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The Benefits of Truth within Leadership
por Maggie Pazian and Michael Palestina na Leadership
The stakes are high. The truth is critical. What can you do to uncover it?

This denouement can play out across the spectrum of personal and professional human interactions.

Just reading the words can trigger anxiety as you replay a time in your life when something mattered, when verity determined the difference between the winners and the also-rans. Leaving aside the existential question of what truth is; we think we know it when it is before us in our everyday lives, and we think we know when it’s imperfect.

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Learning to Motivate & Manage in 'The New Normal'
por Rick Dandes na Management and Leadership
At a time when political upheaval in Washington, D.C., market uncertainty on Wall Street and the lingering impact of the worldwide Great Recession seem to be the everyday norm, is it any wonder that many organizations have been seriously challenged by threats to their bottom line—and in some cases, survival—over the past year?

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Integrating Direct & Digital Marketing to Boost Results
por Ryan Cote na Social Media and Social Networking
Marketing tactics are always evolving as technology and processes are updated.  Today, three effective channels for business marketing are direct mail, email, and landing pages.  While these three approaches can be successful individually, combining these three into one coherent marketing strategy usually results in a return on investment that is greater than the sum of the parts.

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Gender Differences Impact Marketing Plans & Strategies
por Leslie Hart na Business Planning and Strategy
She likes pastels, he likes dark colors. She focuses on people. He focuses on objects. Are these unfounded stereotypes or bona fide gender differences that should be seriously considered by anyone designing products, displays, showrooms, Web sites and other marketing materials?

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Five Ways to Ask for Referrals
por Jim Canfield na Strategy and Planning
Why don’t we get more referrals?

The most common reason is: We don’t ask. If we do ask, quite honestly, most people are not that good at it. The most common method is a general question like, “Do you know anyone who would be a good person for my business?” They normally roll their eyes back, put their hand to their chin with a furrowed brow and respond, “No, can’t think of anybody.”

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Why Lead Nurturing is Critical: Develop Trust, Increase Revenues
por Lars Helgeson na Sales and Marketing
Sales is a numbers game, right? However, it is also about the relationships that your business develops with prospects and clients that make or break a deal. This is where lead nurturing comes into play.

Lead nurturing is the process of building a relationship with prospects who are not yet sales-ready.
Lead nurturing is like dating. You want to get to know the person before you enter into a full-fledged exclusive relationship. This relationship doesn’t happen over night. You want to trust them and make sure they meet your needs, so you know it’s a good fit.


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Why owners need to look for hybrid entrepreneurial salespeople
por Andy Gole na Sales and Marketing
Business owners are always on the prowl for the hunters, to help build their businesses. Many owners and executives observe there are lamentably few hunters, a decent number of farmers and an overabundance of maintainers. Should this be surprising? And what should we do about it?

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Succession Management: More than Just a Plan
por SuccessFactors na Management and Leadership
The executive team at a North American manufacturing company sat quietly in the boardroom, wondering what the urgent meeting was all about. Team members soon found out: the company’s senior engineer was leaving immediately to work for a competitor. It was a significant blow, since he was directing the implementation of a new, critically important production process. His departure could mean disrupted assembly lines, insufficient inventory levels, and delayed customer shipments.

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Founder’s Syndrome
por Howard Fletcher na Leadership
Does this sound familiar? An entrepreneur’s business has evolved to be a viable economic entity experiencing rapid growth. The dynamic, driven founder has bootstrapped the operation from day-one relying principally on his or her own charisma, wits, decisiveness, energy level, industry knowledge and willingness to take chances. Now, sales are increasing, profits are modest and the company appears poised to go to the next level.

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Contracting and US Government
por Jeffrey Yefsky na General and Miscellaneous
Who is happy to see 2013 end? No one is happier to put 2013 in the rear-view mirror than US Contractors.

This year saw something no one could have imagined, Sequestration, Government Shutdown and mass exits of employees. This is what I am going to refer to as the “3-legged stool”.

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The New Era of Wellness Programs
por Rick Dandes na Human Resources and Personnel Management
Employee wellness programs have long been advocated as a way to help organizations create a healthier workforce and face the ever-increasing challenge of controlling rising healthcare costs. And what a daunting challenge it is these days.

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Three Sales Habits That Close More Business
por Colleen Stanley na Sales and Marketing
Webster’s dictionary defines the word habit as something that a person does in a regular and repeated way.  After working with salespeople for over 20 years, I found the key differentiator between average salespeople and stellar salespeople is their daily habits. 

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The OODA Loop - A Decision Model That Gives You an Unfair Advantage
por Paul Christiansen na Business Planning and Strategy
John Boyd was an Air Force fighter pilot during the Korean War. He became known as "40 second Boyd" for his legendary prowess in the air. He had a standing bet with any fighter pilot who dared take him on, wherein he would allow an opponent to assume an offensive position directly on his 6 and within 40 seconds he would be on the opponents 6 in a firing position - he never lost his bet.

Wouldn’t it be amazing to have this kind of unfair advantage in business?

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Investing “For Fun”
por Richard Fogg na General and Miscellaneous
After 16 years guiding individuals, families, and business investment strategies, I’ve discovered some investors think it makes sense for them to invest in a company because they like the products or services it offers.

This thought often stems from their familiarity with the famous investment principle of legendary fund manager Peter Lynch. Lynch advised to “Invest in what you know,” and doing so MAY make sense. After all, it can be fun and interesting to track the ups and downs of a company that makes or provides something you love.

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CMOs Are From Mars, CEOs Are From Venus. What Planet Are You From?
por Lisa Nirell na Sales and Marketing
What is your current relationship with your CEO? Do you feel like a fish out of water, or are you swimming in the same direction?

If you responded “fish,” you are not alone. When it comes to conversations with the CEO, marketing leaders often speak Greek.

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10 Common Mistakes Managers Make
por Gary Harvey na Management and Leadership
In a perfect world, managers are hopefully also leaders. Knowing how to inspire, motivate, coach and hold people accountable for their behaviors is the foundation for improving. For instance, coming from the world I’m in of training salespeople and managers, promoting a top-producing salesperson to the sales manager position might seem logical, but without the skills and regular management training, the top sales producer can become a disastrous sales manager.

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The Top Three Reasons Prospecting Fails
por Colleen Stanley na Sales and Marketing
Sales managers are conducting sales pipeline reviews only to discover there isn’t enough in the pipeline to achieve the numbers necessary for fourth quarter results. The pipeline is either half-full or full of unqualified opportunities.

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The Neuroscience of Leadership and Employee Engagement
por Michelle M. Smith na Leadership
Getting employee engagement right has always been a mixture of art and science. There are 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.

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Stop Insulting Your Audience!
por John Bates na Personal Growth and Development
In baseball you get three strikes. In public speaking, you don’t even get one. You set the tone and the audience decides whether they’re going to pay attention within seconds. If you don’t have them enthralled immediately, your message will languish.

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The Canterbury Sales®
por Andy Gole na Sales and Marketing
The story is familiar enough – a company with a successful offering enjoys rapid growth then hits a brick wall.  What happened? Could there be a selling system design error?

Many companies seek the comfort of this familiar three-legged selling stool: Strategy to drive sales,     Market knowledge, and Product knowledge. But what's missing is...

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