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BNET Business Dictionary
- Management
- the use of professional skills for identifying and achieving organizational objectives through the deployment of appropriate resources. Management involves identifying what needs to be done,...
- Management definition on BNET »
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- McKinsey's Four Biases of Failure
- Saying goodbye can be a hard thing to do. But it is a necessary part of the creative process and is good management, according to a new McKinsey Quarterly study. Too often, executives stick to what was once thought a bold and brilliant idea. But when the...
- Blog posts 2008-06-27
- What Leaders Can Learn from Sales
- Leaders must sell. Maybe not widgets, but ideas. Maybe not extended warranties, but top priorities. Maybe not service contracts, but competitive context. If leaders can't sell their organization on a vision, they will fail. So what can executives learn about selling from the sales staff don the...
- Blog posts 2008-06-16
- Business Trail Blazer: John Aiello
- Savo Group CEO John Aiello explains how his sales software company grew from two to 80 employees in eight years and the lessons he's learned.
- Videos 2008-06-09
- The Business of Baseball
- Going to a baseball game is no longer just about watching the field — it's about the ballpark “experience.” SF Giants Chief Operating Officer Larry Baer says that stadium sales at AT&T Park account for up to 65 percent of overall team revenue. Baer shares his insights on the ever-changing,...
- Videos 2008-05-07
- Use "Prediction Markets" and Tap Internal Expertise
- Ever realize just how much savvy information is available in your organization? Ever wonder just how far you could take your company as CEO if you could only tap it? The latest McKinsey Quarterly requires subscription has a useful primer and group discussion on a practice known...
- Blog posts 2008-05-02
- How Fear Can Make Your Business Stronger
- I spent part of my day at an old-line manufacturing firm that is in an industry facing disruption by new technology. Rather than reacting to its fear of this technology by entering into despair or denial, it has become a leader in applying the new technology. The CEO...
- Blog posts 2008-04-30
- Stop Consulting for Free
- Selling B2B is "consultative," but there's a point where you need to turn the meter on. The concept of "consultative" selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally,...
- Blog posts 2008-04-21
- Will Your Sales Strategy Work?
- There are as many sales strategies in the world as there are companies that have sales forces. Even so, it's extremely easy to find out whether a company has a sales strategy that's going to fail, regardless of the details. Just ask the...
- Blog posts 2008-04-18
- Are You a Top Salesperson?
- Think you have what it takes to be a top salesperson? According to Ron Willingham, author of Integrity Selling for the 21st Century, top salespeople, regardless of industry, share the four specific characteristics: Complete goal clarity. Top salespeople have clear, specific, written-down statements...
- Blog posts 2008-04-16
- Performance in reserve: Protecting and extending automotive spare parts profitability by managing complexity
- Automotive OEMs face many challenges: Constraining legacy IT systems. Increasingly demanding customers. Fierce competition. Legislative pressures. An explosion of product variety and complexity. Spare parts sales offer a sizeable opportunity for automotive OEMs that can understand their customers, optimize supply chains, improve collaboration and strengthen competitiveness....
- White papers 2008-04-15
- Curveball
- The Idea in Brief You've executed a brilliant new strategy--but your competitors are catching on. How to get them off your scent? Stalk recommends throwing curveball strategies: clever moves that get competitors looking the other way...
- Articles 2008-04-14
- Cocreating Business's New Social Compact
- The Idea in Brief Executives and social activists working together? It's true: after decades of mutual distrust, corporations and nongovernmental organizations NGOs are collaborating to combat poverty around the world. Their weapon? Innovative local businesses such as...
- Articles 2008-04-14
- Ten MORE Common Sales Mistakes
- Last week I posted what's proving to be an extremely popular post, "Ten Common Sales Mistakes". In that post, I asked if I had missed any common mistakes and, as I expected, my brain trust (that's you folk) came up with ten more. ...
- Blog posts 2008-04-10
- Know When It's Time to Bail
- Throwing good money after bad is idiotic, but it happens all the time. Sales reps, sales teams, and entire companies continue pursue deals and strategies that aren't going to happen, simply because it's too painful to admit that the time and money already spent has been wasted. ...
- Blog posts 2008-04-09
- Hybrid Buyers are Liars?
- A Reuters article today, which you can read on BNET, detailed how Detroit automakers are now trying to copy the "Green Halo" cache of the Toyota Prius hybrid. Now Detroit has been making hybrids for years, but they differ from the Prius because they almost always look exactly like the...
- Blog posts 2008-04-08
- Internet Business Startups Master The Net By Focusing On Sales And Avoiding Fluff!
- Many Internet business startups fail because inexperienced entrepreneurs spend too much time fussing over small details, and too much money trying to buy success, instead of focusing on what really matters, namely, taking effective steps to master the net and focusing on selling products or services online. Thinking things through...
- White papers 2008-04-02
- The Middle Market: An Unglamorous Opportunity
- The middle market is that great area where customers on the low end of the income scale aspire to shop, and where high-end spenders fear to fall. Think Sears, T.J. Maxx, and Applebee's as prototype mid-market players. Harvard Business School marketing professor John Quelch thinks the middle...
- Blog posts 2008-03-26
- Lessons from High Tech Hokum, Pt 2.
- In Part 1 of "Lessons from High Tech Hokum," I pointed out three high tech product concepts that never fail to generate excitement and interest in the press, even though they contradict actual experience in the real world. I believe that the unfailing popularity...
- Blog posts 2008-02-28
- Speaking Like Barack Obama
- So we all agree -- Barack Obama can deliver the rhetorical goods like few other politicians. Would you like to be able to command a room and deliver a presentation as well as the presidential candidate? What role does charisma play? In a Harvard...
- Blog posts 2008-02-25
- Are American Multinationals Still "American?"
- In case you missed it, Claudia Deutsch of the New York Times had an excellent article about how General Electric is trying to become even more international than it already is. Many of America's top companies are making 50 percent of their sales offshore. United Technologies makes 60 percent of...
- Blog posts 2008-02-19
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