Success Stories

True Stories
About Incredible Moments

In my many years in the profession, I have accumulated many positive experiences: obstacles I overcame, impressive people I met, insights I gained, and results that made my clients proud. My most satisfying moments are etched in my memory and remain with me to this day as stories. With our joint efforts, you will also be able to star in a success story like that. In the meantime, I would like to share with you some of the stories that have already occurred.

How I Saved the European Debate Championship

I was selected to serve as the chief adjudicator for the 2020 European University Debate Championship - a prestigious and rare honor almost no Israeli has ever achieved. The competition was meant to take place in Kazakhstan, and logistical and financial preparations were made two years in advance to make it the most exciting event ever. As a result of the Coronavirus outbreak, we realized that we would have to assess the global health situation to determine whether holding the competition would be feasible.

After several months, it became clear that it would be impossible to gather all the participants from dozens of countries in one geographic point without drastically endangering their health or that they would even be able to leave their own countries. After waiting a while to decide, three months before the big event, we realized that all was lost and there would be no physical competition. A couple of team members suggested postponing the tournament for a year, by which time the epidemic might subside. Others wanted to cancel it altogether. I knew it wasn't right to give up: precisely when so many students were unable to leave their homes, see family and friends, or conduct a normal study routine, debating was one of the few consolations they had. The spirit of debate and sportsmanship should not be defeated under any circumstances. I vowed to do everything in my power to save the European Championship. 

I had already successfully transferred my university clubs to online activity a week after the quarantine was imposed, so I had experience teaching and running a debate via Zoom. It simulated the original experience of debating almost exactly, except for the physical aspect of standing in front of an audience. After gathering insights and conversing with colleagues about Zoom, I pulled an all-nighter and wrote a detailed twenty-page document explaining how the European Championship could work online. The document included essential, technical, logistical, and economic issues and suggestions for conserving sporting norms and a fun atmosphere despite the competition running from home. After devising a plan, I set out to persuade the Kazakh organizing team to remain dedicated to organizing an event that would not showcase the beauty of their homeland. Additionally, I had to convince my fellow adjudicators of the value and contribution of holding the competition in the new format. After presenting my vision and plan for history's first virtual Euros, I won their approval! 

However, that was not the end of the story. On the contrary, it was the catalyst for three months of intensive work to make the dream a reality, and to ensure that the European championships will not only start on time, but will also be among the most professional and fun tournaments ever. I managed and participated in several working-groups concurrently: a technical team to devise procedures and ways to enable a simultaneous competition of over 500 people (!) on Zoom, divided into "rooms" of approximately 10 people, and to establish reliable ways of registering and transmitting information on the Internet, to formulate and publish protocols in case participants experience technical failures in real-time, etc; A team for recruiting qualifies judges and compensating them for their work; A team for writing motions for discussion; A team for writing and scoring judgment tests; A team for testing competitors' language proficiency; A team for resolving conflicts between participants. As part of our preparation process, we wrote and published instructions, which answered every question asked by the community members, and we ran a competition to serve as a weapons test for the team and the organizers.

In the end, we achieved a result that exceeded our wildest expectations. We created a competition that perfectly ran on time (in many cases, we were even ahead of schedule). The tournament was judged at an unprecedentedly high level. Students from lower-income countries could represent their universities for the first time because of the low registration fee (only to cover basic expenses) of forty dollars per participant. Our team created a fun atmosphere with music playing between rounds, amateur song contests, and show debates by professional debaters. The competition also met my goal of rewarding broad-mindedness, eloquent language, and originality and setting complex, real, and thought-provoking motions.

After a week of competition and several weeks before that in which I hardly left my apartment and saw no natural daylight, I was exhausted. Still, I felt delighted with what I had accomplished.

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How Tough Love drive my students to success?

Compared to some debate clubs in Israel, the debate clubs where I coach are relatively newly formed and small. Being extremely competitive, I have never let this stop me from striving to bring my students to the highest levels of success.

Students are taken seriously in my classes. Lessons are packed with information and tips. I believe students should not be intimidated by high expectations and demands. Rather than using memes or funny pictures, I systematically present the content with real examples. In addition, I will always provide students with honest feedback. My feedback will never be insulting and personal, but it will inevitably point out what didn't work and what needs to be improved. Feedback often begins with the words: "You can be proud of the many beautiful things that happened in the debate, but from now on, I will only talk about the negative." 

Notwithstanding, my students know that everything comes from a genuine belief in their abilities and an appreciation of their intelligence. The harder the training, the easier the battle. 

 

In the moment of truth, everything changes. I became a soccer mom of sorts. As I encourage students, I emphasize that they can excel even in rough situations and defeat the best. I have often been caught sitting in the crowd, giddily watching my students perform in finals, gesturing physically: nodding with agreement, smiling to indicate things are going well, encouraging them to suggest points of information, showing that it's time to move on or look confident. 

Recently, I gave a motivational speech to my students explaining that they were Spartans. They may face large and threatening forces from other universities. Still, those will be composed of amateurs (cobblers, tailors, masons, etc., rather than professional soldiers), while my students are Spartans - few but very competent. 

We came out victorious in that competition 🙂

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I changed an entire approach to upselling conversations in one exercise. How did I accomplish this?

A large technology corporation invited me to provide an extended workshop to its team of sales engineers to improve customer communication. Our first step was learning basic concepts and essential tools of persuasion, such as building an argument, choosing the right words, structuring a speech, refuting arguments, etc. After establishing a common language, we applied the skills to the engineers' professional setting. 

One of the exercises had a particularly profound impact. As part of the exercise, I asked one participant to prepare a list of arguments he would present to clients in order to convince them to upgrade to an updated product version. Another participant compiled a list of common customer objections to upgrading. Upon presenting their pitches to the class, it became clear that the arguments meant to persuade the customer focused solely on the product's benefits, ignoring their concerns and problems completely.

This lack of regard and ill-attempt at overcoming the customer's concerns before they arose prevented the salespeople from presenting a convincing case. Our exposure to this gap enabled us to formulate scripts that would successfully illustrate the comparative value of the upgrade, so that the product seems enticing despite (and sometimes even due to) what customers perceive as shortcomings. The entire way the team prepared for potential sales meetings with clients changed from then on, and they have never been caught off-guard by clients ever since.

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