Most leaders discover they must first travel their own diversity journey before they can develop anything beyond a superficial understanding of people different from themselves. While it’s easy to donate money, that’s just corporate philanthropy. It’s needed, but it doesn’t allow for much engagement with the community on a personal level, and donations can be
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Back in the days that I was working a little bit in television, one staple of every newscast was the day’s stock market report. Each day, every report would let you know what had just happened on Wall Street. Yet, while you might be able to decide the stocks or funds in which you would
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Positiveness means maintaining a state of positive expectations about people and situations, including a positive state of energy in your thoughts and emotional patterns. Dr. Norman Vincent Peale’s book, The Power of Positive Thinking, was published over 40 years ago and it continues to sell well because it contains such a universal truth: the attitudes we
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The content of this Blog is provided as a result of some good questions I was asked following a recent webinar on Selling Value and Differentiation. First, let’s set the record straight- we are ALL in sales! Everytime a person speaks he/she wants to be effective, credible, convincing, impacting, – the list goes on –
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Everyone agrees with new business prospecting being a critical component of any sales territory. However, even during tougher economic conditions the majority of sales people still tend to over-service their existing customers and do as little as possible to find new clients. What about you? How much new business prospecting have you been investing in
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Does your team have strong enough competitive awareness to effectively defend and win against your direct, and indirect, competitors? Can your team pass my test on the three levels of competitive awareness? 90% of the salespeople I’ve interviewed are only functioning with two of these three critical competitive awareness levels. How will you, as the
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The world of personal development is rife with cliches and bromides. Some are true, regardless of how often you read or hear them. Other claims have been accepted without question, including the biggest lie in motivation. What is it? “You can have it all.” No, you can’t. You don’t have enough hours in the day, enough
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Times are changing in so many ways. I have noticed, across the board, that numerous organizations are understanding the necessity of having a person on their staff who is dedicated to the function of diversity, inclusion, and equity. Every week, it seems a new business announces a new diversity officer. Every week, a new article
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