Image Image Image Image Image Image Image Image Image

Sales

Media Alert: Charmaine Yoest on FOX Debating Tax Payers & Abortion

July 16, 2010 | By | No Comments

Charmaine_Yoest_pubshot_2010.jpgCharmaine will be appearing on FOX today, Friday 16 July to debate against tax payer funding for abortion.

The tax and abort position will be argued by National Partnership for Women and Family.

Charmaine Yoest

Charmaine taped this morning and the piece will be aired throughout the day. (Normally, ProLife talent should not tape – liberal media will use editorial-editing to win a debate. But FOX is, well, fair and balanced.)

Please let us know what you think.

Why you should watch.

No, not to check out Charmaine’s new hair cut and make-up. FOX in DC is expanding their make-up room next to the green room and the surface preparation was a bit rushed.

No. A viewer — especially those leaning toward abortion — should watch to learn why the ProLife position is winning in America; where 51 percent now self identify with Life.

Why?

Three reasons:

1) A compelling argument.

2) A winsome argument.

3) A healthy argument.

A compelling argument. Every picture tells a story, as Rod Stewart would say and every gif file is worth a thousand words. The science of the sono-gram has shifted the debate from the mother to the child. 85 percent of women who see Baby’s First Picture choose to let the baby live. This is why Cecile Richards at Planned Parenthood fights this scientific advancement. Too much information would change a woman’s choice. Science has not been good for abortion.

ProChoiceGal tweets “fetuses are humans. However, that doesn’t mean that pregnant women shouldn’t get basic human rights.” Re: abortion choice. Which brings us to,

Charmaine and Senator Orrin Hatch

charmaine_yoest_Senator_hatch_2010.jpgA winsome argument. We in the Pro-Life movement are in the persuasion business. The Alert Reader knows that Your Business Blogger(R) teaches Sales and Marketing at the local college. Pro-Life sells. Over the years, we have shaken hands with nearly every pro-choice leader from Betty Friedan to Gloria Steinem to Margaret Sanger’s grandson, Alexander Sanger. They were not happy people as one might expect and did not advance a positive, enjoyable debate. They do not smile. (Steinem has now married; I think she may have smiled since the honeymoon.) That’s why Charmaine’s Pro-Life message is selling so well: She smiles.

The unfortunate Twitterer MsFetus makes as bitter a presentation as Eleanor Smeal (understand the subjective evaluation-not the person: the presentation). The first rule in debating is “whoever shouts or goes ad hominem loses.” The pro-abortion advocates are reduced to cussing in Caps Lock. They have lost.

UK Pro-Choice QueenCatherinex tweets, “In my personal opinion I wouldn’t call a zygote, embryo, then fetus a baby. So it’s not a case of dehumanising, it’s biology.” No, it’s not biology–it’s marketing: See your Baby; the Baby lives. Word pictures are powerful.

Finally, the picture of health,

A healthy argument. Charmaine runs Americans United for Life, a public interest law firm. Her team of legal eagles knows well that the debate has moved from Roe v Wade. The Burger court wrote that the state has a compelling interest in the baby in the third trimester, but this was soon superseded by the health of the mother “exceptions.” Subsequent rulings have now asserted that abortion must remain legal on the “reliance” interpretation, where the mother’s financial health must be preserved as well as the perceived physical well-being.

(Charmaine Yoest, Ph.D., as a case study, would refute this. She didn’t need abortion to become a President and CEO.)

But we have come back to the mother’s health. Science is now telling us that abortion is a crushing psychological burden where women are now stating–in public–that they regret.

New studies demonstrate that abortion removes protections making women at higher risk of breast cancer.

Women are regretting and re-thinking thinking their abortions. Harms to women will be the next foundation in the future of the abortion debate.

###

Be sure to follow Your Business Blogger(R) and Charmaine on Twitter: @JackYoest and @CharmaineYoest

Jack and Charmaine also blog at Reasoned Audacity and at Management Training of DC, LLC.

Thank you (foot)notes,

Watch Charmaine’s Expert Testimony to the Judiciary Committee on the Kagan Nomination

Watch Charmaine’s Expert Testimony to the Judiciary Committee on the Sotomayor Nomination


Sales and Persuasion: Selling Inside and Outside Your Organization

March 6, 2009 | By | No Comments

A Tale of Two Presentations.

A Tale of Two Wheelers.

What if Earle Wheeler was more like Elmer Wheeler?

Your Business Professor

Jack YoestYour Business Professor opens our lesson with a story from November, 1965, as told by Charles Cooper who remembers the most important sales presentation of the last fifty years — .

Charles Cooper was a young staffer assisting his boss, Earle Wheeler who made a presentation to the Big Boss.

The Big Boss had to decide between two strategies, one from Earle, who had wisdom and judgment and experience.

The another strategic was from Robert who ran an academic team of whiz kids.

The Big Boss had to choose between nearly opposite recommendations from Earle and Robert.

Although the pitch by Earle Wheeler was done almost a half century ago, Charles Cooper remembers it as if it were yesterday. Cooper was the young man who was holding the flip chart.

The Big Boss was about to make the biggest mistake of the last 50 years…

Why? Because Earle Wheeler could not sell like Elmer Wheeler.

***

Sales Training

Persuasion in Business, Government, Non-Profits and War.

Well-run organizations have decision makers and influencers who are sales professionals at every level. People who persuade.

They sell to customers, superiors and peers. They are ‘salesmen’ who work to control events – both inside and outside the organization. Salesmen in business development who are account managers.

Who: Professionals and life-long students in management or in business development – sales, fund-raising, leadership.

jack_yoest_awards.gif

What: The seminar will equip the attendee with background on how to manage and how to sell both tangibles and intangibles — To sell ideas, and products, and services.

When: Wednesday, March 18, 2009, 11:00pm to 12:15pm

Where: Northern Virginia Community College,

Alexandria Campus, campus map

The new Bisdorf Auditorium, room 196

3001 North Beauregard Street, Alexandria, VA 22311 street map

Why: Increase sales, Increase funding,

Sell an idea, Save the world.

Cost: No Charge. Register here at JYoest@NVCC.edu. Space is limited.

Jack Yoest with sales trophies, circa 1995.

The sales training on March 18th will present an overview of the dominant, popular sales philosophies and their application to selling ideas and products in for-profits, not-for-profits, government, military, media and academia.

Jack has developed a simple three step method to sell; to persuade:

The Push: gently encourage the client — overcome inertial.

The Pitch: the seller must always be in the debt of the buyer — never the reverse.

The Promise: selling is a long term relationship — love the client.

Jack Yoest, Adjunct Professor of Business at NOVA and President of Management Training of DC, is a former Armored Cavalry Officer in Combat Arms. For over 30 years he has managed software, health care and international human resource management companies. His experience spans the military, Fortune 500, government, start-ups, non-profits, media and academia.

He conducts sales and marketing and management training for professionals in industries from law to government, from for-profit businesses to charities.

He has sold car mufflers and intravenous catheters. He’s peddled tactics for night vision devices, partnerships with software developers, budgeting in public policy and media marketing for CEO’s.

Jack also served in the Governor’s Office of the Commonwealth Virginia as Assistant Secretary for Health and Human Resources where he acted as the Chief Technology Officer for the secretariat. He was responsible for the successful Year 2000 (Y2K) conversion for the 16,000-employee unit.

He was also a sales account manager with a medical device start-up and helped move sales from zero to over $12 million, opening over 300 accounts, resulting in a buy-out by Johnson & Johnson.

Jack has consulted across industries and in China and India. His first job out of high school was selling vacuum cleaners door-to-door in 1971.

Questions? www.Yoest.com, JYoest@NVCC.edu or call Jack at 202.215.2434.

Suggested class reading:

Selling your skills, Do You Have An Incompetent Manager? From The Washington Post.

Management_Time__Who_s_Got_the_Monkey___HBR_OnPoint_Enhanced_Edition_.pdf Harvard Business Review. How not to sell in the office.

One Minute YouTube Introduction: Office Politics: Someone is always selling, Someone is always buying.

Come to this class.

Thank you (foot)notes,

See George Mason University, History News Network The Day It Became The Longest War.

Parking info at the jump.

Save the Date: 18 March 2009

Read More

Save the Date 18 March, Sales Training: How To Persuade in Business, Government, The Military

February 27, 2009 | By | One Comment

jack_yoest_awards_small_cropped.pngYour Business Blogger(R) and Charmaine are spending a few days at the Ritz-Carlton in Laguna Niguel for a series of meetings.

This Ritz sold us in the first two minutes.

***

The car valet attendant took our car and offered assistance with our bags. Walking thru the front entrance, the staff welcomed us.

By name.

We are escorted to the check-in counter (of magnificent stone) and Charmaine addresses the lovely clerk (young, but mature and a happily married mother we soon learn),

Charmaine asks, “How did the door man know our names?”

She looks up. “He’s got special powers,” she replied matter of factly.

Funny. Smart. Ladies and Gentlemen Serving Ladies and Gentlemen.

The Ritz knows how to sell. The lifetime value of each regular guest of the hotel is over $300,000.

Commitment, Attention to Detail, Immediate Follow-up: Selling.

***

Save the Date:

Sales Training

Persuasion in Business, Government, Non-Profits and War.

Question: What lost Vietnam?

Answer: A failed sales presentation.

Well-run organizations have decision makers and influencers who are sales professionals at every level. People who persuade.

They sell to customers, superiors and peers. They are ‘salesmen’ who work to control events – both inside and outside the organization. Salesmen in business development who are account managers.

Who: Professionals and life-long students in management or in business development – sales, fund-raising, leadership.

jack_yoest_awards.gifWhat: The seminar will equip the attendee with background on how to manage and how to sell both tangibles and intangibles — To sell ideas, and products, and services.

When: Wednesday, March 18, 2009, 11:00pm to 12:15pm

Where: Northern Virginia Community College,

Alexandria Campus, campus map

The new Bisdorf Auditorium, room 196

3001 North Beauregard Street, Alexandria, VA 22311 street map

Why: Increase sales, Increase funding,

Sell an idea, Save the world.

Cost: No Charge. Register here at JYoest@NVCC.edu. Space is limited.

Jack Yoest with sales trophies, circa 1995.

The sales training on March 18th will present an overview of the three dominant, popular sales philosophies and their application to selling ideas and products in for-profits, not-for-profits, government, military, media and academia.

Jack Yoest, Adjunct Professor of Business at NOVA and President of Management Training of DC, is a former Armored Cavalry Officer in Combat Arms. For over 30 years he has managed software, health care and international human resource management companies. He conducts sales and marketing and management training for professionals in industries from law to government.

He has sold car mufflers and intravenous catheters. He’s peddled tactics for night vision devices, partnerships with software developers, budgeting in public policy and media marketing for CEO’s.

Jack also served in the Governor’s Office of the Commonwealth Virginia as Assistant Secretary for Health and Human Resources where he acted as the Chief Technology Officer for the secretariat. He was responsible for the successful Year 2000 (Y2K) conversion for the 16,000-employee unit.

He was also a sales account manager with a medical device start-up and helped move sales from zero to over $12 million, opening over 300 accounts, resulting in a buy-out by Johnson & Johnson.

Jack has consulted across industries and in China and India. His first job out of high school was selling vacuum cleaners door-to-door in 1971.

Questions? www.Yoest.com, JYoest@NVCC.edu or call Jack at 202.215.2434.

Suggested class reading:

Selling your skills, Do You Have An Incompetent Manager? From The Washington Post.

Management_Time__Who_s_Got_the_Monkey___HBR_OnPoint_Enhanced_Edition_.pdf Harvard Business Review. How not to sell in the office.

One Minute YouTube Introduction: Office Politics: Someone is always selling, Someone is always buying.

Come to this class. You might be the one to prevent another Vietnam.

Jack Yoest

202.215.2434

Adjunct Professor

Managers & Interns: Free Workshop at the Leadership Institute

June 3, 2008 | By | No Comments

yoest_stern_business_school_NYU_nov_2006_cropped.jpg

Your Business Blogger(R)

at the Stern School of Business

New York University From the Leadership Institute,

Do you want your interns to be more organized, resourceful and effective?

The best internships enable interns to complete projects that create value for the organization, and to learn useful skills under the supervision of a mentor.

But interns often come to Washington with unrealistic expectations, which frustrate interns and mentors alike.

Send your interns to the Intern Workshop at the

Leadership Institute’s Stephen P.J. Wood building in

Arlington, Virginia on June 12, 2008,

from 9:15 am to 7:00 pm.

LI’s Intern Workshop teaches interns to set and achieve realistic goals during their internships.

Workshop speakers present tips about:

How to become an unforgettable asset

How to prioritize and get more done

Effective networking

Surviving on zero dollars a day

Personal development

This day-long workshop is free of charge.

It includes a free lunch and free dinner.

The Leadership Institute provides this service to philosophically like-minded organizations and offices to help you and your interns get the most out of your investment in them.

[To learn more about this seminar, click here.]

To register visit www.leadershipinstitute.org

For questions or additional information please

email Mary Koehn

or call (800) 827-LEAD

Your Business Blogger(R) will be teaching a short segment on Completed Staff Work and Managing Management Time(tm).

When LI says Free Workshop at the Leadership Institute, they really mean FREE. And there is a FREE LUNCH.

###

Thank you (foot)notes:

Jack Yoest is an Adjunct Professor of Management and President of Management Training of DC, LLC. He blogs with his wife Charmaine at Reasoned Audacity.

Video: The Manager’s Multiple Points of Accountability, Managment Training in 60 Seconds

April 3, 2008 | By | No Comments

Your Business Blogger(R): and

Your Circle of Friends When Your Business Blogger(R) served a tour of duty in government, I learned the harsh reality of what academics called “Multiple Points of Accountability.”

I thought that my boss was my only constituent.

Nope. I learned that I had better pay attention to the press, to other department silos, to numerous associations (aka lobbyists), other political appointees, elected officials — and finally: The Voters.

There is no difference between management in government and business. The basics are constant.

The first thing every manager learns is that he has multiple points of accountability. Points outside his silo.

The manager must nurture multiple points of accountability to turn these to multiple points of support.

He’s got to turn his silo into a circle — of friends.

Watch the one minute clip and let me know what you think.

###

Thank you (foot)notes:

Script at the jump.

Read More

MEDIA ALERT: Charmaine On FOX Debating Racy Ads

April 2, 2008 | By | No Comments

Charmaine_Yoest_Fox_News_Live060306.jpg


Charmaine on an earlier FOX appearance Charmaine Yoest, Ph.D., Vice President for Communications for the Family Research Council appeared on Fox News on March 1, 2008 to debate the issue of edgy ads and to discuss the prevalence of shock-style advertising in the media.

Click here for the clip. Please forgive the extra click thru to the FRC site.

###

Thank you (foot)notes:

For more on the ads click here. Safe for work. I think…

Barack O-d@mA-merica: How To Make The Sale Thru Surrogates

March 20, 2008 | By | No Comments

Barack_obama_Rev_wright.jpg


Barack Obama with

America Hater Jeremiah Wright “I’m here to help you get elected. Do you want me to campaign for you? Or against you?” Quipped Jerry Falwell to a conservative candidate.

Your Business Blogger(R) once served on the Board of The Family Foundation in Virginia and had the honor of meeting Falwell and learning how he was so effective in politics.

The burden of the candidate is to know how to gather support, package it and send it forth, was Falwell’s philosophy. Falwell has a lesson for Obama.

Jeremiah Wright had said, “God D@m America” from the pulpit. Wright is a part of Obama’s life, formerly with the campaign.

liberty_bauer_falwell_mccain_yoest_06.JPG


Gary Baurer, left, Jerry Falwell, and John McCain far right

Liberty University function, Lynchburg, Virginia, 2006

photo credit: Charmaine Barack Obama must distance his candidacy from his pastor. Obama’s problem is to know who should do the talking.

And it’s not him.

Every sales professional, account manager and marketer knows the value of using surrogates, or testimonials as they are known in business. The classic Xerox sales training program, Personal Selling Skills or PSS, taught that a sales rep only uses proof when faced with customer skepticism of the value proposition.

To use a third party if the sales rep was not believed.

If the customer didn’t believe the sales representative, then, and only then would the sales pro present backup evidence — a believable third party endorsement who does the talking. The sales rep knows that this is when his voice is silent and the customer should hear the testimonial from another customer or respected authority.

The salesman, like the politician must shut up. Difficult for both to do.

Barack Obama is sounding like a salesman who keeps talking and talking when the sale is not being made. It sounds like pleading, like whining — even if the words are elegant: it doesn’t sell.

Your Business Blogger(R) carried as bag as a sales guy for decades and made the same mistakes as Obama is doing, but without the eloquence. But the problem has a simple sales solution.

Barack with the cussing “Reverend” Wright or to a much lessor extent, McCain with Pastor Hagee, should not keep talking. The candidate as sales guy is not going to fix the unfavorable endorsement in this instance.

Only the witness, the source of the testimonial, the endorser can help the candidate/sales rep. Obama has said enough.

Jeremiah Wright could help Obama by telling all, telling early, telling often — only Wright can now convince voters that Obama does not hold Wright’s Hate America First position. Only Wright can, well, preach that Obama does not believe that white people are evil. Only Wright can now say that Obama has different values.

Only Wright can make right.

Wright should do the talking — but with out the hate, with out the cussing.

But McCain shouldn’t worry: Wright won’t be able to do it. And Obama will continue to think he can talk his way out of this.

Obama is wrong. And he will lose.

###

Thank you (foot)notes:

Full Disclosure: Charmaine served as senior advisor to Mike Huckabee for president campaign.

Is John McCain Courting the Religious Right?

Comments section is down — please email us.

Update: See The New York Times on Clinton’s reaction.

Management Training: Save the Dates in Baltimore, DC & NYC; Watch The Video Clip

March 12, 2008 | By | No Comments

Following is an excerpt from a panel discussion hosted by iConcept Media in New York City.

Pull Out Quotes,

If it’s not core,

Ship it off-shore.

If your business is growing more than 20% a year, you must buy some debt or sell some equity — this is the only way to fund receivables, unless you have a cash business (or a Dell business model…).

In marketing run the numbers down the funnel: how many touches going in at the top, to an action, to a sale at the bottom of the funnel. Work that sale backward up the funnel to learn the size needed for your marketing budget. (And remember: Half your marketing budget will be wasted. You get paid to figure out which half. Apologies to John Wanamaker.)

Your job in business is to create a customer and make a profit. If you are not doing this, you do not have a business; you have a hobby.

Your Business Blogger(R) is honored to be speaking in Baltimore on March 26th; in Washington DC, on April 3rd and in New York City on May 29th.

For more Solutions To Your Management Problems please visit Management Training of DC, LLC

###

You are invited!


Visit USAToday Columnist Steve Strauss.

See Birol’s Blog for Advice, Assistance, Attitude

And while in New York City, go visit the Indian Bread Company.

If you are looking for the perfect gift, go visit NYCSubwayLine. Your Business Blogger(R) did all his Christmas shopping on-line and got the coolest backpacks, clutches, hoodies and shirts for the Penta-Posse. The hoodie is The Dreamer’s favorite. The cutting edge, high quality products are the brain-child of actress Lynne Lambert,

One day, while waiting for her train, Lynne found herself staring up at the subway signs with its big colored circles with the letters and numbers inside and thought “Why hasn’t anyone ever done anything with these quintessential NYC icons? I bet people would wear them if it was done right!” And so the NYC subway Line was born. Licensed from NY State’s Metropolitan Transportation Authority, the tees have appeared in movies like “Bring It On” and “Prime,” on MTV, BET and VH1 by artists and their audience, and worn by celebrities such as rapper “Fabolous” and President Clinton. Recently, Ms. Lambert was awarded the Make Mine a Million Business award that was founded by Count Me In for Women’s Economic Independence along with OPEN from American Express where she received financing from OPEN, one year of intensive business coaching and mentoring from a dream team of successful women entrepreneurs, business software and training from Intuit, discounts on shipping and business services from FedEx, marketing assistance from QVC, and assistance on work/life issues and financial security from AIG.

You Are Invited: Solutions To Your Management Problems in Baltimore

February 28, 2008 | By | No Comments

yoest_stern_business_school_NYU_nov_2006_cropped.jpg

Your Business Blogger at the

Stern School of Business, NYU Solutions To Your Management Problems,

Invitation to The Harbour League Seminar-fund raiser for 26 March 2008.


You Are Invited!

60 second script.

This is Jack Yoest Your Business Blogger with Solutions to your Management Problems.

I want to invite you to a short seminar – that you won’t want to miss.

In this short two hour meeting I will talk about what management is – and what it is not.

Here are corrections to common management myths:

Management is not barking out orders.

Management by walking around — is not management.

Management does not empower subordinates.

A Hands – on Manager is not a manager.

In our class I want to emphasis three tactics that will help change your practice of management

1 — Discipline – As a former Armored Cavalry officer I like the Army’s definition – and it’s not what you think.

2 — Selling – If you’ve ever carried a bag like I did as a sales guy – you know that in every transaction – especially in office politics — someone is selling, someone is buying – and managers always get this wrong.

And finally 3rd – Stop it – Every client I’ve ever worked with – every project I’ve ever managed – we’re working too hard because we’re working on the wrong things.

Don’t make these mistakes.

Go to www.yoest.com for details and registration

###

What Is The Purpose of Business? The Video

February 23, 2008 | By | No Comments

Watch the 90 second clip. Students: this is not a substitute for class attendance. But it is good to know what the professor thinks…

Comments disabled due to DoS attack, please email here.