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How to build leadership on valuesA set of values is a necessity when you want to support correct behavior in your employees. When the decision to implement a new set of values is taken by the top management, it usually doesnt work.…
From traditional sales techniques to consultancyWith the development of new technologies, customers have gained more knowledge about offers and started to rely on themselves much more than in the past. If salespeople and marketers overwhelm them…
Employee coaching stands and falls with the right questionsThe Harvard Business Review magazine has just published a guide for managers on coaching employees, explaining how the basis of the coaching style of management lies in the art of asking questions.…
How to refuse without feeling guilt and fearSomebody asked you for a favor, but you don't have time or aren't willing to help him. This situation may occur every day and you will always have two possible solutions to choose from. You can either…
Tips for young and talented workers at the beginning of their careersThis advice and knowledge was initially addressed to young entrepreneurs, but these tips contain deep ideas and beliefs which are relevant for every young person in business. The wisdom of Li Ka-…
How to increase your credibility in front of customersThe way you sell is often more important than what you sell. The effectiveness of your sales is largely influenced by how credible customers see you. So if you do not seem credible, your sales will…
Dave Ulrich on rating firms' leadership capitalLeadership in firms should be measured in the same way as their credit rating so that it has a clear predictive value for investors. This is the view of Dave Ulrich, recently published on the HR…
Make a business strategy for a niche productIt is a challenge for a salesperson to sell a niche product or service. You are not trying to catch the attention of a wide audience, but a specific group of people. You have to be very well prepared…
5 ways to attend conferences for freeAttending conferences is a very useful activity: you can learn new things, meet new people from your field or those you already know. But if you want to attend more conferences, you may lack the…
3 ways to gain the confidence of your customersAre you new to the sales team and as yet lacking credibility with your clients? Most salespeople have never been top managers. If this is your case too, it may be difficult for you to understand the…
Why trash talk is not a viable business strategyTrash talk is often used in politics, especially in advertisements. In an effort to defame the opposition and political competitors, candidates tell us why their opponents are bad and even dangerous…
Improve customers' experiences with youOne of the most important requirements for business success is elevating the customers' experience. In his book Summit: Reach Your Peak and Elevate Your Customers' Experience, F. Scott Addis, …
Three reasons why salespeople are still important in the internet ageAn increasing percentage of buyers' decisions and final transactions are made online. Do you sometimes ask yourself if there is still a reason for salespeople? There are plenty of arguments for a …
4 ways to use LinkedIn in the most effective wayDo you use LinedIn? Are you sure you are using it fully? This social site is a great tool for managing your business contacts. If you use it effectively and correctly, it can give you much more than…
Myths about flexible working arrangementsA lot has been written about the benefits of flexible working, both for employers and employees. However, many companies still seem to know nothing about flexible working or do not want to know. Small…
