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    March 13, 2014

    To Engage Your Buyer, Sequence Your Questions Properly

    15 Questions Sales Professionals Should Be Asking

    Are your questions drawing your buyer closer to you or making your buyer back away from you? It may depend on the order in which you are asking questions. Adjusting the sequence of your questions can make a difference in how the buyer responds.    Early in a buyer/seller relationship, questions that seem sales-focused cause mistrust. A buyer recoils when questions seem to be some form of entrapment. By contrast, buyers open up and trust develops when a seller starts with buyer-focused...Continue reading

    By Deb CalvertPosted in Sales & Business Development on March 13, 2014

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    March 10, 2014

    How to Achieve Audience Buy-In: Sell It!

    Spend less time discussing the how to, & more time celebrating the what if!

    Have you ever tried to pitch an idea? In public speaking we are often times trying to sell something, sell change, sell innovation...    Noteworthy speakers are able to engage the audience, inspire, and have a successful call to action. The challenge is how? When you're proposing a new model or process you don’t want to spend time outlining the steps that will be taken in your new world; for that you could put together a job aide or process map, hand it out, and take a seat. You're giving...Continue reading

    By Lisa WoodsPosted in Professional Development on March 10, 2014

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    March 5, 2014

    Servant Leadership & The Agile Leadership Transformation

    Do you Think Like a Servant Leader or Act Like The Smartest Guy in the Room?

    Leaders in countless I.T. organizations see themselves as “the smartest person in the room.”  They solve problems that exceed the grasp of their direct reports.  They position themselves as decision-makers and information traffic cops.   They established their reputations for brilliance early in their careers and were promoted quickly because so many I.T. organizations value subject matter expertise over “soft skills” and promote people accordingly.     So...Continue reading

    By Ron MontgomeryPosted in Leadership & Teambuilding on March 5, 2014

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    March 3, 2014

    Two Surefire Ways to Bring Your Next Presentation to Life

    Are your presentations boring?

    For some reason, whenever we stand-up to make a presentation, many of us become our sternest selves. We’d be no more likely to break into a spontaneous smile than we would be to turn a quick pirouette. The same logic applies directly to the words being spoken from our unsmiling lips. Those words tend to be stripped-down minimal phrases. They are as focused as possible and as few as necessary, as we aim to deliver a professional business case.    I’m not sure exactly where it is...Continue reading

    By Peter PaskalePosted in Communication Skills on March 3, 2014

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    February 28, 2014

    Leading in Chaos – Six Essentials to Stay Focused & Enable Success

    VUCA: Volatility, Uncertainty, Complexity, & Ambiguity – is the new normal.

    Can you imagine anything more disconcerting than driving at 100 mph in a thick fog – with the radio blaring, cell phone ringing, and the kids in the back seat asking, “Are we there yet?”  Yet, isn’t that what it is like operating in business today?  The fog is thick, the pace is rapid, and the distractions are constant.  Where can business leaders find solutions to be able to navigate through this chaos and produce results in this very uncomfortable...Continue reading

    By Karen KuhlaPosted in Leadership & Teambuilding on February 28, 2014

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    February 26, 2014

    Time for a Tough Talk

    Four Steps to Prepare For a Tough Conversation With Your Employee

    Many leaders that I work with really want to focus on external activities.  Perfect planning.  Clear calendars.  Great goals.  It feels like you are getting a lot more done that way, right?   As a new leader, I would love it if you could avoid this trap.  Truly leading your team means that you are not just getting a bunch of work done, but there is harmony in your team.  Communication is clear.  Conflicts are constructive.  Engagement is high.   If you...Continue reading

    By Emilie ShoopPosted in Management on February 26, 2014

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    February 24, 2014

    Dealing with People Not Like Us-It’s Difficult!

    3 things to do differently to make progress with “difficult” people.

    It seems to happen in a lot of workplaces. Someone is difficult. It can be a client, peer or (gulp) your boss.  Or it could be that incommunicative guy in the mailroom, the gossipy sales person, the surly receptionist or the aggressive fill-in-the-blank that puts a crimp in your day.   Might be that new Gen Y that asks too many questions, texts too much and talks too little. ENTITLEMENT! Could be the very direct Gen X who leaves the desk at 5 PM with work still to be done. UNCOMMITTED! ...Continue reading

    By Sherri PetroPosted in Communication Skills on February 24, 2014

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    February 21, 2014

    Is Your Brand Geo-Smart?

    Factor your Location into your Thought Leadership Strategy

    Have you ever found similarities between the game of cricket and managing a multinational?    I have.   You see, in the game of cricket, unlike soccer and baseball, there are no specifications for the size or the shape of the field. Therefore each game presents a number of possible outcomes not only on the basis of team composition, but also where it is being played. For instance, most Cricket grounds in Australia are so large that getting boundaries is tough. Therefore they generally...Continue reading

    By Karthik NagendraPosted in Marketing & Innovation on February 21, 2014

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    February 18, 2014

    The Difference Between an Individual Contributor & a Leader

    Take this self-assessment & push yourself toward leadership.

    You may carry the title of a Senior Manager and yet struggle to truly get work done through others in a way that propels the team forward.    You may have the experience and authority to get compliance and yet fail to earn true commitment from the people on your team.    If you haven’t quite reached the rung of leadership in your ascent to your position, it may be because you are clinging to old, familiar behaviors that have served you well in the past. This is a common career...Continue reading

    By Deb CalvertPosted in Leadership & Teambuilding on February 18, 2014

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    February 14, 2014

    Five Leadership Capabilities of Abraham Lincoln

    How do you and your leadership team measure up in these capabilities?

    As February annually asks us to reflect on our Presidents, it too allows us to reflect on our own leadership and leaders in our organizations. I cannot help but reflect on the leadership capabilities of our 16th President.  As we lament the divisiveness of our current national political dialogue and the uncertainty and ambiguity it creates geopolitically for business, political, military and global leaders, I am reminded that our nation has suffered greater challenges and pulled through them. ...Continue reading

    By Karen KuhlaPosted in Leadership & Teambuilding on February 14, 2014

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