8 essential skills to accelerate your career 2011 zafar
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Presentation on how to succeed at work. How to get ahead inside a company. Given by Berkeley business school faculty member Naeem Zafar this presentation will help professionals succeed in their professional lives. Given at www.OPENsvforum.org on June 2011TRANSCRIPT
The Art of Pitching
Accelerating Your Career: Eight Essential SkillsNaeem ZafarCharter Member OPENCEO Bitzer MobileUniversity of California Berkeley-Haaswww.NaeemZafar.com Twitter: @naeem*[email protected] rights reserved 2011
Personal BackgroundFaculty at Univ of Calif Berkeley Haas business schoolMentor/Advisor to entrepreneursCEO of 4 companies (semiconductor & software)Worked in engineering, research, marketing & salesExperience at one large multinational & 6 startupsOne IPO (Initial Public Offering)Wrote six eBooks on entrepreneurshipRaised over $70M in multiple ways (VC, asset sale, debt, angel)Traveled to 74 countries, lived in 3Brown University 81, Univ of Minnesota MSEECharter member of TiE Silicon Valley President of OPEN Silicon ValleyAdvised or mentors over 1,000 entrepreneurs [email protected]*All rights reserved 2011
Professional CareerCareers have to be planned & managed carefullyWhy some people get way ahead?
[email protected]*All rights reserved 2011
Lucky?The more prepared I am, the luckier I [email protected]*All rights reserved 2011
Common MistakesNot taking career seriouslyNot managing your careerNot willing to put in the extra timeFly without a map, or any instrumentsChasing the titleNot nourishing your mind!Not investing in developing new [email protected]*All rights reserved 2011
Eight Essential Skills & TechniquesRelating to your bossThe art of timingThe art of networking Nurture your power/influence baseMastering communicationLearn to sellMagic of the incognito modePlan the chess move
[email protected]*All rights reserved 2011
1: Relating to Your ManagerYour only job is to make your boss look goodPick a boss with upward momentumAsk what can I do to make your life [email protected]*All rights reserved 2011
2: The Art of TimingWhen is the best time to join a project?When is the best time to speak up in a meeting?When is the time to offer to help another coworker or [email protected]*All rights reserved 2011
3: [email protected]*All rights reserved 2011
Why People NetworkPeople do business with you because they like youFind co-founders, advisors, mentors
Be [email protected]*All rights reserved 2011
Networking in Real WorldHow do you know you are networking at a party or professional gatheringWhat is equivalent to hello in [email protected]*All rights reserved 2011
Get to Know OthersCarry your business cardHave a single tag line that defines yourWhere should people put you in their brainAlways carry a penAsk people about themselvesPeople love to talk about [email protected]*All rights reserved 2011
Building Networked RelationshipNetworking takes effortYou have to make several emotional deposits into your account before you can make a withdrawal
[email protected]*All rights reserved 2011
4: Discover the Power BaseCompanies go through [email protected]*Starting upStart sellingproliferationStead growthProd DevengineeringSalesMarketingFinanceAll rights reserved 2011
Spot the MoversWhose career is acceleratingCatch the tail windThe Hollywood [email protected]*All rights reserved 2011
Your Influence BaseWhat makes some people the chosen oneEarn trustDo a bit more than others when the situation demands it & visibility is highBe ready to step up (dont be overloaded)Listen more than you talkLearn the executive demeanorAll rights reserved [email protected]*
5: Communications [email protected]*Essential to your professional success& personal relationship success as wellLearning to present well will help throughout your careerBe open!& true
All rights reserved 2011
Forms of CommunicationPresentationEmailsMeetingsPhone [email protected]*All rights reserved 2011
You Are The Message!It is not about PowerPointYou are the message Use aids only as neededHave your message ready & crispClarity must exist in your mind*[email protected] rights reserved 2011
Say it with [email protected]*All rights reserved 2011
Most Important AspectClarityClarity of thought: you need fewer words to express it if you are clear [email protected]*All rights reserved 2011
Favorite QuotePerfection is not when there is nothing left to add, but when there is nothing left to take [email protected]*All rights reserved 2011
EmailsPay attention to title of emailWill it grab attention, will they open itState purpose Need an action, need approval, FYIThen provide supporting materialSalutation sets the right tonePay attention to cc list The curse of reply [email protected]*All rights reserved 2011
Email CommunicationUse email to deliver good news, ask questions, summarizeNever deliver bad news on emailKeep it succinct (1-2 blackberry screens)Carefully examine title, recipients on each [email protected]*All rights reserved 2011
6: Selling [email protected]*Sales is nobleMost engineers hate sellingSelling is considered deceitfulGood selling never isAll rights reserved 2011
You Are Always Selling!Selling your ideaSelling a job offerSelling an idea for vacation to spouseSelling a trip to dentist to your [email protected]*All rights reserved 2011
Selling is Not What You Think!American hate to be sold!But Americans love to [email protected]*All rights reserved 2011
Demystify SellingSelling is not tricking them to buyIs not coercing them to buyJust lay out the facts and educate them Let the customer come to conclusion they want to select your option once they feel educatedBe their advisor- earn their [email protected]*All rights reserved 2011
[email protected]*All rights reserved 2011
[email protected]*The B2B Sales ProcessCreate a comfortable environment by asking permission to ask questionsAsk questions to understand their painShut up and listen to answers, take notesExplain how your product or service fills their needs but only if it doesAll rights reserved 2011
Sales Different from Marketing?Sales is listeningIt is putting your knowledge to solve others problem
[email protected]*All rights reserved 2011
[email protected]*Sales 101Tell prospects about benefits of your offeringAsk if any of these resonate with themIf not, then ask what wouldThen listen as they just told you how to sell to themAll rights reserved 2011
7: Incognito ModeDo the job of what other VPs need & cannot get from their own peopleMust stay incognitoYou are making emotional [email protected]*All rights reserved 2011
8: Mastering The Next Chess MoveClarity on a career planSeek advisors & mentors Look for seismic shifts & be ready to be discoveredHave executive demeanorAct like you are in the next [email protected]*All rights reserved 2011
Eight Essential Skills & TechniquesRelating to your bossThe art of timingThe art of networking Nurture your power/influence baseMastering communicationLearn to sellMagic of the incognito modePlan the chess move
[email protected]*All rights reserved 2011
SummaryLearning how to think clearly & present in a way that people will get it is probably THE most important business skillMake emotional deposits before attempting withdrawalHearing is voluntary, listening is not!
Twitter: @naeem
[email protected]*All rights reserved 2011
www.startup-advisor.com All rights reserved Naeem Zafar
*www.FiveMountainPress.com Books by Naeem ZafarDownload them on Kindle, iPad or iPhonePurchase them on www.FiveMountainPress.com or www.NaeemZafar.comLook for them on www.Amazon.com as hard copy books
**All Rights Reserved (c) Naeem ZafarBizEducationWorkshops.com & ConcordiaVentures.com