Definition: things that are easy to do, and give quick results Examples: This project is really complicated. It will take years to finish. Let’s start with the low-hanging fruit, so we get some benefits quickly, and feel like we are making progress. The new CEO...
Definition: a source of a lot of cash; a big profit-maker Examples: That is one of our best products. It is a cash cow. If we killed it, this company would lose a lot of money. That industry is very unpopular, and people want the government to regulate it more. But...
Definition: a complicated problem, a tangled mess of problems Examples: If we layoff a few employees, it opens a can of worms. You fire a few people, then the media says your company is sick, then investors start to worry, and your customers call your competitors,...
Definition: to test the boundaries, to try something new Examples: Our company is very conservative. Every presentation is always the same. I am going to push the envelope, and completely change the normal format. I’m trying a new sales technique with this new...
Definition: a difficult beginning, a rough start Examples: In the end, the project ended well — on time, and under budget. However, in the beginning, it had a rocky start — important employees quit, there was no clear direction, and there was no support...
Definition: in an emergency, in a difficult situation Examples: I don’t like fish, but if there is nothing else, I will eat it in a pinch. I don’t know much about finance, but if I have to read an income statement in a pinch, I can do it....
Definition: to describe something perfectly, to identify the source of a problem perfectly Examples: We were trying to explain why last night’s party was so funny, but we couldn’t. However, Murat found the perfect words. He hit the nail on the head. My...
Want to be more engaging? Want people to think you are more interesting? Remember this old saying: “God gave us two ears, but only one mouth.” Use them in that order. Listen twice as much as you speak. And when you do open your mouth, use it to...
When someone else talks, what’s a good way to make sure you understood?Remember this phrase:"Let me repeat what you said, to make sure I understood you correctly…"I’m a native English speaker. I still use this phrase 10 times a...
Sometimes when I am coaching someone, we reach a very stubborn obstacle. The obstacle holds my client back, unable to move, unable to advance. This is what the client usually says: “I want to do XYZ, but I am so nervous.” I’m sorry, but being...
Definition: to reduce the intensity, to relax a little Examples: I am an intense person, and I was scaring our customers. My boss asked me to take it down a notch, to relax a little when we meet customers. You have been working way too hard, and it is hurting your...
A short 33 second video on public speaking. One of my favorite lines: "Public speaking is abnormal. No one is born a great public speaker, so practice, practice, practice, and then practice some more." This video was brought to us by the good people at...
Definition: selling one thing, but delivering another thing (usually of lower value) Examples: In the store, the dining room table looked very nice. But the table they delivered to my home was very different — the wood was different, the construction was bad,...
It’s a popular phrase: “Perception is reality”. However, it is completely untrue. Perception is how you see things, how you feel about things. It is your opinion about things. Reality is how things really exist, outside of your head. Sure,...
Long term goals require short term actions, too.It’s Wednesday, 5:47 pm.Your boss brings you an urgent project.You can either:do the urgent project, and delay that important professional networking meetinggo to the important professional networking meeting, and...
There will always be something:a request will come from your bossthe phone will ringa friend from out of town will visityour bedroom curtains will need to be cleanedyour cat will need a bathThere will always be an excuse to postpone the things you really need to...
Definition: to act prematurely, to do something too early Examples: I should wait longer to agree to the price. I always jump the gun and agree too early, and we pay too much. In life, patience is important. Don’t jump the gun all the time....
Definition: to analyze a subject down to trivial and unimportant details; to obsess over small disagreements, when you already agree on the bigger details Examples: I want to give the approval and all you want to do is split hairs about what color the body should be....
Definition: to be under attack, to be criticized heavily Examples: Yesterday, I said some very offensive comments to my colleague. Today, I am under fire from the whole office. Everyone is demanding an apology from me. Sales are down, and the Sales Manager is very...
People ask me all the time, “Matt, how can I write longer sentences,” or “Matt, I want to use bigger words.” Then I ask them, “Why?” You don’t write to impress other people with big sentences, or big words....
Definition: really small, family-owned, family-style, not corporate (it is an adjective) Examples: When I was a child, I lived in a small town. The only grocery store was a small mom-and-pop store. I never saw a large hypermarket until I was older. When he started...
Definition: to accomplish something using any method available, especially creative or unusual methods Examples: We have no money left in the training budget, but this course is important. We will sponsor the training, whatever it takes. We will do it by hook or by...
Definition: to act with no long-term plan, and break the rules, without thinking about ethics Examples: Enron was a fast-growing energy company in the USA, but they played fast and loose with their financial reporting. When the fraud was discovered, the company...
Definition: to solve small problems, usually in a larger process Examples: Don’t worry about the small stuff yet. Let’s focus on the big picture, and we’ll work out the kinks later. Before you introduce a new product, be sure to work out the kinks....
Definition: to belabor a point; to insist on talking about something that cannot be changed Examples: My boss hated my idea, and he said “no” quickly. But I continued to argue with him, and push my idea. I finally stopped, because I was wasting my breath....
Definition: to grow rapidly, unexpectedly, excessively Examples: The new product was a really popular, worldwide hit. Our company’s sales went through the roof. This year, oil prices have gone up really high. Last year we thought they were already high, but now...
Definition: to be very surprised and angry, shocked Examples: Last month’s sales numbers are terrible. When the CEO sees these numbers, he is going to hit the roof. I didn’t expect the hotel bill to be so expensive. When I saw it, I just about hit the...
Definition: never, not a chance Examples: The company I work for is very tight with money. I asked for a raise, and my boss laughed and said, “When pigs fly!” I want to manage the sales department. However, my performance is not good, and no one likes me....
Definition: to make a difficult or painful decision; to take a difficult step Examples: When demand was down, U.S. automakers had to bite the bullet and cut jobs. I know tonight’s football match is big, but we have to finish this sales presentation. We have to...
Definition: to be important or famous, but in a small group (note: this is not a positive idiom — if you tell someone they are a big fish in a small pond, they will get angry at you!) Examples: I am a top manager at this company, but the company is really small....
Definition: to take a short break, to rest for a short time Examples: We’ve been working really hard this morning. Let’s take five, and then meet again at 11:00. It’s been a rough day. You need to rest. Take five and go to Starbucks for some coffee....
Definition: to overestimate the importance of something; to take something small, and make it more important than it needs to be Examples: Yes, she made a mistake. But it’s really not that big. When you say we should fire her, I think you are making a mountain...
Definition: to be stubborn, to be tough, unwilling to compromise Examples: My boss refused to let me take vacation in July. He said absolutely not. I tried to persuade him, but he was really hard-nosed. This customer is a really tough negotiator. They are really...
Definition: to make a deal, to negotiate a settlement, to make a compromise Examples: We’ve been negotiating for months. It is time to end this. Let’s cut a deal and be finished. I don’t know why they chose our competitor. He must have cut an amazing...
Definition: something in the past; something that is over, finished, forgotten Examples: We had a big fight last year, but we are good friends again. I don’t even remember what the fight was about — it is water under the bridge. I made a huge mistake last...
Definition: to be obvious, straight-forward Examples: I trained Murat on the new procedure. He thinks it is difficult, but I think it is extremely simple, as clear as day. The boss loves him, and every year they give him more responsibility, and more money. I think it...
Definition: to contact someone, to call or email someone (an informal, casual phrase) Examples: We are old friends, but we haven’t talked in three years. I will drop her a line to say hello. When you are finished at the meeting, drop me a line, so we can discuss...
Definition: to meet briefly, especially to discuss progress Examples: Next week, I will be traveling in Europe. However, let’s touch base each day, so you can update me about the project. Your boss needs to hear from you. If you don’t already have a...
Definition: to stop something, to discontinue something (usually because it is not doing well) Examples: The project was not going well, so we decided to pull the plug. Tomorrow is the final day. If sales don’t increase immediately, we have to pull the plug. The...
Definition: to be uncertain, to be unsure Examples: My company announced future layoffs, but they didn’t tell us specifically who will be laid off. Will I keep my job, or will I lose my job? I don’t know, they left us hanging. This meeting is really...
Definition: to have or get at least partial ownership of a project or business; to get benefits from a project Examples: My cousin’s business is growing really fast. He is looking for partners, and asked me if I’d like to join him. Of course, I said yes,...
Definition: a sales call with no introduction; an unannounced sales visit Examples: I want to start selling to XYZ Company. However, I don’t know anyone there. I tried to get an introduction, but none of my friends know anyone, either. I will just have to give...
Definition: the details are very complicated; things look nice on the surface, but the details are bad Examples: The new building looks nice, but the landlord might be trying to trick us. Read the contract carefully. The devil is in the details. I thought the...
Definition: to add up, to accumulate Examples: The shipping container is stuck in Customs. Every day it is delayed, the shipping company charges us money. We are really racking up a lot of demmurage charges. Don’t pay the invoices late. When an invoice is late,...
Definition: the end of bad times; good results coming from hard times Examples: It’s been really busy lately, and I am working 80 hours per week. But soon a slower time will come — I can see the light at the end of the tunnel. These production problems...
Definition: to change (usually in a good way) Examples: Sales have been down for three years, but now they are increasing. I think we finally turned the corner. This ERP implementation has taken so long to finish, much longer than we expected. But I think we finally...
Definition: to not participate, to watch but not do Examples: Murat and Ahmet are having a big fight. I am going to stand on the sidelines, I am not going to get involved. The company is going through hard times. Get involved with the rescue, don’t just sit and...
Definition: regardless of difficulties or obstacles Examples: The market is in a big crisis, but we are determined to succeed. Come hell or high water, we will dominate the market. This project is really important. I have to finish it, no matter what happens. My boss...
Definition: to do something difficult; to do something impossible Examples: My boss asked me to save the failed project, but it was already too late, the project was completely dead. I told him sorry, but I can’t move mountains. Changing a company culture is...
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