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Sales

Four Words That Kill Morale

We’ve all been there.  You’re at the annual meeting; the leaders rattle off the usual buzzwords.  Eyes glaze.  The question is why?  No one shows up to a meeting wanting to be bored.  Leaders certainly don’t want their teams to disengage. But words matter.  When leaders overuse jargon with.

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Is lack of business acumen costing you sales?

Three ways to help your team be more successful in the C suite Does this scenario sound familiar? Your salesperson finally gets an appointment with a senior executive in your biggest potential account.  The goal is to have a business conversation and better understand the customer’s key objectives. But.

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Web v. Human: Easy or Special?

A friend of mine bought a car recently without ever stepping into the dealership.  It’s being delivered to his door.  He conducted the entire purchase over the phone and Internet. When he walks out of his front door Monday morning there will be a new BMW sitting in his.

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Noble Purpose: A strategy not just a slogan

All the cool kids have a purpose. Philosophers have been talking about purpose and meaning since the dawn of time. But since I wrote Selling with Noble Purpose in 2012, and trademarked the Noble Purpose methodology for business, the idea of purpose in business has become mainstream. More and.

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The Reward for Risking Public Embarrassment

What if you gave a party and no one came? It’s almost worse than getting stood up for a date.  At least on a no-show date, there’s only one person rejecting you.  A no-show party means an entire guest list ditched you. A friend of mine once said, “Giving.

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5 Ways Leaders (Unknowingly) Sabotage The Sales KickOff

You’ve got a big number to hit.  It’s time to rally the troops.  You bring your sales team together for the sales kickoff meeting.  It’s big.  It’s expensive, and the logistics rival a space launch. But, sadly, for many companies the annual meeting is a rinse and repeat exercise.

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Wells Fargo and Volkswagen: The Cost of Quarterly Capitalism

Here we go again. Wells Fargo was recently fined $185 million because thousands of their employees set up millions of fake accounts customers didn’t ask for. Here’s what happened: The employees were incented to open additional accounts for existing customers. The sales goals were aggressive. Employees were evaluated, ranked.

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Is overemphasizing profit costing you money?

BUSINESS TREND Game Change: Leaders increase profits focusing on a noble purpose bigger than money They lead different organizations across a gamut of industries: construction, travel, social media, and software.  Instead of driving their organizations to improve profit, these leaders make customer impact their end game.   The counter intuitive.

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What is Noble Purpose?

As human beings we are hardwired to seek meaning and purpose in our lives. Nowhere is this more important than work, where we spend so many of our waking hours. Bill McDermott, CEO of SAP, explains, “This is a world where purpose matters more than ever before. I get inspired.

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Why Keeping Emotion Out of the Workplace is a Terrible Idea

Professionalism often translates to lack of emotion. On the surface, it might not seem like being a professional would require you to stuff your emotions. Yet that’s exactly what many work cultures unconsciously promote. The crisis of disengaged employees (over 55% of people) reveals that many people feel dead.

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