Communication

June 6, 2017 | Interviews

David J.P. Fisher on Hyper-Connected Selling & Sales Skills of the Future

According to Fisher, sales has changed, and we need to keep up 

The internet has fundamentally changed the role of today’s salesperson, and this is a reality that can’t be ignored. In a world where consumers can purchase anything from diapers to high-end jewelry with a simple click of the mouse, the contemporary salesperson must …

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  • May 4, 2017 | Insights | Denise Gifford

    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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  • April 19, 2017 | Knowledge | Denise Gifford

    Three Questions To Help Solve Your Business Problems

    Begin by thinking creatively about the problem

    When you’re faced with a problem in day-to-day business life, what is your strategy for getting it resolved? All too often, business professionals make problems more difficult by jumping to conclusions and implementing “solutions” before the problem is fully understood. …

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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 3, 2017 | Interviews

    Warren Berger on the Power of the Question

    An interview with bestselling author Warren Berger about questions and the importance of Question Week 

    Are we asking the right questions? Can asking better questions spark innovation and creativity? How can asking better questions help us in our personal and business lives? Exploring the power of inquiry is the focus of Warren Berger’s 2014 bestselling …

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  • March 2, 2017 | Knowledge | Denise Gifford

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

    Build value with your customers by understanding their business concerns

    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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  • February 15, 2017 | Knowledge

    Tips for Better Listening

    These simple, effective techniques will improve your listening skills in no time

    One of the most important skills in communication — and in business — is the ability to listen. Listening is critical because, after all, if you can’t listen, how can you respond in any meaningful way? Listening involves not just …

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  • December 6, 2016 | Resources

    How Effective is that Ad?

    It’s a challenge to measure ad effectiveness of online ads.  In this podcast, researchers from the Kellogg School of Management at Northwestern University talk about how hard it is to really measure whether a digital ad is effective, and discuss …

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  • December 3, 2016 | Resources

    The Power of Inquiry

    We can and should ask better questions.  As children, we ask lots of questions, and are naturally curious about life.  Much of that dissipates as we get older.  In his book, A More Beautiful Question, Warren Berger examines how we …

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  • June 4, 2016 | Knowledge

    Why Stakeholder Management is Important

    Projects revolve around stakeholders

    Projects stakeholders have an interest in the outcomes of your project. Some are more important to the life of the project, such as the sponsor, steering committee, or project team members. Others are no less important but are involved only …

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  • October 13, 2015 | Knowledge

    Gathering Project Information

    Plan ahead to get the most out of project resources

    by Denise Gifford   One of the most common mistakes a new project manager can make is to request more information than is needed to run the project. Information is an important resource, but it is not free. Completing forms …

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