Articles

Establish a Culture of Trust

Article by , April 23, 2018

Leaders develop trust (defined as “relying on others to do the right thing”) after observing people’s character and behavior over time and gaining confidence in them. They earn trust by consistently displaying personal integrity, accountability and concern for others.
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Why Workshops are Bad for Salespeople

Article by , April 23, 2018

I’ve worked directly with sales pros for a long time, helping them become top-ranked in their field. And one of the things I’ve noticed over the years is that most of them struggle to apply new concepts and practices if there’s a lack of context. Scenarios that get presented at workshops are too abstract or too distant for them.
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Getting Pricing Wrong

Article by , April 23, 2018

…for leaders, pricing strategy isn’t a matter of whether or how you should get involved in it. You must. Consistently. Everything you do and every outcome you achieve as a leader is determined by what your price says about your brand, how you are positioned in the market, what your relationship with your customer will be, how long that will last and how profitable your company will be. Pricing starts with you.
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Amazon Fears Driving Supplier Price Concessions at Costco

Article by , April 13, 2018

Amazon continues to wreak havoc on supply chains worldwide.  A client that does not compete directly with Amazon forwarded an article on Costco’s new price pressures on suppliers in response to Amazon concerns.  She said that these types of industry moves were creating disruption and price pressure in her industry, even though unrelated to consumer […]
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The Traps of Consensus-Style Leadership

Article by , April 13, 2018

Most employees favor consensus-run organizations, where a leader uses inclusion and feedback to manage democratically. A consensus-style leader is a refreshing alternative to the tyrant who issues stern orders. But democracy, taken to an extreme, creates numerous frustrations for direct reports.
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Manufacturing is HOT!

Article by , April 11, 2018

Manufacturing is on fire!  Not only are manufacturers growing but positive press and sentiment are abundant as well.  It went from an oversight to a prevalent news item and a highlight at conferences such as the Southern California Economic Forecast. Here is a compilation of just a few of the HOT topics and trends: There […]
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Conversational Intelligence for Mindful Leaders

Article by , April 11, 2018

Scientists are discovering how conversations cause a rapid cascade of neurochemicals in the brain, laying the foundation for trust or distrust. To remain competitive, leaders must understand the powerful conversational rituals that prime the brain for trust, partnership and mutual success.
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Focused on Falafel: How Naf Naf Grill Simplified Before Expanding

Article by , April 11, 2018

For Small Business Week, the 5/1/17 issue of Crain’s Chicago Business had an article on lessons learned from some of the most successful small businesses in Chicago. One of them was Naf Naf Grill, a Chicago-based chain of Middle Eastern fast-casual dining. Their lesson was on the importance of simplicity and focus, especially before expansion
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Unexpected Connections #35: Tabloid Sales and CellPhones

Article by , April 11, 2018

I’m always looking out for key trends and unexpected (or unusual) connections / correlations in the marketplace. Recently, while stuck in a checkout line at the grocery store, I noticed that I (and others) were using our phones. In the past, people waiting in line used to read the tabloids. It struck me that, now that cell phones are widely available, tabloid sales must be suffering…
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