Articles

Sales Prevention Department: Where’s Yours?

Article by , November 16, 2018

Lost sales often happen for reasons that are entirely within our control. Quite frequently, they’re caused by the kinds of internal rules we create in businesses of all sizes. When that happens, we are creating a sales prevention department for ourselves.
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Mindful Problem-Solving Leaders

Article by , November 8, 2018

Problem solvers look at circumstances with a critical eye, never assuming systems work as well as they should. They’re motivated by risk mitigation and view problems in procedures or systems as weaknesses that jeopardize their future.
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Sellers Dilemma: It’s Not What You Think

Article by , November 8, 2018

You’ve seen—or even struggled with—this sales problem before: to close more deals today, you have to keep your head down and focus on the pipeline. But to close more deals in the future, you have to keep your head up and spot new opportunities. So which is right: head up or head down? That’s what is commonly thought of as the seller’s dilemma.
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The Problem with Problem-Solving Leaders

Article by , October 30, 2018

Many employees long for leaders who can solve workplace problems—from flawed systems and procedures to inconsistent policies and managers. They want their leaders to see through the trees and attack forest-sized issues, with the discernment and authority to fix them one by one.
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Do You Give Back?

Article by , October 26, 2018

We are all so busy that it can be hard to find time to give back.  Yet, the future of our profession, future leaders and our region is at stake.  Making this a priority during your day may not be as difficult as you think. Choose a way that works for you. Some people prefer […]
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Leadership Decision-Making Basics

Article by , October 21, 2018

In our fast-paced world, important issues never become simpler, only more complex. You have less time to take each course of action and make each choice, with an ever-increasing impact on outcomes. Decisions that don’t go well are critiqued and analyzed. The need to make good decisions has never been more paramount—not just for leaders’ well-being, but for everyone under their authority.
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Better Leadership Decision-Making

Article by , October 11, 2018

An organization’s health is only as sound as its leader’s decisions. Some companies prosper from wise leadership directions, while others struggle after flawed choices—the kind that receive extra publicity because of the adverse impact on their organizations, people and communities.
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From Brand Trust to Brand Advocacy

Article by , October 11, 2018

It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true. You’ll only get the chance to build a personal relationship with a buyer once they trust your brand can help them. And, once you have that relationship in place, you can recruit a fan base for your product to generate future revenue.
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Technologies: Paying Attention to What is Important

Article by , October 2, 2018

There are so many new technologies and combinations of technologies, it is extremely hard to keep up.  How do you know which to pay attention to and which to ignore? Unfortunately, some clients have told us they get overwhelmed by it all and just go back to what they are expert in (running the business) […]
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