When are you the most motivated? Chasing a huge opportunity? Or trying to avoid a major problem? Human motivation tends to boil down to two things: a desire for reward or fear of consequences. We call it the light of the solution vs. the heat of the problem. Unfortunately.
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When the CEO said, “Cross-selling is the centerpiece of our strategy,” I knew they were doomed to fail. Wells Fargo is back in the news, and no one should be surprised. When then CEO John Stumpf told the sales team cross-selling was the number one goal, he opened the.
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