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July 31, 2010 12:12 AM
American business has undoubtedly belly-flopped into the modern economic era. Looking back, we shouldn't be surprised. We lived beyond our means, saved little and deferred our obligations. Now, we face a changing business climate, possessing fewer tools to manage shifts in demographics, technology and seats of power. In the wake of credit and housing meltdowns, there are business truths—both recent and timeless—that can only be dismissed at our peril.
July 31, 2010 12:12 AM
In sales, money is more than a livelihood; it's validation that a year of sacrifices had purpose. And it's that number—how it's derived and delivered—that makes the difference between goodwill and bad blood, focus and distraction, hitting goal and falling short.
July 31, 2010 12:12 AM
Clueless business columnists can't fool you. After all, you've spent years in the trenches and know what works in your industry. Which begs the question: Why aren't you the one writing the column instead of them?
July 31, 2010 12:12 AM
Traditionally, Americans have placed business writers on a pedestal. We saw them as the ones who prepped at Yale, consulted Wall Street powerbrokers, and vacationed at Martha's Vineyard. They had access and connections. They were the elites…and we deferred to their wisdom. The Internet has turned that world upside-down.
July 31, 2010 12:12 AM
Sweat and faith—they're the ingredients that separate writers from readers. Talent only takes you so far. So if you're serious about making a name for yourself, take these suggestions to heart.
July 31, 2010 12:12 AM
The hunt for that perfect job is on—but this process seems much harder than it used to be. Not only are you competing for available positions in a tough market, with many other well or more qualifies applicants, but you must make sure that you find the right job for you.
July 31, 2010 12:12 AM
My former boss called me a loser. Not to my face, of course. No, he probably said it to my successor…no different than he did with my predecessor. Like him, I was another cautionary tale.
July 31, 2010 12:12 AM
In leadership, your success sometimes rides on delivering a clear and compelling message. Without that, you're relegated to a punchline. So to craft an unforgettable presentation (of the good kind), take note of these strategies.
July 31, 2010 12:12 AM
Off stage, you may be a peerless closer or Six Sigma black belt. You can probably horse-trade or arm-twist with the best of them. But what happens when all those eyes focus squarely on you? Do you seize the moment…or freeze up and lose your mojo?
July 31, 2010 12:12 AM
In sports, we often revere coaches for their ability to plan and anticipate. Still, many would stumble over themselves if they ever took the field—their mental acuity doesn't translate into physical prowess. Public speaking is no different.
July 31, 2010 12:12 AM
As a manager, the last thing you need is a reputation for being "all talk." You may deliver soaring rhetoric, but it has little lasting impact if your team pegs you as a hypocrite or lightweight.
July 31, 2010 12:12 AM
"Why am I still doing this?" We've all asked this question at work. When a sale falls through or the higher-ups start assigning more busy work, it's natural to start second-guessing. But what if it's more than that?
July 31, 2010 12:12 AM
Someday, you’ll end up selling or managing that "cursed" project. Your plan belonged in the Wharton syllabi, but the execution was better suited to National Lampoon. Every organization has these cautionary tales…but what can be learned from them?
July 31, 2010 12:12 AM
In sales, it's always about time. You're already drained from closing that last deal, and if it's a one-shot, building the relationship isn't a priority. Of course, this transition is generally when complacency seeps in and doubts are sown.
July 31, 2010 12:12 AM
There is a great irony in cold calls: your targets are often as unprepared as the marketer. But, when they are executed correctly, cold calls truly offer a win-win for targets and marketers.
July 31, 2010 12:12 AM
Want to achieve better results in sales? Start with your initial contacts and consider these strategies.
July 31, 2010 12:12 AM
Here are some additional approaches to passify a difficult employees.
July 31, 2010 12:12 AM
If you want to salvage a failed manager/employee relationship, consider these strategies.
July 31, 2010 12:12 AM
Too often, a vacation is a "pick your poison" proposition. You can stay and burn out—or return to a dizzying frenzy. Whether it’s a summer escape or a holiday breather, it can be tough coming back from vacation. To reduce the stress, consider the following…
July 31, 2010 12:12 AM
We leave behind glossy brochures in desperation, hoping they stand out from the other clutter. Believe it or not, your prospects sometimes do scan these materials…right before they toss them. Why? They don’t tell a compelling story. That's why case studies are such a valuable tool. They reveal how you do business, beyond your generic platitudes.
July 31, 2010 12:12 AM
Let's be honest: Prospects will naturally put up barriers when they read a case study. They know it isn't impartial like a trade magazine article, and they assume you're filtering out the negative. How do you overcome readers' resistance…in one or two pages, no less?
July 31, 2010 12:10 AM
Want to increase company profit and growth? Focus your attention on what really matters—the customer.
July 31, 2010 12:16 AM
Why Little Things Make All the Difference (Broadway, $17.95)
July 31, 2010 12:14 AM
When you differentiate yourself with a video that shows the "obvious" (we make a lot of bubble gum) in a fun and visually powerful way, your competitors, meanwhile, are still trying to sell based on stock statements or cliché slogans ("We care about quality," "Our customers are important to us," "We won't be undersold"). You will be seen as cutting-edge, fun, innovative, and personable because of your willingness to put faces behind what you build or serve. Here are some key reasons to create corporate video to market your company.
July 31, 2010 12:14 AM
The Promotion Marketing Association (PMA) announced today the finalists for its REGGIE awards, the highest honor in integrated marketing.