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Is Your Sales Team Creating Real Differentiation?
To create a really successful sale, those responsible for closing the deal need to look at what is referred to as the customer life cycle. This includes the four steps of a customer’s experience: shopping, buying, using and disposing. By looking at each of these areas from the customer’s perspective, salespeople can identify opportunities to expand the product offering. In order to accomplish this, it is critical for the salesperson to create individualized customer value that competitors cannot match. |
The Introverted Leader: Thriving in the Extroverted Business World
Introverted people have an uphill climb dealing in a marketplace crowded by extroverted people. Introversion is not a negative attribute; after all, leaders such as Bill Gates and Warren Buffet describe themselves as introverts along with a full 40 percent of other high-powered executives. Introversion is a key part of personality and includes being a deeper thinker. Still, in today’s work environment, introverts must realign their approach in how they communicate ideas, manage projects and deal better with those who are more overbearing. |
Three Benefits of Hiring Someone Overqualified
Conventional wisdom in hiring practices is to never settle on a candidate who is overqualified. However, there are advantages when someone who holds a more senior position in prior employment comes in at a lower level: there is a shorter learning curve; new ideas and approaches can be recommended based on experience; and there is the opportunity to take on more responsibilities. While there are no guarantees in placing talent, hiring an overqualified candidate may yield just the type of dividends you were looking for all along. |
Five Tips for Amazing Webinars and Web Meetings
Oh, the dreaded online meeting! Why do so many fear it and look for excuses to miss it? Because very few professionals know how to run effective and engaging online meetings. Those in attendance have either tuned out, or they are multi-tasking, including playing with their BlackBerries or surfing the Internet. Try innovative techniques that light up your charts and slide presentations; use the chat feature; and survey the attendees to get feedback for continuous improvement of meetings. |
He Said, She Said: Communicating Between Genders at Work
It’s not a myth that men and women act differently, especially in the workplace. Approaches that men take and are comfortable with, women may find disturbing and offensive — and vice versa. The one way to overcome this vast difference in behavior and thought is to find the middle ground. The first step in achieving this is to avoid judging without having any understanding. Both sexes need to gain insight into one another before collaborating on finding that middle ground. |
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