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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 …
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 …
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. …
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 …
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 …
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 …
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 …
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 …
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 …
What would make it possible for a company to last 100 years? And why are so many companies gone too soon?
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 …
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 …