8 essential skills to accelerate your career 2011 zafar

The Art of Pitching

Accelerating Your Career: Eight Essential SkillsNaeem ZafarCharter Member OPENCEO Bitzer MobileUniversity of California Berkeley-Haaswww.NaeemZafar.com Twitter: @naeem*naeem@Startup-advisor.comAll rights reserved 2011

naeem@Startup-advisor.com

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 naeem@Startup-advisor.com*All rights reserved 2011

Professional CareerCareers have to be planned & managed carefullyWhy some people get way ahead?

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 skillsnaeem@Startup-advisor.com*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

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 department?naeem@Startup-advisor.com*All rights reserved 2011

Why People NetworkPeople do business with you because they like youFind co-founders, advisors, mentors

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 themselvesnaeem@Startup-advisor.com*All rights reserved 2011

Building Networked RelationshipNetworking takes effortYou have to make several emotional deposits into your account before you can make a withdrawal

4: Discover the Power BaseCompanies go through transitionsnaeem@Startup-advisor.com*Starting upStart sellingproliferationStead growthProd DevengineeringSalesMarketingFinanceAll 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 2011naeem@Startup-advisor.com*

5: Communications Skillsnaeem@Startup-advisor.com*Essential to your professional success& personal relationship success as wellLearning to present well will help throughout your careerBe open!& true

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*naeem@Startup-advisor.comAll 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 all!naeem@Startup-advisor.com*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 replynaeem@Startup-advisor.com*All rights reserved 2011

6: Selling Skillsnaeem@Startup-advisor.com*Sales is nobleMost engineers hate sellingSelling is considered deceitfulGood selling never isAll 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 trust!naeem@Startup-advisor.com*All rights reserved 2011

naeem@Startup-advisor.com*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

naeem@Startup-advisor.com*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

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 job!naeem@Startup-advisor.com*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

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

*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

8 essential skills to accelerate your career 2011 zafar

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