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The 12 benefits of Greater Self-Confidence in Leadership
por Dr. T.C. North en Leadership
Strong self-confidence gives you an advantage in life and business you just don’t have without it. Most entrepreneurs and business leaders don’t realize just how many benefits there are to increasing self-confidence. You can build self-confidence (as well as situation-specific confidence) with techniques using both your mind and body. Here is what self-confidence is and the 12 incredible benefits of strong self-confidence.

What is self-confidence?

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Understanding & Selling to the HENRYs
por Leslie Hart en Sales and Marketing

Let me introduce you to the HENRYs. You’ll want to meet them because they are going to be crucial to your business.

They aren’t affluent but they are working on it. Hence the moniker: High Earners Not Rich Yet. With incomes of $100,000-$249,999, HENRYs are in the top 20% of all U.S. households. Another reason to get to know them: they are 24 million households strong.

By comparison, there are only 3.3 million Ultra Affluents with incomes of $250,000 or more, about 2-3% of U.S. households.

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Workers Want Insight on How They Affect Bottom Line
por Emily Tipping en Management and Leadership

We know that one of the keys to engagement is workers understanding their impact on the success of the organization. That's why it should come as no surprise that a majority of workers want more information about how they contribute to the company's bottom line.

New research from Robert Half Management Resources reveals that many professionals would like more information about how their efforts contribute to the company's bottom line. While nearly half of workers in the survey reported that they are always able to see the connection between their duties and their firm's performance, the majority (53 percent) also said they want greater insights. Fourteen percent of those polled noted they rarely or never see how their work affects the organization.

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8 Reasons Why Service Companies Should Increase Prices
por Dave Rosenbeg en Customer Service and Quality
If you turn on the TV or radio you are bombarded with ads that all say the same thing, essentially “We provide the best service at the lowest prices!” 

This sentiment is anathema to my experience over the last 20 years in business and the last 50+ years as a consumer. 

There is an old adage, you get what you pay for, and that is as true in the service industry as it is everywhere else.  Here are eight reasons why you should charge your customers more.

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Powerful Marketing Focuses on the ‘Why’
por Eric Schimelpfenig, Kitchen & Bath Design News en Sales and Marketing
In the past I’ve talked a fair bit about marketing, and, more specifically, social media marketing. This time, rather than focus on a specific platform, I thought it would be a good time to back out and do a 10,000-ft. overview of what works, and what doesn’t, in your marketing strategy.

Before we begin, I’d like to ask you three questions:

  1. What do you do/sell?
  2. How do you do it?
  3. Why do you do it?

Think about the answers to these questions and then read on.

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por James Roth en Human Resources and Personnel Management
I recently had a client ask me the following question:

“In the past several weeks, Pokémon Go has created a widespread distraction in my workplace. How may I legally reduce the negative impact that this game may be having with my employees’ productivity and, more importantly, their safety?”

I found his concerns to be well placed. With this game’s rising popularity are valid concerns of employee productivity and, yes, their safety.

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The Value of Testimonial Letters
por Andy Gole en Sales and Marketing
Why secure and use testimonial letters?

Consider the skeptic’s perspective:   
1)    You always pay 3 vendors, so they can serve as credit references
2)    I see testimonials the same way – you always take care of 3 customers, so they can stand as testimonials. Thus, testimonials are useless.

This can certainly be true in some cases. Is this the first and last word on testimonials?

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Leveraging Neuroscience to Improve Company Culture
por Michelle M. Smith, CPIM, CRP en Organizational Behavior
Getting employee engagement right has always been a mixture of art and science.   

There are numerous research studies, models and frameworks that are crucial to operationalizing engagement initiatives, but when dealing with the beautiful complexities of human nature, we can’t underestimate the importance of the nuanced artistic touches needed to make those initiatives really click.

With so much to get right, and with so much at stake, leaders would be well-served to utilize every tool available, and neuroscience may prove to be a valuable additional tool for you.

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Today’s "Revenue Generation" is more Babylon than Bubble
por Rick McPartlin en Strategy and Planning
What’s the primary reason that Revenue Science helps companies predictably grow more profitable revenue? All the metrics along the Revenue RoadMap are based on measurable buyer behavior.

The 21st Century offers businesses the substantial advantages of predictive analytics and neuroscience. These advances sharpen our understanding of concepts like the impact of biology on behavior, revealing clear patterns.

And the more we narrow our focus, the greater clarity we get.

So what does all of that have to do with Babylon and Bubbles?

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The wild and wooly world of planning a successful exit!
por Ken Stiefler en Business Planning and Strategy
“The nicest thing about not planning is that failure comes as a complete surprise, rather than being preceded by a period of worry and depression.”
- Sir John Henry James

I have been using this quote in my Business Owner Briefings for over 15 years now, as it accurately describes many of the business owners that I have met over the course of those many years. In my opinion, this ancillary benefit of not planning should give business owners little, if any, solace.  

Every business owner will in fact leave their business, “one way or another”.  The question they all need to ask themselves is, “when that time comes, will it be an utter mess, or will it be in a way that I would want it to happen?” I think most owners intellectually understand that planning for their ultimate departure makes sense, but until they move that understanding from the head to the heart, nothing seems to happen. 

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Understanding the Millennial Generation
por Paul Gordon en Human Resources and Personnel Management

College graduations are over, the cap and gowns have been put away, and another wave of young professionals are entering the workforce.

These grads are just a portion of the millennial population, those born from 1980 to 1995. These young professionals will greatly affect labor demographics, which will shift by the end of 2015 with millennials as the dominating group.

As a young generation, millennials are often misunderstood. They are associated with constantly being tied to their phones, tablets and app-driven communities, and are often labeled with a reputation of arrogance.

But according to a study conducted by MTV Insights titled "No Collar Workers," what could be interpreted as self-importance is more accurately the drive to contribute meaningful ideas.

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The Circle of Leadership
por Marin Bright en Leadership
I love to learn! Some believe many good leaders are born not made, yet not many can remain strong leaders unless they constantly sharpen their skills and look for ways to grow. Any chance I get, I listen to TED Talks to watch great speakers share their knowledge, and I gain great inspiration. I am constantly looking for ways to keep my edge, whether it is reading self-help and leadership books or taking classes to keep me on my game.

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Three Things You Need To Know About Millennials Who Manage
por Chip Espinoza en Management and Leadership
Did you do a double take on the title—Millennials are already managing? Millennials are not only the largest age cohort in the workforce today (over 55 million) but they make up twenty-percent of the management population. Every day ten thousand Baby Boomers become eligible to retire and the management ranks are loaded with them. Whether you are a large corporation or a small business it is important to understand how to help Millennials transition into management. Here are three things you need to know when it comes to helping Millennials manage managing:

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Sales Down? It May Not Be Your Salespeople
por Jeff Goldberg en Sales and Marketing
I often meet with companies that tell me, “Sales aren’t what we want them to be so we want you to train our reps.” While training sales reps is a large part of what I do, I often find that the biggest problem lies somewhere else…with the sales manager.

Part of the problem lies in how we create sales managers. Sometimes the president, CEO or business owner manages the reps directly, even though they have little or no experience managing salespeople. In larger organizations, typically a sales manager used to be a top producing rep.

You’ve paid them all you can pay them, commissioned them through the roof, they’ve won every award, received every accolade and there’s nothing left to do but promote them.

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Why Millennials Are Out-Selling Boomers and Xers
por Tom Silk en Strategy and Planning
Much has been written about the annoying habits of millennials, and I myself have been known to tell my 20-something reps to get off Tinder and pick up the phone. As the head of a sales and marketing team that is mostly millennials, I’ve had my fair share of the well-documented annoyances of the younger generation, but I’ve also noticed something else. My millennials are selling better and smarter than many of our company’s older, more seasoned sales partners.

The Sales Landscape Has Changed!

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Advisory Re New Employment Regulations
por James Roth en Human Resources and Personnel Management
As most California employers know, the complex snare of laws that control employment in the state is broad and constantly expanding. Under the Fair Employment and Housing Act (“FEHA”) it has become even more complicated.

Employers with 5 or more employees are subject to the new FEHA regulations. These new regulations now apply if you collectively have 5 or more employees located anywhere in the United States, one of which is located in California. This means that if you have 1 employee in California and 4 or more employees somewhere outside of California, the new FEHA regulations discussed below apply to you and you can be sued for failure to comply. Moreover, if you have any employees who are out on leave (such as medical leave), they also count toward the 5-employee requirement as well.

The new FEHA regulations now impose the following obligations upon affected small employers:

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The World of Talent Acquisition has Changed. Have You?
por Chuck Smith en Human Resources and Personnel Management
Finding top talent to give your company a competitive edge has never been more important to business leaders. But, what’s the best way to do this? Word of mouth, job boards, state agencies, headhunters, newspapers, social media. All of the above? None of the above?


While we’re at it, shouldn’t we be thinking about both quantity of and quality of candidates?

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​The 10 commandments of running a family business
por Dr. Mark Goulston en Management and Leadership

Running a family business brings special challenges.

Following these "10 Commandments of Family Business" will help ensure success:

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Product Detail? or 15 Minute Concept Commitment?
por Rick McPartlin en Sales and Marketing
“Let me tell you about my product.  It is fast, easy to use, large enough, while small enough, it is cheap to buy and high value to use.  My product  was years in development and used 3 different design process models that tested for compliance and security considerations based on cloud or LAN deployment.   There is very little user training required and maintenance is available 365 days a year and 24 hours every day.”

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Remote Control: The Art of Engaging & Motivating Offsite Personnel
por Rick Dandes en Management and Leadership
The number of remote workers and globally distributed teams is increasing in today's international working environment, and research indicates that within the next few years, up to 40 percent of us will directly answer to someone who doesn't work in the organization's central headquarters.

So while companies may reap the benefits of lower overhead costs with more and more work-from-home employees, as well as the benefits that stem from collaboration with across-the-ocean cross-functional teams, the challenges this phenomena represents for organizations are numerous. Employees working from home or distant peripheral offices can quickly become disconnected from a central office, feel demotivated and lose self-discipline.

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Peter Buscemi,
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