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Once Upon A Time At The Office: 10 Storytelling Tips To Help You Be More Persuasive

Once Upon A Time At The Office: 10 Storytelling Tips To Help You Be More Persuasive | cooperative intelligence | Scoop.it
Storytelling is the most effective to way to get your point across. Here are some expert tips for doing it right.

Via David Ednie
Ellen Naylor's insight:

Storytelling is the hook that brings people in. It's nice to have one right at the outset of a talk, as it engages people. The key is to know your audience. Some of them don't like stories, right? They want you to get right to the point!

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David Ednie's curator insight, October 7, 2013 2:50 PM

“Great stories happen to those who tell them.” - Ira Glass

David Hain's curator insight, February 22, 12:15 AM

We are hard wired to love stories.  Leaders need to practise the how.

Ellen Naylor's curator insight, February 23, 7:51 AM

A story at the start of a presentation can be a great way to engage your listeners. But know your audience: some want to you just to get right to the point.

cooperative intelligence
Cooperative intelligence is sharing and caring without expecting something in return as in collaboration. You give to give. That's the intention here: give relevant business tips in primary research, competitive intelligence, market intelligence and elicitation.
Curated by Ellen Naylor
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The Lips Don't Lie

The Lips Don't Lie | cooperative intelligence | Scoop.it
What our lips reveal about us - even when lying!
Ellen Naylor's insight:

Lips shapes and postures don't lie unlike the words that one might utter out of those lips. Great read by Joe Navarro. 

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The 15 Biggest Body Language Mistakes To Watch Out For

The 15 Biggest Body Language Mistakes To Watch Out For | cooperative intelligence | Scoop.it
Until we get to know someone, our brain relies on snap judgements to try to categorize the person, predict what they will do, and anticipate how we should react. You may have heard that you only have
Ellen Naylor's insight:

You also need to know the person well enough to understand their body language. For example, while crossing arms is thought make you look defensive, I do it a lot when I am thoughtful, also when I am cold. When I am thoughtful, I am often listening very attentively. 

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My Favorite Competitive Intelligence Articles this Week

Here are my top 3 articles for this week in competitive intelligence:The Top 5 CI podcasts for Bid Professionals These are podcasts with August Jackson and various competitive intelligence industry
Ellen Naylor's insight:

August Jackson's 39 podcasts are a rich repository of competitive intelligence. I had forgotten about them. 

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Update: Books on Analytic Tools for Competitive Intelligence

Update: Books on Analytic Tools for Competitive Intelligence | cooperative intelligence | Scoop.it
This is an update of books on competitive intelligence tools and techniques from a 2009 blog. Analysis Without Paralysis was updated in 2012 and now includes 12 techniques, 2 more than the first ed...
Ellen Naylor's insight:

There seems to always be demand for books with analytic tools and techniques. Babette Bensoussan and Craig Fleisher have written 3 books and most recently updated Analysis without Paralysis. 

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Competitive Intelligence Sources: Stay Ahead of the Game

Competitive Intelligence Sources: Stay Ahead of the Game | cooperative intelligence | Scoop.it

A question that frequently comes up on different competitive intelligence forums is what are the best competitive intelligence sources. While this of course depends on your industry and your company goals, we have put together the following comprehensive list to help you stay ahead of the game..


Via Bonnie Hohhof
Ellen Naylor's insight:

This is a good start of what to monitor digitally about your competition, and gratefully includes human intelligence, the last on the list. 

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Afrikasources's curator insight, July 31, 2:07 PM

Develop and mine your own sources

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Great CEOs Keep Rivals Close

Maintain an edge over your competitors by building up intimate knowledge of how they think and act. If you were to box, wrestle, or race an opponent, you would get to know your competition's moves, weaknesses, tells, and strengths. Business is no different. Before starting a company, great CEOs study their rivals until they're able to predict their decisions and how their moves will affect the market. Leonard Fuld, president and founder of consulting firm Fuld & Company, interviewed current and former CEOs from a variety of industries. He writes in Harvard Business Review about the four distinct strategies executives use to outmaneuver their rivals. Below, check out the methods Fuld discovered.


Via Bonnie Hohhof
Ellen Naylor's insight:

Short, excellent article on how to track your competitor's leaders, and how to take effective action to maintain your company's competitive advantage at the executive level. Don't mimic the competitor. Look for their weaknesses and build your strengths where they are weak, and protect your assets that they might go after, such as your sales force.

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Plenty of programs teach speaking. Now, some executives are being training in listening.

Plenty of programs teach speaking. Now, some executives are being training in listening. | cooperative intelligence | Scoop.it
Listening has become a rare skill. But it is possible to improve your ability to get the most out of a conversation.
Ellen Naylor's insight:

A great article on listening, which is gives great tips for anyone doing collection, interviewing for a job or even in your personal life. A 2006 study of college students showed they spent about 24% of their time listening to others face to face or in groups, down from 53% in 1980. I imagine this is also why many people aren't good listeners. We get less practice, and unfortunately society often rewards clever speakers. 

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No Boxes's curator insight, July 24, 1:51 PM

A million thanks for sharing this article @Ellen Naylor  This is huge a "fundamental" need in both business & personal settings.  Not listening quite often equates with not caring.  

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9 Body Language Tricks to Improve Your Negotiation Skills

9 Body Language Tricks to Improve Your Negotiation Skills | cooperative intelligence | Scoop.it

Strong negotiation skills are hugely advantageous throughout one’s life, from the boardroom to the bar. These skills largely rest on your ability to back up your words with physical actions that exude openness, honesty, and confidence. This fosters trust and increases the other party’s desire to react cooperatively and reach agreement.

According to psychologists and a recent study from language experts Gengo, body language and non-verbal communications has a greater impact in a discussion than the actual words that you say.


Via Vicki Kossoff @ The Learning Factor
Ellen Naylor's insight:

Also some great tips for competitive intelligence collectors at trade shows. Or those in Sales and Marketing. And don't forget they're reading your body too. 

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Carol Sherriff's curator insight, July 7, 1:30 AM

Useful tips - remember also if negotiating with a client or helping a group negotiate an agreement, step 1 know your own bottom line - what is the base of a settlement that you are not prepared to go below, step 2 put yourself in the other person's shoes and identify their bottom line (if its appropriate ask them), step 3 go for win-win where both of you get bottom line plus

Elizabeth Alfaro's curator insight, July 7, 12:49 PM

Nuestro cuerpo también expresa, deberíamos saber cómo usarlo a nuestro favor. 

Courtney Rieck's curator insight, July 8, 10:31 PM

I enjoyed reading this article, it gave me some knowledge on how to negotiate with people. I believe further in life this will become valued knowledge.

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How to Read Body Language - BrandonGaille.com

How to Read Body Language - BrandonGaille.com | cooperative intelligence | Scoop.it
Universal expressions and common body language positions that communicate certain messages to others.
Ellen Naylor's insight:

In this increasingly digital world, I feel I don't get enough practice to read the body. Makes me realize how easy it is to misinterpret people's intentions when just reading, and how much more valuable seeing the face/body is versus even the telephone. 

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Why Competitive Intelligence Pros Can’t Forget About Human Networks

Why Competitive Intelligence Pros Can’t Forget About Human Networks | cooperative intelligence | Scoop.it

Your human network could become your best source of competitive and market intelligence after it has been expanded and carefully nurtured. Considering all of the advances in data collection technology, turning to the web for answers has become an addiction for many. (Who hasn't used Google for validation lately, anyway?) In the workplace, though, surfing the web can lead to wasted time and more confusion, costing companies quite a bit of money if really tracked.


Via Bonnie Hohhof
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5 Skills of Really Amazing Listeners

Everyone wants to be heard. But not everyone knows how to truly listen. Great leaders understand the value of active listening, and get the most benefit from what others have to share. They understand that if you want to be heard and understood, the first step is learning how to listen yourself.  The following are actions shared by those who truly know how to listen. Integrate them into your conversational behavior and you might be surprised what you learn..


Via Bonnie Hohhof
Ellen Naylor's insight:

My favorite listening technique is to take notes, especially on the phone since I don't have to ask for permission. 

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blossomsquare's comment, June 3, 5:28 AM
very nice blossomsquare.com
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Maya Angelou, Lyrical Witness of the Jim Crow South, Dies at 86

Maya Angelou, Lyrical Witness of the Jim Crow South, Dies at 86 | cooperative intelligence | Scoop.it
Ms. Angelou’s landmark book, “I Know Why the Caged Bird Sings,” was among the first autobiographies by a 20th-century black woman to reach a wide readership.
Ellen Naylor's insight:

We have lost a great woman. She is one of my heroines and I quote her in almost every presentation. She commanded such great respect and gave so much. May she RIP. 

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Who listens to you? | Babette Bensoussan + Co

Who listens to you? | Babette Bensoussan + Co | cooperative intelligence | Scoop.it
Ellen Naylor's insight:

Babette Bensoussan includes a wonderful video by Julien Treasure on 5 ways to listen better. I like how he shares the filters that prevent us from listening "openly' such as culture, beliefs, values, attitudes, expectation, and intentions. He concludes with the strong suggestion that we need to teach listening in schools to transform our world in one generation to become listeners. 

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Fuld + Company | What is Competitive Intelligence?

Fuld + Company | What is Competitive Intelligence? | cooperative intelligence | Scoop.it
Competitive Intelligence is the process of ethically gathering and refining information enough so that it can be used to make a strategic business decision.
Ellen Naylor's insight:

I like this infographic depicting what competitive intelligence IS and ISN'T, and competitive intelligence 2.0, an evolution of 1.0, which acknowledges the digital world of collection beyond the world of Google searching, yet maintains the critical thinking by human beings at the forefront. What do you think?

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Pixar: Physical Space as an Instrument for Innovation and Collaboration

Pixar: Physical Space as an Instrument for Innovation and Collaboration | cooperative intelligence | Scoop.it
Point: Design physical spaces for unplanned collaborations that spark creativity.Story: One place to look for advice on designing physical spaces for creativity and collaboration is Stanford’s design
Ellen Naylor's insight:

Competitive intelligence often focuses on the external environment, and compares it to your company's internal competencies. Your employees are your competitive advantage. Creativity among your employees can be encouraged by space planning. Often overlooked. 

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Your Two Biggest Competitors in B2B Tech Markets

Your Two Biggest Competitors in B2B Tech Markets | cooperative intelligence | Scoop.it
Competition is a funny topic.   When I talk to Gartner clients about competition, I usually get a list of specific companies that do similar things to the client (unless they go with the “We have no competition” angle).

Via Bonnie Hohhof
Ellen Naylor's insight:

We competitive intelligence professionals are often fixated on competitors, when often enough our company's biggest competitors are the status quo of our customers as well as their budget competition for other projects. Interesting. 

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Mary Gravitt's curator insight, August 11, 7:00 AM

#B2B #Leadgenerations #Marketingappointmentsetting

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Want People to Support Your Ideas? Conquer Their Fears

Whether you have a new idea, innovation, or change effort, you'll need to overcome people's anxieties. The key? Understanding psychology. 

One of the biggest challenges of innovation and leading change is presenting ideas in a way that overcomes people's anxieties and resistance to change. If you want support for a new change, innovation, product, process, or strategy, you need to understand the psychology behind this resistance--the fears, concerns, and worries that keep people from embracing change.  Here are four of the key reasons people (including employees, board members, and others) resist your ideas:


Via Bonnie Hohhof
Ellen Naylor's insight:

We often recommend changes from our research, #win/loss analysis and competitive intelligence findings. Using psychology, anticipating their fear and turf shift, is important when presenting our findings and analysis. Being prepared for this resistance is often overlooked by analysts, and can undermine your credibility. 

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Karen M. O'Keefe's curator insight, July 31, 5:37 PM

I recommend my clients employ these concepts to resolve commercial disputes as well.

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Eight Power Networking Tips to Make More Meaningful Connections

Eight Power Networking Tips to Make More Meaningful Connections | cooperative intelligence | Scoop.it
You've heard it a million times: Career advancement is as much about who you know as what you know--and that's exactly why being an effective networker is so important. Here are eight tips from power networkers that go beyond schmoozing to expand your professional circles.
Ellen Naylor's insight:

Most of these tips can also be used to qualify, grow and prune your network in market research and competitive intelligence. I love the connection to Keith Ferrazzi's book, "Never Eat Alone." Also tips on deepening your network connections, often forgotten in the social media space.

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10 Small things you can do every Day to get Smarter

10 Small things you can do every Day to get Smarter | cooperative intelligence | Scoop.it
Intelligence is a work in progress. Maximize yours with these quick and simple daily habits.

Via TechinBiz
Ellen Naylor's insight:

As business people, regardless of your field, keeping yourself smart and alert is a competitive advantage. My favorite tips: having smart friends and taking some downtime. 

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Corporate Visions Survey Finds Only Half of Salespeople Feel Prepared to Create New Sales Opportunities | Sales Training and Marketing Consulting - Corporate Visions

Corporate Visions Survey Finds Only Half of Salespeople Feel Prepared to Create New Sales Opportunities | Sales Training and Marketing Consulting - Corporate Visions | cooperative intelligence | Scoop.it
Ellen Naylor's insight:

Pretty sobering that salespeople feel so ill prepared for sales opportunities. Companies need to invest in more relevant training and in providing their salesforce competitive intelligence. 

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Competitive Intelligence Jobs | LinkedIn

Competitive Intelligence Jobs | LinkedIn | cooperative intelligence | Scoop.it
Apply to 9,892 Competitive Intelligence jobs on LinkedIn. Sign up today, leverage your professional network, and get hired. New Competitive Intelligence jobs added daily.
Ellen Naylor's insight:

Want to track competitive intelligence jobs on Linked In. Check out this link. 

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Are You The One Executive Out Of Ten Who Isn't Clueless?

Are You The One Executive Out Of Ten Who Isn't Clueless? | cooperative intelligence | Scoop.it
If you ask executives whether they study the available data before making an important decision or just shoot from the hip, it's likely that just about every one will say they take the data-driven approach. A study reveals the fascinating truth: decision-makers do indeed look at the data, but only [...]
Ellen Naylor's insight:

It's interesting that most executives don't just rely on their gut, but if data doesn't support their gut, they look for supporting data or rejigger the analysis. Intuition is so important, yet we all have blinders and data helps remove them. 

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When an Inability to Make Decisions Is Actually Fear of Conflict

When an Inability to Make Decisions Is Actually Fear of Conflict | cooperative intelligence | Scoop.it

When a company’s planning and decision-making process involves a lot of meetings, discussions, committees, PowerPoint decks, emails, and announcements, but very few hard-and-fast agreements, I call that “decision spin”. Decisions bounce around the company, from group to group, up and down the hierarchy and across the matrix, their details and consequences changing as different stakeholders weigh in.  Often, the underlying problem isn’t an inability to make decisions – it’s a tendency to avoid conflict..


Via Bonnie Hohhof
Ellen Naylor's insight:

Decision spin is a competitive disadvantage, which managers are guilty of who don't want to deal with conflict. So decisions are made that affect employees more equally. Think about layoffs where every division has its quota, even though some of them are producing and growing while others aren't. This is bad management and a cop out...puts your company behind competitively. What has been your experience with this?

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SCIP Rocky Mountain Presents: The Three Different Aspects of Elicitation Chapter Meeting Rocky Mountain/Denver, Colorado | SCIP Events

SCIP Rocky Mountain Presents: The Three Different Aspects of Elicitation Chapter Meeting Rocky Mountain/Denver, Colorado | SCIP Events | cooperative intelligence | Scoop.it
SCIP Event Summary: SCIP Rocky Mountain Presents: The Three Different Aspects of Elicitation Chapter Meeting Rocky Mountain/Denver, Colorado
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Elicitation presentation for competitive intelligence, sales and marketing in Denver metro. 5/30 11:30 - 12:30. No fee to attend.

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Business law: Firms working to bulk up intelligence analysis functions

Business law: Firms working to bulk up intelligence analysis functions | cooperative intelligence | Scoop.it
Law firms are creating formalized competitive intelligence positions and departments. And that has meant finding the rare person, or in most cases a group of people, who have the skills to gather, synthesize and analyze data with the ability to present in a way that distills the information and provides insights or suggested action plans. “The most important thing from my perspective is to make our work actionable,” Mark Messing, Duane Morris chief marketing officer, said. “Before, there was a tendency by people, many who were ex-librarians, to be faithful compilers of telephone books.” In an era where information is available by the terabyte, the real skill is in understanding what is important, what that information means and what to do with it. “The deliverable here isn’t volume, it is
Ellen Naylor's insight:

This is a great article about the different ways that competitive intelligence is being used in law firms that could apply to other industries. I like how at Fox Rothschild in the last year the firm’s clients hired the CI team to compile their industry reports. Reminds me when I did CI in a telco, a competing telco bought one of our outdated reports just to get better at organizing reports for their sales force. 

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