Archive for Ian Tenenbaum

The Art of "Follow Up"

Posted by Ian Tenenbaum on February 9th, 2014 at 10:34 am

The fact that I have been “wanting” to write this article for a long time but am just now getting to it is the perfect example of why follow up in business is truly an art. I say this because I am no different from the people you are trying to connect with on a daily basis to grow your business, land a big deal, or get a promotion; we are all very busy.  So how to you break through the noise and accomplish the key goals that are important to you on a daily basis?
The answer is follow up and persistence. No I don’t mean you just bug people so much they will listen to you. It’s a bit more of an art then that.  The cliché “it’s a marathon, not a race” has never been truer. There are no shortcuts in business and it truly does take consistent and steady hard work.
It’s also one of the most difficult things to manage, as you yourself get busier and busier. Here are a few key things to help with your “follow up strategy” that will undoubtedly turn into immediate results if you are consistent:

Execs Are Busy: Remember the people you are... Read more

Being Proactive Will Make You a Rockstar

Posted by Ian Tenenbaum on July 23rd, 2013 at 8:09 pm

I’m on a flight back to NYC after a productive 24-hour trip to Los Angeles. Sitting here on the plane and knowing I’ll be heading back to the office right from the airport I naturally start thinking, “What do I need to do today” (or tomorrow technically since I’m on a red-eye).  The reason for this article and trap I feel people too often fall into is this idea of “chasing their tail”. We all get so busy that we just start completing “tasks” and fail to think about what should or could I do today?
This brings me to the larger idea of being proactive vs. reactive and what that really means in daily practice.  Based on my experiences over the years both personally and observing others, I’ve found that truly being proactive can be scary. Yes, fear is one of the most common roadblocks from success and this area is no exception. Laziness is another one to prevent proactivity of course but for the purpose of this article let’s assume I’m speaking to the hustlers out there.
When I say fear I’m referring to things like:

Fear of being wrong
Fear of looking stupid
Fear of falling behind on deliverables
Fear of getting distracted... Read more

Making Presentations NOT Suck

Posted by Ian Tenenbaum on May 23rd, 2013 at 12:49 pm

At Crowdtap we’re doing presentations for brands and agencies literally hourly and working on how we can always be better. In addition we ask our candidates in the final stages of interviewing to develop a brief presentation on, guess what? Yup they present “Crowdtap” to us. So I wanted to put together a few tips and guidelines I’ve found effective in making your presentations “not suck.”
Instead of telling you the BS rules that you can find anywhere online like “start with the pain points” etc, I put together some real rules that are simple and will help you  actually make an IMPACT.
Here’s the quick version :
Provide Contrast: A great presentation shows key elements with a contrast in order to make things POP. You want to show the negative version of something directly next to the positive one for the audience to connect with what you’re saying and showing. It helps to make it emotional and memorable (which are key goals here).
Pictures, Pictures, Pictures: I can’t stress this enough. People naturally are better at learning and processing information visually. And the idea of a “presentation” is inherently visual. You can’t believe how many presentations we’ve seen that are simply a string of... Read more

5 Ways to Expand Your Network

Posted by Ian Tenenbaum on May 12th, 2013 at 2:51 pm

There’s a golden rule of sales that I’ve found often gets overlooked and it applies just as much to building a professional or personal network as well. “Always ask for the referral!”
I’ve been thinking about this concept and started realizing how many of my friends, business partners, clients, and relationships in general have come through some form of introduction. This is something that many are either uncomfortable doing or simply don’t think about as part of their daily activity. The reality is that anyone you’re speaking with most likely knows someone else you SHOULD meet. And they are usually fairly willing and able to make the introduction as well. What ends up happening when you internalize this way of thinking is that doors start opening left and right.
I figured I’d try to put together a few rules that would help people get better at this skill in order to unlock the network you don’t even realize you currently have.
Rule #1 – Don’t be scared. When you start to realize that the worst possible thing that could happen is that the person you are asking will simply say “no sorry I don’t know anyone there,” it will make things easier. Fear... Read more

No One Wants to Read Your Emails

Posted by Ian Tenenbaum on May 3rd, 2013 at 2:49 pm

So this will be the test to see if I practice what I preach. Whether it’s in sales or any other aspect of business, you have to understand people are inherently lazy. Simply put, they do not want to “read” what you’re writing to them. They DO want the information you’re sharing, or to know how you can help them though (people are always focused on themselves but thats a whole separate article). So the trick is how to get information shared without letting “words” complicate things.
One thing I’ve found helpful I can share is to take a look at your email before you hit send, then play a game to see how many words you can delete without taking anything away from the point you’re making. If you can do that successfully you will find that you will save time, be more effective, and maybe actually get people to read what you want them to.
Brevity is underrated.
Originally posted on www.30thousandft.com