A little recognition goes a long way
Thirty-five percent of workers and 30 percent of chief financial officers in an Accountemps poll cited frequent recognition of accomplishments as the most effective...
There’s no ‘I’ in ‘recognition’
There’s a lot of talk about increasing team performance by rewarding and recognizing workers collectively. But that can be tough to do, especially when...
4 challenges for improved lead nurturing
One benefit of the bottoming out of the economy in 2008 and the subsequent slow rebound is that businesses have placed renewed emphasis on...
Work time is valuable learning time
How many times have you sent staff on, or have been sent on, training courses? How many times did the learning last beyond the...
Think fast
In “Outliers,” a fascinating look at what separates high achievers from the rest of us, author Malcolm Gladwell cites a study that suggests it...
MOOCs go corporate
As massive open online courses (MOOCs) storm the academic world, the discussion of their impact is ignoring what could become their most valuable application,...
What’s free on the Internet may cost you
I’m disturbed by the increasing amount of misinformation that’s available on the Internet around the subject of business-to-business selling. I’m not suggesting
it is disinformation, which...
Why your presentations should factor in gender differences
Decades of research shows that women behave differently than men as shoppers in consumer settings, bringing an open mind to the purchasing process whereas...
Lead from outside of your glass house
Sales managers complain that their salespeople don’t read, don’t study and don’t work on improving themselves as sales professionals. It’s valid criticism, says S....
Shaping skills into sales
The term “coach up” has become trendy in athletic circles, as in, “We’ve got some kids with raw skills, now we just have to...
