Claim OwnershipThe White Rabbit
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© Matt Krause and Alper Rozanes
Description
Whether you are a professional corporate employee or a startup entrepreneur, good communication and presentation skills are widely accepted as critical success factors towards reaching your business goals.
In this podcast, Matt Krause and Alper Rozanes, who are communications trainers, authors and startup investors share their views on assorted presentation-related techniques.
As they say at the beginning of the movie The Matrix, "Follow the white rabbit."
In this podcast, Matt Krause and Alper Rozanes, who are communications trainers, authors and startup investors share their views on assorted presentation-related techniques.
As they say at the beginning of the movie The Matrix, "Follow the white rabbit."
110 Episodes
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This episode's guest is Rick Pizzoli, the CEO of Sales Force Europe. Rick goes into things like what prompts a company to want to sell abroad, how to get your employees and investors on board, and some of the nuts and bolts of selling into the EU specifically.
Alper goes into the three mistakes he sees people making all the time. Learn what these are, don't make them, and you'll be ahead of half the game.
Yalın Yüregil goes into various aspects of selling into another country, specifically the importance of addressing operational issues you think you already figured out, adjusting your expectations, staying away from the all-to-common mindset of "it works here, so it will work there too," and the legacy experiences of your buyers.
Matt goes into what he took away, from a recent interview, about building trust. He touches on commitment (hat tip to Robert Cialdini, someone Matt and Alper both have mixed feelings about), how to build trust into a pitchdeck, the importance of describing the problem and its role in building trust, and a couple studies he found that looked into what parts of the body are involved in the building of trust.
Vlad Cazan, co-founder of Romania's KFactory, goes into his company's efforts to sell in other countries, particularly into the UK.
In particular, he goes into the importance of patience and preparation, and what to do when you don't have any connections in the target country yet.
Vlad also mentions the importance of, when considering what countries to target first, to ask yourself which ones are most open to doing business with a partner outside the country.
Like some of our previous guests, Vlad also mentions that your star employees back home might not be your star employees in the new country.
Bertay Fişekçi, employee engagement expert extraordinaire, goes into his public speaking journey, starting with what initially prompted him to work on that skill, how he got past initial fears once he started down that road, and how it helps him in his daily life now.
Matt and Alper blow out the carbon (a phrase an old family friend of Matt's used to use to mean taking an old car out on the highway for some exercise). In this case, that means they cover a couple miscellaneous pieces of business. Matt is considering updating a staple of his trainings, The Four Things, and Alper discusses a video he recorded recently where he takes a side on the "visualize the positive" vs "prepare for the worst" debate.
In this episode Matt interviews Alper on other ways into angel investing. Matt has a dream that we can provide a service and magically become part owners of, say, Microsoft, but Alper squashes that dream, saying that yes, some actual money is probably going to be needed.
But don't worry, if all you want is to brag to your friends over a beer, you can probably get in for not much, but you're probably going to get, well, not much.
Brad Farris returns to the podcast to describe a pivotal moment in the emotional regulation of how you show up for any communication event, be it a presentation or an employee's performance review. Matt plays the guinea pig (in other words, test subject), providing the disastrous subject matter Brad uses to troubleshoot and advise. This episode is perfect for anyone who wants to make sure the right person shows up for that crucial communication event.
In this episode, Melda Sofuoğlu, a former client of Matt's, goes into what she has picked up over the years in the presentation world. Also, Melda, having worked in multiple countries, weighs in on the age-old question: Is presenting less data on a slide a culture-specific thing, or is it universal?
In this, the 100th episode of The White Rabbit, Matt and Alper talk about what has changed in the world of presentations over the past two years. In particular, what they keep coming back to is that the magic only appears when you show up regularly, and the possibility that others won't get what you were talking about, and don't take that too personally, sometimes you just need to let go.
Following a recent episode, where Matt posed a question to Alper in binary terms, Alper digs deeper into the potential problems associated with any binary approach. Alper points out a recent Netflix documentary that provides an excellent view into what can go wrong if the presenter gets pig-headed, and instead of changing tack, ignores the signs and plows ahead with the plan anyway. Anyone uncomfortable with the presence of unknowns needs to listen to this episode.
Matt asks Alper for his opinion on two perspectives, which Matt soon realizes sound opposite but are actually not, and Alper offers up a third perspective. If you've ever wondered who the most valuable person in the room is, this episode is for you.
Alper compares PowerPoint, Keynote, Google Slides, and Canva. Each has its pros and cons, and Alper does his best to stay diplomatic and acknowledge that. Listen in on this one if you want to hear a pro weigh in on the "should I export or not" question.
Matt and Alper dig further into an article Alper wrote recently about how the beliefs and mindsets we carry around make it hard to present well. Interestingly, many of these scripts that run in the backs of our heads are useful elsewhere in other contexts, but can get in the way too!
In this episode, economist Zombor Berezvai goes into the importance of telling stories, even when presenting to academic audiences. You'd think that academic audiences would be fine with the unprocessed presentation of data, but as Zombor reminds us, even those groups prefer the data be presented with a story that makes sense of it. Zombor's LinkedIn profile: https://www.linkedin.com/in/zomborberezvai
In this episode, Berk Temuroğlu goes further into organizational changes as a startup's sales base expands to other markets. In particular, how the company's investor base will evolve, how the new investors can help the company, the inevitability of a culture clash during the expansion, and more.
Berk Temuroğlu, in the first part of his repeat guest visit, goes into what challenges a startup, having conquered the world of domestic sales, typically faces when launching into the challenging world of international sales. In this episode, Berk talks about who to choose to lead the expansion, what he calls "the wheel of engagement," weathering the period of boredom, the inevitable evolution of the organization, etc.
In this episode, Matt goes into three of the constraints he often puts his clients into. Sometimes the best way to cut is to subject yourself and your presentation to artificial constraints. In real life, you won't have to meet these artificial constraints, but if you're at 39 minutes and you have to cut it to 20 minutes, maybe top-down (39, 38, 37, etc, on down to 20) won't work. Maybe what you need to do is subject it to artificial constraints. The use of these artificial constraints forces a message discipline that you just don't get with the 45-minute format.
This goes out to all the people out there in their mid-30s who say "My technical skills got me where I am now, so they'll be enough to keep me going." If that's you, you're absolutely correct about the first part, your technical wizardry, and your development of it, worked great for the first 10 years of your career. But over the next few years of your career, you'll see your technical skills become table stakes, and the promotions will go overwhelmingly to the people with technical skills AND communication and presentation skills. Welcome to life after 35.
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