Cora Rodenbusch

Digital Nomad 101: Your Guide to Working Outside the Office

Greetings from Thailand! Over the past two weeks I’ve discovered firsthand why Thailand is the object of so many culture buffs and resort seekers affection. The country’s natural beauty, low cost of living, unbelievable cuisine and welcoming locals make for a soft place to land for any traveler, but what about those in search for speedy internet and strong cell reception?? Thankfully, even the most remote islands in Thailand cater to WiFi addicts like me.

I’m proud to report back that Thailand makes for a wonderful “workation” destination. With its strong infrastructure and VoIP-quality internet, Thailand has been the perfect place to combine work and play.

For those now inspired to relocate their office to a tropical paradise, you may be one step closer. Last month I was fortunate enough to (virtually) work alongside mobile workforce guru, WorkSnug on a Digital Nomad 101: Your Guide to Working Outside the Office series, designed to give teleworker-hopefuls the information they need to set-up a mobile office.

In the three-part series we cover everything from figuring out if you’re a candidate for remote working with a “What’s My Work Style” quiz, pitching your boss on the big idea, packing your Digital Nomad tool belt and making your time away from the office a success.

If you’ve considering working outside the office in 2012 or if your direct reports are requesting a flexible work environment, I encourage you to check out the series. You’ll laugh, you’ll cry, you’ll be enlightened, you might even be inspired to join me in Thailand.

Digital Nomad 101: Your Guide to Working Outside the Office

For more information on what it takes to work outside the office take a look at  PGi’s Top 10 Teleworking Articles for the Mobile Workforce and Go Mobile or Go Home for the latest research in mobile working and the rise of the mobile workforce, Is Your Team Teleworker Friendly? for insight on how your team can best accomodate remote colleagues, and finally For the Love of Travel: Top Tech Products for Today’s Road Warrior, a fun read for those who love to shop as much as they love to travel.

Have you ever worked outside the office? What advice would you give to those considering a mobile office?

 
Todd McCormick

Is Your Workspace Set Up for Virtual Meeting Success?

Your physical working environment sets the tone for virtual meetings. Are you making that first online impression count? In this blog I’ll share 7 ways savvy sales reps can use their physical environment to improve online meeting performance.

Over 70% of industry average organizations don’t maximized their use of video conferencing technology, according to Aberdeen. Want to make sure you’re not one of that group?

 
Blakely Thomas-Aguilar

Give Yourself a Gift for Valentine’s Day: Love Your Office, Wherever it is

The Work from Anywhere revolution is upon us, with an estimated one-in-five workers telecommuting across the world. With cloud technology, mobile devices and virtual business applications, workers and employers are seeing the benefits of flexible work arrangements, including reduced costs, improved worklife balance and a healthier planet. Today’s new business environment has digital nomads traipsing across the globe, teleworkers in pajamas and cubicle dwellers.  The best business Gift for Valentines Day is making your office — coffee shop or boardroom — your home away from home.

Here are some tips from the PGi Learning Space article “Love Your Office, Wherever it is” on creating an office that’s heart, soul and anywhere you happen to be.

Cubicle Nation

  • Make your cubicle personal. The three walls of your office cubby are your home away from home 2,000-plus hours every year. But it doesn’t have to be all dust and brown walls. Decorate your cubicle to improve your morale and spark fun conversations with customers. Here are some tips to decorate your cube.
  • Turn on your webcam. Today’s employee communities are spread all over the world and traditional office workers miss out on personal, face-to-face interactions with customers, colleagues and vendors. But by just turning on your webcam in a video conference solution like iMeet, cubicle workers can make better personal connections, improve productivity and become virtually mobile — all from the cube.
  • Take a break — digitally. Cubicle work is tricky. It’s incredibly simple to lapse into a cubicle comma, waking up from computer-staring to realize you missed lunch. Office success and happiness comes from taking a break – and cyberloafing is the new productivity boost. Ask your boss and IT department to let you jump on Facebook or hit up that online shoe sale — after all, social media is the new (healthier) smoke break.

Occupy Home Office

 
Todd McCormick

Get your customers to love you

We all want our customers to love us.  But here’s a question for you:

How can you love someone you have never meet or seen?

If you really want your customers to say and mean they love you, you need to let them see you. That means getting face-to-face.

 
Todd McCormick

Overcome sales objections better with video

In today’s busy world it’s harder and harder to get time with prospects. Decision-makers are more difficult to reach. The sheer volume of options on the Internet has killed the sales pitch.

Unfortunately, when you finally connect with prospects on phone or email, it’s hard to gauge their true reactions and respond appropriately. A face-to-face meeting is almost always more successful, but they’re expensive and time-consuming. In many cases, setting up an online meeting is the perfect way to get your foot in the door.

Here are tips from my experience on what it takes to use video and make your case, overcome objections, and get prospects to say “yes”—quickly and decisively.

 
Cora Rodenbusch

Digital Nomad Tip #26: Is Your Team Teleworker-Friendly?

Greetings from Singapore! Today I find myself in one of the world’s smallest but strongest countries in our global economy. Singapore has been a welcomed stop on my yearlong journey to PGi’s EMEA and APAC offices. Nowhere on earth can you find a higher concentration of 5-star shopping, gourmet street food, or award-winning gardens.

Squeezing in some work on the bus to Singapore.

Since we arrived last week, we’ve greatly appreciated how easy it is to work here. Not only do I have an office to work in, but the internet is excellent, cab fares are reasonable, air conditioning abounds and cell reception is close to perfect. Some might call it a Digital Nomad’s paradise.

But if you’ve ever worked outside the office, you know that internet and AC aren’t the only things you need to make remote working a success. It takes the right personality and most importantly, your team’s support.

While in Asia Pacific I’ve relied heavily on my team in Austin, TX and Atlanta, GA to help make the most of my time overseas. I’ve realized that these teleworker accommodations are not “built-in” to most teams; instead they are learned through experience.

With the rise of the mobile workforce, it’s a rare occurrence to have your entire team in the same office. So instead of offering tips for the aspiring Digital Nomad this week, I’m gearing today’s post to those in the traditional office setting, who work alongside their remote colleagues.

Here are five ways to make your remote colleagues feel part of the team and keep business moving at the speed of light.

Be Human. Instead of dialing your remote team members in via Blackberry speaker phone, include them as if they were there to join in person. Find a room where you can get the whole team on webcam and make sure the microphone is strong enough to pick up everyone’s voice. Nothing has made the distance fade faster, than a good video conference with my team.

Be Mobile. Set your teleworkers up for success by working with productivity and conferencing tools that accommodate a mobile work environment. Whether it’s a teleworker, home office employee or team member in the field, having the ability to respond to a ticket, view a presentation on a web conference app or dial into a meeting on the fly can be the difference between a successful remote working experience and a failed attempt.

Be Global. If your team is separated by a 13 hour time difference, when is the best time to schedule a meeting?  Trick question! Although there is rarely an ideal time to meet when your half-way around the world, the show must go on so respond to your remote workers’ emails first and schedule meetings during hours when they are most likely awake. Your team can quickly resolve small issues over email and use any overlap time to collaborate “in person” via video as opposed to week-long email chains. You can also accomodate your remote workers by ensuring global dial-in details are in the meeting request or better yet, work with meeting solutions that offer VoIP or global dial-in/dial-out options.

Be Inclusive. Nothing’s worse than being on the other end of a conference call and having no idea who’s talking, what they just said or why everyone is laughing. Remote workers can feel as if they are a thousand miles away, so make them feel welcome by ensuring everyone speaks clearly, one person at a time, and side-conversations are kept to a minimum.

Be Social. Bring your remote workers into the conversation by asking them how they’re doing, make sure they have an opportunity to add to the discussion and don’t forget to fill them in on the latest office happenings or inside jokes. Although these tips might appear trivial, I can assure you they will make for happier, more satisfied and productive remote workers.

Is your team “geographically diverse?” What advice would you give to those new to working with a remote team?

 
Todd McCormick

5 ways to create trusting relationships online

With so many tools available to connect with anyone, anywhere, there are many options to build trusting relationships online. Buyers trust online relationships more than ever, according to this eMarketer study.

Here are five tips to help you make sure you’re doing it in the right way:

 
Cora Rodenbusch

For the Love of Travel: Top Tech Products for Today’s Road Warrior

If there is one thing I love more than travel, it’s shopping for travel.

Lately I’ve been enthralled with the overflow of tech gadgets and travel products recently released into the market.  As a fine purveyor of almost all things, I enjoy researching what’s new for the avid traveler and will occasionally allow myself to dream of life-made-easy with clutz-proof netbooks, noise-cancelling ear buds and microscopic GPS devices.

Special “teleworking” titles need not apply, according to InfoTrends, almost all knowledge workers have an element of travel within their day and with technology trending toward mobile, global and social, you can work from almost anywhere. Dial into a conference from the car? Sure thing. Finalize a presentation from the airport? That’s an easy one. Send that final email before take off? Please.

But even with the rise of a mobile workforce, working on the go is anything but easy. Even with calling ahead to confirm the WiFi, charing up your devices overnight and backing up your data, it takes a minor miracle for it to actually come together. That’s where technology and good design come in and cash in on our quest for faster, smaller, smarter… and if possible, cuter.

What’s on my Digital Nomad wish list? Just about everything on CNN’s 10 Best Travel Products for 2012 , especially their laser keyboard, loose-leaf tea cup, water bottle with built-in purifier and laptop-bag-of-the-future that will charge your gadgets en route to your next destination.

 
Lea Green

How to recover and regroup after a soul-sucking meeting

You probably know what it’s like to have a meeting that makes you feel worse after it’s over, as though you’ve accomplished less for attending than if there had been no meeting at all. You aren’t clear on your next steps, attendees are frustrated, communications were cloudy, tense, or worse, or maybe even some of the primary stakeholders weren’t even in attendance. How do you overcome what just happened and preserve relationships? Do you meet again, continue to take up more valuable time, or suffer in silence with questions and confusion, potentially delaying projects and eroding relationships?

Communicate, but don’t challenge
If you are encountering a person in a meeting who demonstrates behavior patterns that are perpetually distracting or disruptive, it’s not usually the wisest idea to challenge him or her directly as this will typically place them in a defensive posture and tends to escalate matters. However, not addressing the issue at all can be frustrating for the rest of the team, so focusing on the behavior rather than the person is generally a satisfactory middle ground to begin positive conversations. Suggesting improvements to the process that can structure the conversation or changing the format for attendee contribution from verbal to written ones such as interactive chat or asking attendees to use iMeet’s Evernote collaboration feature are just two ways you can diffuse an overbearing attendee.

Also, use common sense, common courtesy and common meeting ground rules as a neutral “judge”—some of these would include “only one person talks at a time,” “all viewpoints are valid,” and “meetings start and end on time unless all attendees agree otherwise.

 
Todd McCormick

Sales Science: 4 ways to get your top talent face-to-face on video with qualified prospects

Last week, I said sales leaders must demystify the why behind sales results to build and sustain high-performing teams. Today, I’ll show how we can use hard science to leapfrog those hurdles.

If you trust your gut in sales, you’ll get a stomachache:

  • Nearly half of all reps fail to meet quota
  • Over 33% of employers lost top performers in 2011
  • “Sales rep” will be the 2nd hardest job to fill in the next 24 months

(Thanks to Nancy Martini, PI Worldwide for this data. She lead PGi’s webinar, How science will drive sustainable sales results in 2012, last week with Gerhard Gschwandtner. Download the recording here.)

The only way to can fill in these talent gaps is with scientific assessments that show exactly what skills our teams are missing. With the right sales data and analytics, we can benchmark, measure and duplicate the success of our top performers.

Nissan used scientific data to gain market share in a down economy. Using human analytics, Nissan assessed its sales team’s skills and launched customized coaching and training programs to bridge the gaps. Nissan’s customer loyalty scores skyrocketed, and dealers increased their profits.

Here are my “4 Commandments for Scientific Selling”:

1. Internalize the “new normal”.

Equip your reps to sell in today’s conditions. Teach them to use technology effectively and sell better to today’s better-informed buyers.

2. Survive the talent famine + retain your best players.

Excel at talent acquisition & retention. CSO Insights shows turnover was 26% lower for firms with a formal retention strategy. It’s not enough to hire the best; you have to keep it. Talent retention is critical in 2012—Rule of thumb says it costs about one year’s quota to replace a rep.

3. Make decisions with precision.

Increase accuracy of driving a high performance sales team. Get it right; don’t guess.

4. Go Einstein.

Leverage scientific tools to create predictable & sustainable results. Create an environment attractive to top performers—one where they can truly work smarter, not harder.

When you use science to augment the art of selling, you know what to do—and what not to do. You won’t waste resources on irrelevant or counterproductive activities. Managers will use key performance indicators to predictably improve sales results. Most important, you’ll create a culture that attracts and retains top performers—essential for growth and profitability in today’s market.

Nancy’s book, Scientific Selling, is due out in April 2012.