Articles

Socially Intelligent Communication Skills for Leaders

Article by , January 26, 2019

Leaders develop and use communication—a soft skill—to work with others, recognizing that success relies on unity and collaboration. When combined with the traditional hard skills of quantitative analysis and decision-making, communication rounds out a leader’s ability to bring people together and achieve high performance.
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3 Ways to Win Big with Generosity

Article by , January 26, 2019

Success is a three-path journey where generosity in sales is concerned. First, you need to make it happen at a personal level. Next, it has to be in your work as a sales team. And finally it has to be reflected in your actions as a company.
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Communication Skills for Mindful Leaders

Article by , January 13, 2019

Leaders continue to assume greater responsibilities and pressures as markets and technologies call for increasingly faster commerce, responses and results. Information overload and business volatility have become the norm, requiring nimble management and staff interconnection. Leadership success depends on a most essential professional skill: strategic communication.
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3 Truths About Selling to People

Article by , January 11, 2019

There are three universal truths about selling to people… First, we are hardwired to trade with each other.  Second, buyers and sellers often struggle to understand each other.  And third, we make excuses for what we don’t understand.
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Go Global, the Export Opportunity

Article by , January 7, 2019

95% of consumers are outside of the United States.  Thus, there is VAST opportunity in export – and it isn’t as hard as you think.   Last week, I spoke at the Riverside County College of Foreign Trade’s Go Global event with Elizabeth Warren on export and global logistics.  There was a lot of excitement […]
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Two Types of Leadership Thinking

Article by , January 7, 2019

Of all the skills leaders require today, perhaps none is as challenging as adequately processing information. The ability to spot holes in data, conceive solutions and analyze results calls for sharp thinking. Thinking can be broken down into two primary categories. We employ intuitive thinking during crises, when immediacy is required. By contrast, leaders sift through information, take time to gather data and draw conclusions when employing deliberative thinking.
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Lead Better by Seeing More

Article by , December 11, 2018

In this over-information age, an alarming number of business plans fail because leaders ignore the facts needed to make sound decisions. Misguided perspectives can be blamed on a lack of data, wrong data or the inability to understand relevance. Even in hindsight, some leaders fail to see what went wrong.
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Trans-Pacific Trade Delays – Are You Prepared?

Article by , December 5, 2018

Thanks to Dave Porter for recently sharing: Vessel operations and capacity in the last 10 days have been severely impacted by two typhoons in Asia (Central & North China).  Major ports such as Shanghai have been shut down for 2-3 days which has caused a ripple effect such as roll overs and cargo backlog.   In […]
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Measure What Matters

Article by , December 5, 2018

It’s both a blessing and a curse to be living in an age of unlimited data. While we can now track it with laser-like precision on an incredibly wide array of subjects, not all of it is meaningful, and it’s easy to get distracted with interesting but irrelevant information… …Your goal must always be to identify what is helping you accelerate your sales: fine-tuning what works, getting rid of what doesn’t, and constantly testing the effectiveness of new approaches and methods.
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