How to draw an owl
The problem with most business and leadership advice is that it’s a little like this: The two circles aren’t the point. Getting the two circles right is a good idea, but lots of people manage that part. No, the difficult part is learning to see what an owl looks […]
Bad News Is Worse through Email
Bottom Line: People who get bad news from companies significantly prefer to be disappointed via voicemail rather than email, appreciating the interpersonal aspect of the human voice over plain text. This leads to a better attitude toward the company, despite the letdown. When you have to deliver bad […]
Build a ‘Quick and Nimble’ Culture
20140108_4 by Dan McGinn | 11:00 AM January 7, 2014 Since 2009, Adam Bryant has interviewed hundreds of CEOs for the “Corner Office” feature in The New York Times . This month he’s publishing his second book based on the interviews: “Quick and Nimble: Lessons from Leading CEOs on How […]
2013 Wrap-up: Business Process Management
In 2013 I expanded my Business Planning and Execution research practice to include the topic of Business Process Management (BPM). In an increasingly competitive business environment, many organizations are taking a look at their business processes to help to differentiate themselves while keeping costs low. Take at look at […]
The Biases That Make Bosses Hate Creativity
Every year, Fast Company searches far and wide for the Most Creative People in business. But here’s something strange: while Americans prize creativity, research says we’re disposed to reject it . Why do people mistrust creative folks? As Jessica Olien writes at Slate , there are layers of psychological […]
Selling to the A, B, and F Suites
Selling to the A, B, and F Suites You’re might be overly concerned with selling to the C-suite . Authority used to reside in fewer people. Now decisions are more and more made by consensus. The elevator from the ground floor passes through every floor on its way to […]
Sales Management Best Practices – Are Top Salespeople Challengers?
Current Articles | RSS Feed Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales leadership expert. describe the image I am asked quite often about the Challenger Sales model. I’ve written about it twice, something that might lead you to believe I […]
Sales Leaders: Is your “gut” still good enough? Or will Scenario Planning Save Your Job?
Scenario2 Why is it that sales models are perhaps the most under examined area when it comes to preparing for the future? Why is it that the CEO does not demand the same level of planning rigor in the sales organization as they do in the rest of the […]
Information technology trends 2014: Five channel hot spots
Coulda, woulda, shoulda — maybe your partner business plans didn’t pan out in 2013. Well, the year is over, but it’s not too late to think about and plan for 2014. To help you do that, SearchITChannel rounded up input from industry experts on information technology trends that will […]