and your portrayal of body language are not in complete alignment, your message becomes less believable.

Death by Coconut

We hear a lot about “Death by PowerPoint” (a business phenomenon caused by poor design and delivery of slides). However, in the last 50 years, there are more documented deaths (8) that occurred from coconuts falling from trees and striking people on the head, than people dying during a PowerPoint presentation (0). Maybe we should […]

“Dear Younger Me…” – 5 Things I wish I knew as a young Sales Professional

I was driving and listening to the radio (KLOVE) when a song by Mercy Me started. It gripped me from the opening line. “Dear younger me, where do I start?…”The song itself is powerful and it made a lasting impression on me because it made me think. I’m 30 years out of high school and […]

Part 3 of 3: How to Turn Your Presence into LEADER Presence

“How is leader presence any different from normal presence?” My student asked this question immediately after I defined the two elements that make up a first impression; your perceived confidence and your approachability. My student persisted with a follow up question before I could even respond, “I mean, isn’t your presence just these two things, […]

Part 2 of 3: FIVE Ways to Develop Leadership Approachability

The conference call went silent for only a second while she was thinking. Then my boss said, “Russ can be there. Set up the meeting.” Well, it looks like I was about to book a flight to Boston from Houston. Without any thought to my personal schedule, my pregnant wife, or my 2-year-old son. I’m […]

Leaders Want These Two Skills In 2018

I’ve noticed a trend in our customers’ professional development requests. This trend began about 4 years ago. What I found interesting was that each customer was working on the same specific need. This specific need was actually created by an entire generation. That generation is the Baby Boomer Generation. The Coming Storm Baby Boomers are retiring […]

Four questions to answer before speaking to any audience

It was “Meet the Teacher Night” at the High School for my wife and I before the school year started.  My son was an incoming freshman this year.  My wife and I made our rounds from one classroom to another, following my son’s new class schedule.  We were excited for him starting this next chapter in his […]

CABA can answer the WAILs of your Audience

“The human brain starts working the moment you are born and never stops until you stand up to speak in public.” – George Jessel Tomorrow is the big presentation in front of your boss. You just put the final touches on some magnificent PowerPoint slides and now it’s time to think about how you will […]

Why do so many salespeople love to fish?

There is little doubt in my mind that if you have been in sales for any period of time you have heard the analogies or metaphors relating “prospecting” and “selling” to the sport of “fishing.”

Congruent Communication

“The single biggest problem with communication … is the illusion that it has been accomplished.” – George Bernard Shaw Many years ago I played for a coach who used a technique to motivate players through fear.  He would produce this fear by using verbal, visual and vocal communication. His face strained, his face flushed, eyes […]

Finding Your Snowman

“The will to win, the desire to succeed, the urge to reach your full potential… these are the keys that will unlock the door to personal excellence.” – Confucius Harry de Leyer was late to the auction on that snowy day in 1956, and all of the good horses had already been sold. The few […]

The Persuasive Weapon of Counter-Arguing

When we make persuasive presentations or write proposals, our gut reaction is usually to hide any flaws in our logic and minimize any doubts the audience may have in our appeals. But what if, instead of dancing around the audience’s issues, you shine a spotlight on them? What if you took the words right out of their mouths and then provided a compelling answer to their doubts? That’s the art of counter-arguing.

Fear Factor

“If you are prepared you will not fear.” When I first heard the saying, “If you are prepared you will not fear”, I thought it was the answer to all causes of concern and fear.  Yet, we continue to observe situations like the following: A senior manager briskly moves to the front of the room […]

Stressed, me? Do I look Stressed?

With all of the pressures placed on us, it appears that some form of stress will be inevitable for everyone. If you talk to ten people today and ask them each if they have experienced any stress in the past week, my guess is that you will get 10 out of 10 that will say “Yes.” Stress exists because of the pressures applied to us by ourselves, others and by our situation or circumstance. Learn how to manage stress before it manages you!

Three levels of persuasive conversations

Why does everyone think the best salesperson is always the best “talker?” It’s as if that is the only skill needed to be a good salesperson? In my 18 years of experience in sales and sales management, I have not found that to be true. Some of the successful salespeople I have observed were good talkers, but oftentimes, they were not the best speakers. In fact, the most successful salespeople I have met were not the best talkers at all. They held a much more valuable selling skill, persuasive questioning.

Don’t Let Coaching Become Discouragement

The job of a leader is to properly manage their resources to produce the greatest return on investment for the organization. Developing employees is a cornerstone to improving the performance of an organization. As the manager of a team, developing employees will be done through consistent communication and ongoing coaching. When should coaching conversations take place? What should you do before, during and after a coaching session?

Appreciation for Communication… the Human Dilemma

Why is it that poor communication seems to be at the root of so many issues? Why do 97% of Fortune 500 executives believe that communication played a key role in the advancement of their career? There is actually a simple answer to these questions: Communication is everyone’s dilemma, but if properly mastered, it can be one of our leading strengths.

What’s your name again?

According to a 1998 study at Yale University, the most persuasive word in the English language is a person’s name. When you can remember someone’s name, it establishes a foundation of trust and respect, while making you appear highly knowledgeable and credible. People love the sound of their own name, and hearing it out loud makes people feel comfortable.

Communication Factors

When you communicate face-to-face, people receive information through what you say verbally, how you sound vocally, and how it appears visually. The entire package must be synchronized for maximum benefit.

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