Here are some of my favorite nuggets from Amy Cuddy’s book, Presence, and how they relate to primary research and Win/Loss analysis interviewing. I highly recommend this book.
Here is a recap of Scott Leeb’s presentation, “CI Guerilla Warfare: Winning the Hearts and Minds of Senior Leadership.” 5 major tips to connect with executives: Mind Your Ps and Qs; Recognize the Differences; Pick and Maintain a Voice; Be a Salesperson; and Provide Insights.
A recent HBR blog post, “Just Call Someone Already,” focused on when to use the phone versus email, often used instead of the phone. I resonated with the author, Dan Pallota in his comment, “Much worse than the inefficiency of using email to set up phone calls are the missed opportunities and unnecessary misunderstandings that come when we use email instead of phone calls.” A best cooperative intelligence practice is to think about how the individual you want to reach likes to be communicated with, even if it’s not your preference. Another cooperative best practice is only send communication to those who will value it.