Tag Archives: positioning

Lack of Leadership Trust: What Can You Do?

I asked this question over on my Facebook wall: “Would you speak up to the boss about questionable practices?” Several people commented about how doing so cost them their jobs! I’ll bet this is more wide spread than imagined. No wonder people don’t speak up to the boss… I looked up some stats on lack […]
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Is Corporate Culture More Important than Strategy?

Anytime there’s a recession and subsequent recovery, the top executive minds huddle together to rethink strategy. Strategic planning is the formal consideration of an organization’s future course. All strategic planning deals with at least one of three key questions: “What do we do?” “For whom do we do it?” “How do we excel?” I’ve been […]
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Leadership Talk: 4 Ways to Use Political Savvy

The use of office politics by leaders in organizations to get things done is not something taught in MBA courses. It’s naive to suggest that office politics are destructive and unethical. If you define politics in such a narrow way, you overlook the value of political awareness and skill. There’s no doubt that it has […]
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Mapping Your Sales Preparation: Gather Info

In a recent post, Better Informed, Better Sales, I explain how important it is to research information about your target market and prospects before you ever approach the selling process. I quoted the late Bill Brooks of the Brooks Group: “In a highly competitive crowded marketplace, all other things being equal, the one with the […]
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Positioning and Preparing for Effective Selling

One of the first steps to effective selling is getting clear about how you position yourself and your business. I like to tell the story about my friend Jim, who was looking for more clients for his law practice. One night at our networking group he said, “A good referral for me is someone who […]
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