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 professional lives. Given at www.OPENsvforum.org on June 2011

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  • All Rights Reserved (c) Naeem Zafar BizEducationWorkshops.com & ConcordiaVentures.com
  • 8 essential skills to accelerate your career 2011 zafar

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

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