I was at a PRSA meeting recently where a member and former journalist referred to her new career in PR as "coming over to the dark side." I've always liked the sound of that quip, but I think we in the industry need to retire that line...
When most sales pros think about success training, they focus on the mechanics and techniques of the sales process, like identifying needs and handling objections. Hey, that's great stuff, but it's all pretty useless unless you're psychologically prepared to sell. According to Ron Willingham, author Integrity...
A friend sent me a text the other night -- from a humongous holiday party held for a well-known biotech firm -- with this thought: the hallmark of mall culture is the decreased possibility of a unique experience. This feeling had come over him while walking...
In today's society, we all seem to be over-scheduled and running ourselves ragged. We are continually running at an unrelenting, non-stop pace, hoping things will slow down soon. Rather than slowing down, it seems as though there are more and more demands on our time. Many of these requests for...
Outside of the interview: Managers reveal when — or if — they hire MBAs. Value the Program, Not the Degree “When I have hired young people from a great program like Babson, I often see that they have acquired a...
There are many myths about leaders, one being that “leaders are born and not made.”The truth is, several factors contribute to the development of a leader. Obviously, the leader’s personal qualities are important, but also critical are the needs of the people being led and the objective they are pursuing....
The simple truth is, most advertisers feel just like you do, but their pride won't let them admit it. Unfortunately, the author doesn't have a "Success pill" for you to swallow, but he can describe each of the most common mistakes you will need to avoid. Spending all your money...
CFOs Chief Financial Officers nowadays find themselves scrambling in more directions than a good bartender on New Year's Eve. And no wonder. Pressures for accountability and performance have never been higher. The truth is, the job itself is getting out of hand. The disintegration of the Chief Operating Officer role...
Industry pundits recently opened new skirmish lines in a generational war of words within IT, pitting older IT workers with mainframe skills against younger workers with new technology skills. Blogs everywhere are filling, debating whether the old workers are past their prime and only the young employees have value moving...
People are always pressed for time or seem to owe time to others from the boss to their family. Time is such a valuable commodity one needs to make sure that people use it carefully. Careful use of time means one thing - time management. The sad truth is that...
After reading one paper after another on how companies are embracing software management practices, you might think you're still among the minority that hasn't found the right solution. The truth is you are not alone. Analysts estimate that software purchases account for one-fifth of corporate expenditures - 20 percent. Yet...
There are many time wasters that contribute to poor time management and might lead a person to wish he had more hours in the day to complete his work. The truth is that there are a few classic time wasters plus a few relatively new ones that help to sap...
It is a nearly universally accepted truth that large IT projects often struggle to succeed. It is also a nearly universal truth that the reasons that they struggle are incredibly common - we know them, we can recite them, we advocate solutions for them and yet the problems persist. Using...
Everyone has 24 hours to each and every day, so how come some manage to do more with their time than others? The secret is simpler; it's putting it into practice by eliminating distractions that is the greatest challenge. The truth is everyone is challenged by managing their time. It...
"Differentiation" - today's brand-building mantra. Yet very often, brands fail to truly exploit service (... service design, service delivery, service touchpoints) to make their products and experiences come alive in new, persuasive, and authentic ways. The truth is that scores of brands say they provide "Proprietary service" - but really...
With so much attention being paid to marketing new products, entrepreneurs building service businesses may feel overlooked. The truth is, marketing a service can be tricky. For some companies, success depends on creating a bundled offering that includes the features customers or clients want most. For others, it's all about...
Organizations spend more than $50 billion on training annually, according to the American Society for Training and Development ASTD. Yet these same organizations are frequently inconsistent and ineffective when it comes to reinforcements - the art of helping their employees integrate and apply their new learning on the job. The...
The truth is everyone needs to negotiate. Surprisingly, almost everything a person does the moment the person gets up in the morning until the person goes to bed involves some type of "Negotiating". To help a person succeed in the negotiations, the author has prepared this paper which outlines the...
Powerful Marketing has become elusive to many companies seeking strong sales results and overall growth. The sad truth is that Marketing comes across as a rather frustrating process. After all, how does a person guarantee the outcome of a campaign when it is unclear what will work and what will...
Truth sells - and one can't get closer to the truth than when it comes from someone who's had a real-life experience with one's product and company. If a person has got happy customers, the person shouldn't have any trouble getting them to talk about how pleased they are with...
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