d2kd3k / Published
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Worried about how your business can survive economic hard times? Try these 10 great ways you can take care of your customers, your employees and your business to survive and thrive in a down economy.
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I can’t resist another reference to the Trust Equation as a way of introducing Cordell Parvin’s Choose Words Carefully. Looking at the components of the Trust Equation (Credibility + Reliability + Intimacy) / Self-Orientation), trust is built largely through words. What about actions, you say? Absolutely! That’s how Reliability is created – when a
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The reason meetings are such a continual waste of time and energy is simple: pervasive distrust. And there's also a simple way to prove to your people who much you trust them.
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Bruce Rasmussen’s engaging personal tale combines forthrightness and whimsy, beginning with a marketer’s definition of trust (which he claims to paraphrase): "A can trust B if B has the opportunity to rip A off - and chooses not to do so."
Embedded in a story about muffins are some pretty provocative questions that Bruce asks about our own or
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Sex, religion, and politics are widely taught as the three topics to avoid in any relationship. Paul McCord, who writes the Sales and Management Blog, begs to differ – at least on the political front. Paul invites an engaging discussion on the downsides of avoiding discussions of politics with sales prospects. Referring to the upcoming U.S. presid
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Michael draws out five leadership lessons and brings attention to a particularly interesting point with this one: "All of us would do well to reflect on how receptive we are to the suggestions and opinions of others and alternate points of view. Leaders need to question their willingness to hear certain voices and not others. They need to make a
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Steve Roesler offers five practical tips for finding out how you’re doin’. My favorite is number four: “Your best relationships are with people who say ‘no’ to you. This isn’t about someone refusing to give you feedback. It’s about the paradoxical dynamic that surrounds difficult news. It takes a high level of trust to say ‘no’ to someone. As a re
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Don't look now but Willy Wonka is back and his name is Tiger Woods. People are buying Nike Platinum golf balls in hopes of finding their "golden ticket" for some tee time with Tiger a la Willy Wonka and the Chocolate Factory. Nike's marketing campaign builds on the classic children's story to resonate with golfers in a modern-stay fairy tale
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Sales professionals receive a lot of advice to pay attention to the other person, focus on their needs, subordinate our own ego, and so on. But many have a hard time squaring that with honesty. After all, they're in business to make money. This article explores how successful sales people resolve the tension between putting customers first while
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Better prioritization, fewer interruptions, and concentrated information that's easy to find and manage helps people become more productive and stop wasting their colleagues' time.
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Overly complex legal contracts are increasingly ubiquitous, annoying—and ineffective. They increase costs, decrease productivity, and annoy the hell out of your customers and contractors. But savvy business people can choose the alternate route this article lays out.
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What one factor leads to successful outcomes in meetings with clients and prospects? Research shows the more time clients and prospects spend talking in a meeting, the more likely they are to feel good about it and have a positive opinion of their advisor. Here are 3 steps to getting clients and prospects talking in a meeting –- and the three most
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Portfolio.com's list of must-read blogs for CEOs and other chief executives. (If I met a CEO who read all of these, I'd be impressed.)
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Think about all the awful, awkward, agonizing situations you've been in when there was an elephant in the room. Maybe the elephant is that you're nervous, maybe you're low in experience on a given issue, or maybe you’re about to say something highly personal. Whatever's making everyone so uncomfortable, here's a tool you can use to Name It a
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