Articles

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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U.S. Small Business Optimism Climbs to 2nd Highest on Record!

Article by , November 21, 2018

A National Federation of Independent Business survey reported that U.S. small business optimism is close to a record high and is at the highest level in 35 years!  Fueled by tax cuts, deregulation and robust consumer demand, business owners are optimistic about the future.  As a result, unfilled job openings rose to a new record. […]
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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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