My “thinking time” usually comes at the end of each day and it is not only a time of reflection – looking back over the day and confirming to myself that I achieved all of my key objectives – but also a passage of time that prompts me to look ahead; to plan; to strategize. […]
Leader, My Leader: Do You Inspire “Willing Action?”
Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the “willing.” But to understand leadership, we need to delve a little deeper than that. One thing which experience has proven over and over again down through the ages is that when any group of people are thrown together for […]
The FIVE Critical Sales Challenges Facing Every Company, Everywhere in 2020 ….
I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding the Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we […]
Selling in 2020: The Survival of the Fittest?
There is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening. Commoditization virtually eliminates seller-buyer human interaction and, at the time of writing this, it is a B2C “phenomenon.” It is […]
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