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Four Questions Every Salesperson Should Ask About Their Customer’s Business

Build value with your customers by understanding their business concerns

May 24, 2017 | Knowledge

What keeps your customer up at night? What is he or she most worried about? One of the best ways to build value with your customers is through a deep understanding of their business concerns. Too often, salespeople lead with …

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  • May 17, 2017 | Insights

    Project Managers Should Value Honesty Over Loyalty in Team Members

    It’s about results, not lip service

    There has been a lot of talk in the news lately — especially in the political arena — about picking leaders based on loyalty. It seems that sometimes, loyalty even takes the lead over ability and expertise. But then, that’s …

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  • May 4, 2017 | Insights

    Building More Trust in Today’s Business Landscape

    Leadership, business, and the need for trust

    A leader seeking success needs to be trusted. In study after study, research on leadership lists trust as a top trait, and studies have shown that when trust in a leader increases, productivity goes up and costs go down. As …

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  • March 22, 2017 | Knowledge

    Three Simple Steps Before You Negotiate

    Assess the situation to see if negotiating makes sense

    We negotiate all the time. Any time you want something that another person has, or that person wants something that you have, you’re in a potential negotiation. Should you negotiate? That depends. You’ll want to size up the situation and …

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  • March 14, 2017 | Insights

    Bots, Creativity, and the Value of Human Skillsets

    The skills that make us human will be at a premium in the new age of automation

    Today, as almost every day, I was asked by a website to prove that I’m human. You’ve probably had the same experience: in order to access a webpage, you must perform a task that only a human can do, like …

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