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Buying and Selling: Do We Still Need Traditional Sales Reps

When did you flip the switch? For me it was gradual. Until something happened three years ago that altered my behavior forever. I moved. I’m talking about the change in our buying process. From academia where students use Rate my Professor to evaluate course choices to corporate purchasing departments.

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A Bad System will beat a Good Person Every Time

The waitress was late with the food. She looked frazzled and frustrated. After she rushed off, we discovered the salad we requested with dressing on the side was doused in ranch. Clearly, she wasn’t a good server. Or was she? Edwards Deming said, “ A bad system will beat.

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The First Five Days – Why they’re an Emotional Make or Break

Imagine two new employees. We’ll call them Stan and Bill. Stan and Bill are both starting in new jobs at two different banks. The two banks are competitors and sit directly across the street from each other. Stan and Bill are both part of a group of new hires.

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The Imagined Response

We were in a team meeting discussing a creative new initiative.  People were wondering if we should loop in a peer from another department, we’ll call her Sarah.  “We probably should,” they said. “It’s part of her area.”  Yet as they anticipated Sarah’s response, the room started to dim. .

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Why Your Positive Feedback isn’t working

“Good job!” When her boss said it, Susan was delighted to hear the words out lout.  She had worked late to complete paperwork for a client. The fact that he said it in front of the team made it even better.  She was happy her boss had noticed. But.

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Is Your Onboarding Program Killing Enthusiasm?

Do you remember your first day of your current job? What was it like? As organizational tenure declines, the gig economy ramps up, and an entire new generation enters the workforce, the task of “getting new people up to speed” has become increasingly challenging. While the foundational elements of.

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The Purpose Backlash

Lately, all the cool kids have purpose. Progressive companies tout their purpose on their website, and CEOs talk about the greater good impact their business has on their customers and the world. The question is: How does an aspirational purpose stand up to the demands of daily business? For.

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The Mean Voice in Your Head is Not Yours

We all have an internal talk track. What we often fail to recognize is, the words fueling our internal dialogue didn’t originate with us. When you step into a high stakes situation, what’s going on inside your head? Any of these sound familiar? Nobody likes a show-off. Who do.

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What People Really Think When the Boss Starts Talking

When the leader speaks, what is the team thinking? Think about your own mental talk track, what are you thinking about when someone of importance is speaking? When the boss stands in front of the team to lay out strategy or report results, the listeners process the information on.

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Are you stuck in 1985?

“I’ve sat through the same sales meeting since June 20th 1985.” When our client, the EVP of a large commercial bank, dropped this statement, it got me thinking. How many communication norms from 30 or 40 years ago are still in place today simply because no one recognized how.

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