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8 essential skills to accelerate your career 2011 zafar

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Presentation on how to succeed at work. How to get ahead inside a company. Given by Berkeley business school faculty member Naeem Zafar this presentation will help professionals succeed in their …

Presentation on how to succeed at work. How to get ahead inside a company. Given by Berkeley business school faculty member Naeem Zafar this presentation will help professionals succeed in their professional lives. Given at www.OPENsvforum.org on June 2011

Published in: Business, Technology

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  • All Rights Reserved (c) Naeem Zafar BizEducationWorkshops.com & ConcordiaVentures.com
  • Transcript

    • 1. Accelerating Your Career: Eight Essential Skills Naeem Zafar Charter Member OPEN CEO Bitzer Mobile University of California Berkeley-Haas www.NaeemZafar.com Twitter: @naeem [email_address] All rights reserved © 2011
    • 2. Personal Background
      • Faculty at Univ of Calif Berkeley Haas business school
      • Mentor/Advisor to entrepreneurs
      • CEO of 4 companies (semiconductor & software)
      • Worked in engineering, research, marketing & sales
      • Experience at one large multinational & 6 startups
      • One IPO (Initial Public Offering)
      • Wrote six eBooks on entrepreneurship
      • Raised over $70M in multiple ways (VC, asset sale, debt, angel)
      • Traveled to 74 countries, lived in 3
      • Brown University ‘81, Univ of Minnesota MSEE
      • Charter member of TiE Silicon Valley
      • President of OPEN Silicon Valley
      • Advised or mentors over 1,000 entrepreneurs
      [email_address] All rights reserved © 2011
    • 3. Professional Career
      • Careers have to be planned & managed carefully
      • Why some people get way ahead?
      [email_address] All rights reserved © 2011
    • 4. Lucky?
      • “ The more prepared I am, the luckier I get!”
      [email_address] All rights reserved © 2011
    • 5. Common Mistakes
      • Not taking career seriously
      • Not managing your career
      • Not willing to put in the extra time
      • Fly without a map, or any instruments
      • Chasing the title
      • Not nourishing your mind!
      • Not investing in developing new skills
      [email_address] All rights reserved © 2011
    • 6. Eight Essential Skills & Techniques
      • Relating to your boss
      • The art of timing
      • The art of networking
      • Nurture your power/influence base
      • Mastering communication
      • Learn to sell
      • Magic of the “incognito” mode
      • Plan the chess move
      [email_address] All rights reserved © 2011
    • 7. 1: Relating to Your Manager
      • Your only job is to make your boss look good
      • Pick a boss with upward momentum
      • Ask” what can I do to make your life easier”
      [email_address] All rights reserved © 2011
    • 8. 2: The Art of Timing
      • When 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?
      [email_address] All rights reserved © 2011
    • 9. 3: Networking [email_address] All rights reserved © 2011
    • 10. Why People Network
      • People do business with you because they like you
      • Find co-founders, advisors, mentors
      • Be known
      [email_address] All rights reserved © 2011
    • 11. Networking in Real World
      • How do you know you are networking at a party or professional gathering
      • What is equivalent to hello in US?
      [email_address] All rights reserved © 2011
    • 12. Get to Know Others
      • Carry your business card
        • Have a single tag line that defines your
        • Where should people put you in their brain
        • Always carry a pen
      • Ask people about themselves
        • People love to talk about themselves
      [email_address] All rights reserved © 2011
    • 13. Building Networked Relationship
      • Networking takes effort
      • You have to make several “ emotional deposits ” into your account before you can make a withdrawal
      [email_address] All rights reserved © 2011
    • 14. 4: Discover the Power Base
      • Companies go through transitions
      [email_address] Starting up Start selling proliferation Stead growth Prod Dev engineering Sales Marketing Finance All rights reserved © 2011
    • 15. Spot the Movers
      • Whose career is accelerating
      • Catch the tail wind
      • The Hollywood Rule
      [email_address] All rights reserved © 2011
    • 16. Your Influence Base
      • What makes some people the “chosen” one
      • Earn trust
      • Do a bit more than others when the situation demands it & visibility is high
        • Be ready to step up (don’t be overloaded)
      • Listen more than you talk
      • Learn the executive demeanor
      All rights reserved © 2011 [email_address]
    • 17. 5: Communications Skills
      • Essential to your professional success
        • & personal relationship success as well
      • Learning to present well will help throughout your career
      • Be open!
        • & true
      [email_address] All rights reserved © 2011
    • 18. Forms of Communication
      • Presentation
      • Emails
      • Meetings
      • Phone calls
      [email_address] All rights reserved © 2011
    • 19. You Are The Message!
      • It is not about PowerPoint
      • You are the message
      • Use aids only as needed
      • Have your message ready & crisp
      • Clarity must exist in your mind
      [email_address] All rights reserved © 2011
    • 20. Say it with Conviction [email_address] All rights reserved © 2011
    • 21. Most Important Aspect
      • Clarity
      • Clarity of thought: you need fewer words to express it if you are clear yourself!
      [email_address] All rights reserved © 2011
    • 22. Favorite Quote
      • Perfection is not when there is nothing left to add, but when there is nothing left to take out!
      [email_address] All rights reserved © 2011
    • 23. Emails
      • Pay attention to title of email
        • Will it grab attention, will they open it
      • State purpose
        • Need an action, need approval, FYI
      • Then provide supporting material
      • Salutation sets the right tone
      • Pay attention to cc list
        • The curse of reply all!
      [email_address] All rights reserved © 2011
    • 24. Email Communication
      • Use email to deliver good news, ask questions, summarize
      • Never deliver bad news on email
      • Keep it succinct (1-2 blackberry screens)
      • Carefully examine title, recipients on each reply
      [email_address] All rights reserved © 2011
    • 25. 6: Selling Skills [email_address]
      • Sales is noble
        • Most engineers hate selling
        • Selling is considered “deceitful”
      • Good selling never is
      All rights reserved © 2011
    • 26. You Are Always Selling!
      • Selling your idea
      • Selling a “job offer”
      • Selling an idea for vacation to spouse
      • Selling a trip to dentist to your child
      [email_address] All rights reserved © 2011
    • 27. Selling is Not What You Think!
      • American hate to be sold!
      • But Americans love to buy!
      [email_address] All rights reserved © 2011
    • 28. Demystify Selling
      • Selling is not “tricking” them to buy
      • Is not “coercing” them to buy
      • Just lay out the facts and educate them
      • Let the customer come to conclusion they want to select your option once they feel educated
        • Be their advisor- earn their trust!
      [email_address] All rights reserved © 2011
    • 29. Selling! [email_address] All rights reserved © 2011
    • 30. The B2B Sales Process
      • Create a comfortable environment by asking permission to ask questions
      • Ask questions to understand their pain
      • Shut up and listen to answers, take notes
      • Explain how your product or service fills their needs – but only if it does
      [email_address] All rights reserved © 2011
    • 31. Sales Different from Marketing?
      • Sales is “listening”
      • It is putting your knowledge to solve other’s problem
      [email_address] All rights reserved © 2011
    • 32. Sales 101
      • Tell prospects about benefits of your offering
      • Ask if any of these resonate with them
      • If not, then ask what would
      • Then listen as they just told you how to sell to them
      [email_address] All rights reserved © 2011
    • 33. 7: Incognito Mode
      • Do the job of what other VPs need & cannot get from their own people
      • Must stay incognito
      • You are making emotional deposits
      [email_address] All rights reserved © 2011
    • 34. 8: Mastering The Next Chess Move
      • Clarity on a career plan
      • Seek advisors & mentors
      • Look for seismic shifts & be ready to be discovered
      • Have executive demeanor
      • Act like you are in the next job!
      [email_address] All rights reserved © 2011
    • 35. Eight Essential Skills & Techniques
      • Relating to your boss
      • The art of timing
      • The art of networking
      • Nurture your power/influence base
      • Mastering communication
      • Learn to sell
      • Magic of the “incognito” mode
      • Plan the chess move
      [email_address] All rights reserved © 2011
    • 36. Summary
      • Learning how to think clearly & present in a way that people will “get it” is probably THE most important business skill
      • Make emotional deposits before attempting withdrawal
      • Hearing is voluntary, listening is not!
      • Twitter : @naeem
      [email_address] All rights reserved © 2011
    • 37. www.startup-advisor.com All rights reserved © Naeem Zafar www.FiveMountainPress.com
      • Books by Naeem Zafar
      • Download them on Kindle, iPad or iPhone
      • Purchase them on www.FiveMountainPress.com or www.NaeemZafar.com
      • Look for them on www.Amazon.com as hard copy books