How to Work with Facts and Opinions • PODCAST

How to Work with Facts and Opinions • PODCAST

 


 

Click here for Tony Mayo's podcastFacts are useful. Opinions help, too. Knowing one from the other will help you get more work done with more people. Here’s why.

Just click here to listen now or subscribe on your device using Apple’s Tunes, Android, and other podcatchers to have this and all new episodes placed on your device as they become available.

 

 


 

TRANSCRIPT: (more…)

Top Executive Coaching Newsletter Directory

 


 

CEO Executive Coach Tony Mayo has shared a great deal of practical information with business people since re-launching his free e-mail newsletter in 2008. Here is a list of topics covered. Just click on any title to read more.

(more…)

Sample Chapter of Crimes of Cunning


Chapter One is below.
Read the Author’s Preface by clicking here.


 

Crimes of Cunning 3D on sale now

Book Sample

Chapter 1
Haunted Hallways

I reminded myself that we were in a well-lit office, not a dark alley. No need to get aggressive yet. I relaxed my jaw and tried to keep the fear out of my voice as I replied, “If you pull my people off your project, there’s no way you’ll meet the delivery date.”

My client looked at me blandly, as if he had delivered a weather forecast. In fact, he had devastated my sales forecast. Five fewer of my consultants billing their time to this client meant there was no way I would meet quota to earn my bonus. I needed him to engage with me. I forced a response with a direct question that was also a threat. “Did Juan approve this staffing cut?”

“Why would I check with Juan?” asked the Director of Information Systems Development (ISD) for Billing Systems. He ran his finger down a page of the MCI internal directory as he spoke, “Nobody (more…)

Tony Mayo Reads the bonus chapter of The Courage to Be in Community

 


 

How to BE in Courageous, Genuine Relationships

This podcast is Tony Mayo reading the bonus chapter to his Amazon #1 best-selling book, The Courage to be in Community.

The focus of the book was the importance of compassion and authenticity, while this new chapter is all about implementation, with specific advice on how to be compassionate and authentic in your day-to-day life. The twenty-minute podcast is a simple, practical guide to building better relationships at work and at home, with answers to these reader questions:

  • What can I do to deepen relationships?
  • How can I feel comfortable with people of different backgrounds, tastes, and values?
  • How do I help others feel safe to share their lives with me?
  • What habits might I establish to reduce loneliness and build community?

Tony recommends these resources for further study and practice.

Just click here to listen now or subscribe on your device using Apple’s Tunes, Android, and other podcatchers to have this and all new episodes placed on your device as they become available.

 

Crimes of Cunning


 

On Sale Now!Crimes of Cunning now on Kindle

Crimes of Cunning

A comedy of personal and political transformation in the deteriorating American workplace.

Click here to see it on Amazon.com

Or, here for Barnes & Noble

Fast-paced, funny, and smart. This novel puts you into the world of a young MBA striving to succeed at a famous high-tech company. Brash and confident yet comically inept, Tony clashes with colleagues, clients, and even his biggest supporters.

He fires his most loyal employee, derails the career of his only friend, and nearly destroys his young marriage before transforming from chilly corporate collaborator to empathetic executive coach. Laugh and learn as his clients turn criminal, corporations collapse, and compassion triumphs.

It should be as much the aim of those who seek for social-betterment to rid the business world of crimes of cunning as to rid the entire body politic of crimes of violence.

–Theodore Roosevelt, 1901

A veteran executive coach draws on his years inside Arthur Andersen, Wall Street, and MCI to share a moving story that explains why your 401k shrank, your house is underwater, and your job stinks. The comedy and conflict illustrate management methods and personal practices that can improve your career and deepen your personal relationships.

 



Click here to read a free sample.


 

Click here to be notified when it is released as an Audible audiobook on iTunes.

 



Click here to learn the source and meaning of the book’s title.


 

Another Reason to Avoid Jargon

 


 

Another good reason to avoid jargon, shibboleths, and technical terms with colleagues and prospects. It makes you sound untrustworthy, even criminal. Listeners naturally wonder, “What are you hiding behind those obscure references, technical terms, and acronyms?” For good reason.

 

The word jargon originally meant unintelligible noises resembling speech, like the twittering of birds. But early on, jargon became the name of the peculiar speech used by criminal groups.

–Professor Heller-Roazen
Learn to Talk in Beggars’ Cant
The New York Times

 


 
See also, Misunderstood Jargon, on this blog.

 


 

A Sales Transformation from Loser to Leader

 


 

I am going to share with you a useful story about a huge breakthrough in sales effectiveness. My friend told me this story at a critical time in my career. First, some background on how I heard it and why its lessons are so powerful.

I returned to executive coaching full time in 1995 and put my coaching materials on the World Wide Web using CompuServe’s pioneering OurWorld service. My email newsletter was soon being read around the world. I soon received an email from an important coach in South Africa, Pat Grove, who became a valued friend and mentor.

Pat told me that he was in San Francisco in the early 1970s helping to invent coaching at the same time as Werner Erhard (EST), John Hanley (Lifespring), Fernando Flores (Action Technologies), and others. Pat developed and delivered his own training programs in South Africa and Israel for forty years, until his death in January of 2012. I never participated in his group training but I did get tremendous value from our emails and Skype conversations. I am sad that he is gone.

Pat mentioned once that being an effective coach is only possible if one is effective in sales. Simply put, if no one accepts your coaching you are not a coach. Pat, like me, was not a “natural salesman.” We also began our careers with traditional business training. He started as a bank accountant and my first paying job was with a “Big 8” accounting firm. Frustrated and bored, we each decided to try sales and we each failed. The story of my first breakthrough in sales effectiveness is told elsewhere on this blog. Here is Pat’s story, that he shared with me by email in 1996. Pat wrote quickly and informally so I present an edited version here. [My comments are in square brackets.]

 

 

No Big Deal

by Pat Grove

I gave up wanting to prove anything and just got the job done.

I chose to be a service agent…

The most important thing I learned was not to sell benefits but to enroll people into taking action on their dreams.

Selling Encyclopedias was at first for me a way to prove to myself, and others, that I was OK. Firstly, my background and experiences and lying about myself to others and to myself was catching up with me. [Pat used the word “lying” in a particular way here. He refers to the pretensions so common in our culture of pretending to “have it all together,” hoping people will think we are more competent and comfortable than we truly feel. This is all an “act” to prevent people from seeing us as we see ourselves.]  So I found a system that had the potential to make a lot of money compared to (more…)

Misunderstood Jargon

 


 

No sooner did I post my article on the pitfalls of misusing jargon that I found myself in a conversation that was confused and distorted by the use of technical terms without a shared context.

 

A client mentioned his plan to delegate the task of staying in regular, informal contact with customers between transactions. We naturally agreed that these “keep warm” meetings were a valuable and often overlooked source of repeat business. Since the activity is so valuable for the business, I asked how he was going to track the sales representative’s performance on scheduling and conducting these visits. “I’m not worried about that. Her personality assessment is clearly very high ‘I,’ so I know she will happily do the meetings.”

I told him that puzzled me. The most popular assessment tool is (more…)