TERRY O’REILLY ~ HOW TO MAKE A PERSUASIVE PRESENTATION ~ THIS I KNOW ~ 2017

~ TFRI:KYA-YHTHADUO-WYATT-IOTBR ~ The First Rule Is: Know Your Audience – You Have To Have A Deep Understanding Of – Who You Are Talking To – In Order To Be Relevant

~ YHTUTDOTR-TAAPATDPTWBJYW-KWTPR-AGD-ODTGLSFIOL? ~ You Have To Understand The Dynamics Of The Room – The Agendas At Play And The Differing Personalities That Will Be Judging Your Work – Know Where The Power Resides – A Group Decision – Or Does The Green Light Sit Firmly In One Lap?

~ YHTBIYW-YHTHADCAI ~ You Have To Believe In Your Work – You Have To Have A Deep Conviction About It

~ CAAOA-TCOTRWA-E-C-T-DSIBOAJ;JTLARHB ~ Create An Atmosphere Of Approval – Take Control Of The Room With An – Easygoing – Confident – Tone – Don’t Slip Into Business-Ese Or Advertising Jargon; Just Talk Like A Real Human Being

~ PNS-LAGS-APN-AB-AM-A-AE ~ Presentations Need Structure – Like Any Good Story – A Presentation Needs – A Beginning – A Middle – And – An End

~ PTE-IMW-T-E-SMT-LU-E-W-C-WYFTITRI-P ~ Prepare The End – In Many Ways – The – Epilogue – Should Mirror The – Lead-Up – Explain – With – Confidence – Why You Feel This Is The Right Idea – Period

~ NLTBS-SIFAPSLF ~ Never Let There Be Silence – Silence Immediately Following A Presentation Smells Like Fear

~ NTACWTT ~ Never Tell A Client What To Think

~ SI-TL-WYGAAIAM-ITFL-DBTKOPWCT-Y-FAA ~ Sell It – That’s Lunch – When You Get An Approval In A Meeting – It’s Time For Lunch – Don’t Be The Kind Of Presenter Who Can’t Take – Yes – For An Answer – If It’s Sold – Move On

TERRY O’REILLY ~ THIS I KNOW ~ 2017

~ WBAYRI?-TMIMQYASY-UYCAIC-YMWALF ~ What Business Are You Really In? – The Most Important Marketing Question You Can Ask Yourself – Until You Can Answer It Correctly – Your Marketing Will Always Lack Focus

~ ATOBIT-WYSAWPBAAATDT-C-LTSP-C-LTBS-WSR-TDOECBMA ~ A Truism Of Business Is That – What You Sell And What People Buy Are Almost Always Two Different Things – Companies – Look To Sell Products – Customers – Look To Buy Solutions – While Seemingly Related – The Definitions Of Each Can Be Miles Apart

~ TBMATBL ~ The Best Marketers Are The Best Listeners

~ MCCAWTWTS-YHTATRQTPTRA-TCTTTD-WTRWTBFY-AITAATA ~ Many Clients Can’t Articulate What They Want To Say – You Have To Ask The Right Questions That Prompt The Revealing Answers – The Clues To Their True Desires – What They Really Want To Buy From You – Are In Their Adjectives And Their Adverbs

~ YSBATSUTDPOYCIOCS-YCDPCBAP ~ You Should Be Able To Sum Up The Driving Principle Of Your Company In One Compelling Sentence – Your Core Driving Purpose Cannot Be A Paragraph

~ TTOMIAN-EEIR-IANABDRUTIOOPSPL ~ The Task Of Marketing Is A Never-Ending Exercise In Reduction – It’s About Honing A Briefing Document Repeatedly Until There Is Only One Powerful Selling Point Left

~ S-C-M-AW ~ Simple – Clear – Messages – Always Win

~ EP-DAITS-ITBTITFAETGFTFFTTS ~ Elevator Pitch – Describe An Idea To Someone – In The Brief Time It Takes For An Elevator To Go From The First Floor To The Second

~ EP-YAGUTEOOS-YCIGDTEOTO-A-TTYHITFSYAPEO ~ Escalator Pitch – You Are Going Up The Escalator On One Side – Your Customer Is Going Down The Escalator On The Other – And – The Time You Have Is The Few Seconds You Are Passing Each Other

~ A-EP-IA-FC-IIYETCOYO-WI-YS-YM-OME-YEC-HNF-NBATCOTL ~ An – Elevator Pitch – Is About – Forced Clarity – It Insists You Encapsulate The Core Of Your Offer – Without It – Your Story – Your Marketing – Or Maybe Even – Your Entire Company – Has No Focus – No Bubble At The Centre Of The Level

~ EACEOSEFT-F-S-O-T-TM ~ Everything A Company Embarks On Should Emanate From That – Fist-Slamming-On-The-Table Moment

~ T-EP-TI-AL-W-THGF ~ The – Elevator Pitch – Turns Into – A Lighthouse – Whenever – The Horizon Gets Foggy

~ WWTFI? ~ What Was The Founding Insight?

~ T-O-LP-FYTA-TCI-OFYTATIO-TWAEPISC-IAMDTOBWIHG ~ The – One-Line Pitch – Forces You To Articulate – The Core Idea – Or Forces You To Admit There Isn’t One – That’s Why An Elevator Pitch Is So Crucial – It’s A Metal Detector That Only Beeps When It Hits Gold

~ ASWI-WOTSOB-ICORP ~ A Sharply Worded Idea – Whetted On The Stone Of Brevity – Is Capable Of Remarkable Persuasion

~ EIYCIDW-CRY-EP-WMICOEBL ~ Even If Your Company Is Doing Well – Constantly Refining Your – Elevator Pitches – Will Make It Capable Of Even Bigger Leaps

~ LF-AGITM-TDITI-AMITG ~ Look For – A Gap In The Market – Then Determine If There Is – A Market In The Gap

~ TTSTIS-ITMTFYMITG-NJIUI-EITD-IPF-TB ~ The True Secret To Influencing Someone – Is To Make Them Feel Your Message In Their Gut – Not Just Intellectually Understand It – Emotion Is The Differentiator – If People Feel – They Believe

~ I-YBSWAB-WYRI? ~ If – Your Brand Story Were A Book – Would You Read It?

~ T-ATGI-A-TATST-POTPCF-TFR-BOAHCD-TS ~ The – Ability To Generate Ideas – And – The Ability To Sell Them – Plenty Of Talented People Can Fulfill – The First Requirement – But Only A Handful Can Deliver – The Second

~ TJOCT ~ The Joy Of Counterintutive Thinking

~ GMIATL-C-OOTBWTDCSITCDTOTTMNS ~ Great Marketing Is About Taking Leaps – Clearly – One Of The Best Ways To Develop Counterintuitive Strategies Is To Consider Doing The One Thing That Makes No Sense

~ II-TRM-AATRP-AETRT? ~ Is It – The Right Message – Aimed At The Right Person – At Exactly The Right Time?

~ TBWTB-HITM-IT-SSIAUV-PWET ~ The Best Way To Be – Heard In The Marketplace – Is To – Say Something In A Unique Voice – Paired With Exquisite Timing

~ DUSMAAOTS-NE ~ Don’t Use Social Misfortune As An Opportunity To Sell – No Exceptions

~ DNLYBIWTF ~ Do Not Let Your Biases Interfere With The Feedback

~ UYCSBAEJ ~ Understanding Your Customers Should Be An Endless Journey

~ TRKTWAEITMYES ~ The Real Key To Winning An Election Is To Mobilize Your Existing Supporters

~ LPBC ~ Language Precedes Behaviour Change

~ GIAV;GIE ~ Gambling Is A Vice; Gaming Is Entertainment

~ ANCFLASISS-IHTPAEDTDCTMF-RT-ASNSPPWAC ~ A Nudge Can’t Feel Like A Stone In Someone’s Shoe – It Has To Present An Easy Decision That Doesn’t Create Too Much Friction – Remember Too – A Smart Nudge Still Presents People With A Choice

~ OAOTFNS-A-TSIUHITO ~ Obstacles Are Opportunities To Find New Solutions – And – The Solution Is Usually Hiding Inside The Obstacle

~ TP-PICSO ~ Turn – Pain-Points – Into Customer Service Opportunities

~ LDVL ~ Little Details Create Loyalty

~ BPHHOTAAETS-SOACAOGUU-B-WTPAT-TOTSTA-B ~ Big Problems Have Horns On Them And Are Easy To Spot – Small Ones Are Camouflaged And Often Go Unremarked Upon – But – While These Problems Are Tiny – The Opportunities To Solve Them Are – Big

~ AFTIWF-TWATPFL-N-R-N-IMIT-YCC ~ Always Fix The Internal Workings First – Then Worry About The Public Face Later – Nothing – Repeat – Nothing – Is More Important Than – Your Company Culture

~ S-WDYSF?-IYHTATQQ-YHTHABP ~ So – What Do You Stand For? – If You Have Trouble Answering That Question Quickly – You Have A Branding Problem

~ LFTEOTFFOTT ~ Listen For The Echo Of The Founder’s Fist On The Table

~ IYWDYB-TWWHDIFY-AYDWT ~ If You Won’t Define Your Brand – The World Will Happily Do It For You – And You Don’t Want That

~ 25/8 ~ 25/8

~ MIT ~ Marketing Is Theatre

~ DWADT-SOTL ~ Don’t Whisper A Dozen Things – Say One Thing Loudly

~ TOEMMAS-M ~ The Only Effective Marketing Messages Are Single-Minded

~ CIAA-CGA-CATM ~ Creativity Is An Amplifier – Creativity Gets Attention – Creativity Amplifies The Message

~ DNAACTTAC-CIAS-TP ~ Do Not Assign A Creative Task To A Committee – Creativity Is A Small-Team Pursuit

~ C-SNB-CBTPOG-DOBACOV-O-SBA ~ Creativity – Should Never Be – Clouded By The Politics Of Groups – Drowned Out By A Cacophony Of Voices – Or – Smothered By Agendas

~ BGAEAIACI-BGWCAIF-TJNGACUWO ~ Big Groups Are Excellent At Implementing A Creative Idea – Big Groups Will Carry An Idea Far – They’re Just Not Good At Coming Up With One

~ RTWPPA ~ Reward Those Who Pay Particular Attention

~ GCRI ~ Great Companies Reward Instinct

~ TIASHIAE ~ There Is A Solution Hiding Inside Absolutely Everything

~ AIAA ~ Advertising Is An Art

~ MRAMTBB ~ Marketing Rules Are Meant To Be Broken

~ MSBAJ ~ Marketing Should Be A Joy

SCOTT GALLOWAY ~ THE FOUR ~ 2017

~ ZS ~ Zero Sum

~ CTISMTTATCTLIOTCAHTCD ~ Customers Trust It So Much That They’re Allowing The Company To Listen In On Their Conversation And Harvest Their Consumption Data

~ WTFODOO:PS ~ Without The Friction Of Deciding Or Ordering: Prime Squared

~ TMRLIIH ~ The Most Robust Logistics Infrastructure In History

~ S-TTTWSTPTT-E-C-IF-IN-STAD-B-TMC-A-IT-TBTSTO-GCAIN ~ Stores – Those Things That Were Supposed To Perish Thanks To – E-Commerce – In Fact – It’s Not – Stores That Are Dying – But – The Middle Class – And – In Turn – The Businesses That Serve That Once-Great Cohort And Its Neighborhoods

~ T’ME’-ATWIA-W-S-A-BAM-ICTS ~ The – “Multichannel Era” – A Time When Integration Across – Web – Social – And – Brick And Mortar – Is Crucial To Success

~ CWT-S-T-A-F-P ~ Customers Want To – See – Touch – And – Feel – Products

~ BE-CDW-IEV-ANPE-CFWSLT ~ Because E-Commerce Doesn’t Work – Isn’t Economically Viable – And No Pure E-Commerce Firm Will Survive Long Term

~ FAFSCABN ~ Fewer And Fewer Searches Contain A Brand Name

~ DTPAR ~ Doesn’t Talk Publicly About Robotics

~ ME-ALIT-LPPAB-T-DJBOMFL ~ Most Entrepreneurs – At Least In Tech – Leverage Processing Power And Bandwidth – To – Destroy Jobs By Offering More For Less

~ POSHJGUADWTBOTTFOHTSAMC? ~ Perhaps Our Society Has Just Given Up And Doesn’t Want The Burden Of Trying To Figure Out How To Sustain A Middle Class?

~ WCPAS ~ Warehouses Currently Posing As Stores

~ TCAI-CO-TM ~ Throwing Cash At It – Courtesy Of – The Markets

~ NH-T-S-T-O-R-T-C ~ Nobody Has – The – Scale – Trust – Cheap Capital – Or – Robots – To – Compete

~ O-G-IOOT-DS ~ Obviously – Grocery – Is One Of Those – Doomed Sectors

~ TBOTF-TR-ATWF-TU ~ The Best Of Time For – The Remarkable – And The Worst For – The Unremarkable

~ CNLGTSFP-TGTSFP-E ~ Consumers No Longer Go To Stores For Products – They Go To Stores For People-Experts

~ AOMUFG ~ Attractive Objects Make Us Feel Good

~ VI ~ Vertical Integration

~ RPAMHTACOE-TGE-AROTSDC-TWIEFLBTPGBTMMP ~ Rich People Are More Homogeneous Than Any Cohort On Earth – The Global Elite – A Rainbow Of The Same Damn Color – That’s Why It’s Easier For Luxury Brands To Permeate Geographic Boundaries Than Mass Market Peers

~ M-TBIEFTSOTPFTOCRBTA-NOTH ~ Meanwhile – The Billions In Earnings From The Sale Of These Products Follow Their Own Circuitous Routes Back To A – Network Of Tax Havens

~ IYWTSEHAAP-PLI-YHTSTLOLI-TI-IST-UBL-WAY’G’SAYBAC-YCSAAITS ~ If You Wanted To Sell Electronics Hardware As Premium-Priced Luxury Items – You Had To Sell Them Like Other Luxury Items – That Is – In Shining Temples – Under Brilliant Lights – With Ardent Young “Genius” Salespeople At Your Beck And Call – You Could Sell Almost Anything In That Store

~ EFITO$10B-I-S-A-BSB-EO$10BTF ~ Every Firm In Tech Over $10 Billion – Is – Suing – And – Being Sued By – Every Other $10 Billion Tech Firm

~ INTSTAD-BTMC-ATSST ~ It’s Not Stores That Are Dying – But The Middle Class – And The Stores Serving Them

~ DTU ~ Denting The Universe

~ T-C-T-MAASG-BIRACS ~ The – Cartel – That – Masquerades As A Social Good – But Is Really A Caste System

~ The Future Belongs To The Creative Class – Who Can Envision – Form – Function – And – People – As Something More – Beautiful And Inspiring – With Technology As The Enabler

~ RMUH ~ Relationships Make Us Happier

~ LITFOIATDANOIWHWP ~ Love Is The Function Of Intimacy And The Depth And Number Of Interactions We Have With People

~ IETBS-EWAOT-S-P-FN-A-G ~ It’s Easy To Be Skeptical – Especially With All Of The – Self-Promotion – Fake News – And – Groupthink

~ C-TF-HIT-TUOTPISG-TTA-WTESRTTDAP ~ Customers – Thus Far – Have Indicated That – The Utility Of These Platforms Is So Great – That They Are – Willing To Endure Substantial Risk To Their Data And Privacy

~ SONAI ~ Safeguards On Networks Are Insufficient

~ IYCAC-PAAOASN-YDTHYPV-BIWI ~ If You Carry A Cell Phone And Are On A Social Network – You’ve Decided To Have Your Privacy Violated – Because It’s Worth It

~ NWTSTTNBT ~ Nobody Wanted To Sleep Through The Next Big Thing

~ EO-F-C-JE-CD-ATKOS-TALOW-A-IDP ~ Editorial Objectivity – Fact-Checking – Journalistic Ethics – Civil Discourse – All That Kind Of Stuff – That’s A Lot Of Work – And – It Dents Profits

~ LNNTFN ~ Legitimate News Next To Fake News

~ TT-P-WNMTACFTRFTDTD ~ The Term – Platform – Was Never Meant To Absolve Companies From Taking Responsibility For The Damage They Do

~ IETFPT-TCTTBF ~ It’s Easier To Fool People – Than To Convince Them They’ve Been Fooled

~ RST-WWCIDBDSP-WADBDSNF-B/A/S ~ Research Shows That – What We Click Is Driven By Deeply Subconscious Processes – We Are Driven By Deep Subconscious Needs For – Belonging / Approval / Safety

~ B-AI-HBAW-IPBH-TSTMCC-IPA-C/N/TOS ~ But – AI – Has Biases As Well – It’s Programmed By Humans – To Select The Most Clickable Content – It’s Priorities Are – Clicks / Numbers / Time On Site

~ AI-IIODFN-OABTSI-BOO-OHFCCAIASIFON-AHHOTSOC ~ AI – Is Incapable Of Distinguishing Fake News – Only At Best To Suspect It – Based On Origin – Only Human Fact Checkers Can Ascertain If A Story Is Fake Or Not – And How High On The Scale Of Credibility

~ HE-WIC-WDSTUCDT? ~ Human Editors – Would Introduce Cost – Why Do Something The Users Can Do Themselves?

~ AGMTUOAO-SWGNEW ~ As Greek Mythology Teaches Us Over And Over – Sleeping With Gods Never Ends Well

~ TW-A-S-A-TC-IACH-TIM-TWWA-L-T-A-S-W-IF-G ~ They Were – Arrogant – Smug – And – Totally Convinced – In A Classic High-Tech Industry Mistake – That What Was Also – Luck – Timing – And – Success – Was – In Fact – Genius

~ SIACCOH-GTF ~ Stealing Is A Core Competence Of High-Growth Tech Firms

~ TS-C-FMA-IUNAA ~ The So-Called – First-Mover Advantage – Is Usually Not An Advantage

~ S&P ~ Steal And Protect

~ NS/JB-BYI-OTSIBTY ~ Not Stealing / Just Borrowing – Borrowing Your Information – Only To Sell It Back To You

~ ‘VFS’ ~ “Valuable Free Services”

~ I-LTROU-DWTB-A-U-A-WP-RWP-IWTBE ~ Information – Like The Rest Of Us – Desperately Want To Be – Attractive – Unique – And – Well Paid – Really Well Paid – Information Wants To Be Expensive

~ THIAVM-W?-BMOOA-IIP-ADBE ~ The Heart Is A Vast Market – Why? – Because Most Of Our Actions – Including In Purchases – Are Driven By Emotion

~ I-S-ASS? ~ Is – Search – A Skill Set?

~ TNMIBT-AIW ~ The New Marketing Is Behavioural Targeting – And It Works

~ TOL/MOS ~ Thousands Of Lords / Millions Of Serfs

~ SL-T-P-N-O ~ Stay Loyal – To – People – Not – Organizations

~ DFYP-FYT-DWYAGA(E)-ACTBGAI-YDHTLI-JDHI-IPTYFGTG-TRACYWCWMYSTLI ~ Don’t Follow Your Passion – Follow Your Talent – Determine What You Are Good At (Early) – And Commit To Becoming Great At It – You Don’t Have To Love It – Just Don’t Hate It – If Practice Takes You From Good To Great – The Recognition And Compensation You Will Command Will Make You Start To Love It

~ IYKPF-YBLPTD-TMC-SB ~ If You Keep Physically Fit – You’ll Be Less Prone To Depression – Think More Clearly – Sleep Better

~ AFAGH ~ Ask For And Give Help

~ YNTAFHIYPOBS ~ You Need To Ask For Help If You Plan On Being Successful

~ PES-HO-AAFWPOHWYLEI-IAJFG ~ Plant Enough Seeds – Helping Others – And A Few Will Pay Off Hugely Where You Least Expect It – It Also Just Feels Good

~ TMOB ~ The Myth Of Balance

~ AT-IP-ADJ-TIP-B-TC ~ Avoid Taxes – Invade Privacy – And – Destroy Jobs – To Increase Profits – Because – They Can

~ ASNOH-PJ-AEEIFOTS ~ A Small Number Of High-Paying Jobs – And Everybody Else Is Fighting Over The Scraps

DAN SCHAWBEL ~ TIPS FOR NETWORKING ~ PROMOTE YOURSELF ~ 2013

~ L ~ Listen

~ BGIIO ~ Be Genuinely Interested In Others

~ NE-NJAW ~ Network Everywhere – Not Just At Work

~ BP ~ Be Proactive

~ FOYCNF ~ Focus On Your Current Network First

~ UYCCTHYEYN ~ Use Your Current Connections To Help You Expand Your Network

~ UCIOSTKOC ~ Use Common Interests Or Settings To Kick Off Conversations

~ DBAS ~ Don’t Be A Snob

~ BAC ~ Become A Connector

DAN SCHAWBEL ~ NEW WORKPLACE – NEW RULES ~ PROMOTE YOURSELF ~ 2013

~ YJDIJTB-YHTDALMTWYGHTD ~ Your Job Description Is Just The Beginning – You’ll Have To Do A Lot More Than What You Got Hired To Do

~ YJIT ~ Your Job Is Temporary

~ YGTNALOSYBDHRN ~ You’re Going To Need A Lot Of Skills You Probably Don’t’ Have Right Now

~ YRITSGAYH ~ Your Reputation Is The Single Greatest Asset You Have

~ YPLINP ~ Your Personal Life Is Now Public

~ YNTBAPPINM ~ You Need To Build A Positive Presence In New Media

~ YNTWWPFDG ~ You’ll Need To Work With People From Different Generations

~ YGCCF ~ Your Boss’s Career Comes First

~ TOWTMCW ~ The One With The Most Connections Wins

~ R-TROO-AITIOPTCYLFTB ~ Remember – The Rule Of One – All It Takes Is One Person To Change Your Life For The Better

~ YATF ~ You Are The Future

~ EIFENJBO ~ Entrepreneurship Is For Everyone Not Just Business Owners

~ HAO-AAI-RYV-DOI ~ Hours Are Out – Accomplishments Are In – Realize Your Value – Deliver On It

~ YCIIY-NYE-BAFYOCATCOYOL ~ Your Career Is In Your Hands – Not Your Employer’s – Be Accountable For Your Own Career And Take Charge Of Your Own Life