Values & Qualities
June 17, 2019
It is important to build diversity into your strategy and there are great examples of both success and failures when companies attempt to do this. We’ll focus on four types of diversity: gender, ethnicity, disabilities, and age to understand how ea...
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June 11, 2019
Diversity presents amazing opportunities and we need to be aware of how it can influence selling in today’s markets. There are many aspects to diversity, and in this article we will look at four: gender, age, culture and language. As we review each...
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May 21, 2019
A theme of the play, Cat on a Hot Tin Roof is mendacity, an interesting word that means lies and untruths. The play reveals an intricate web of lies within a dysfunctional family and examines the discrepancy between who people pretend to be and who t...
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May 14, 2019
There’s a trend today to bypass the process of defining values when creating organizational strategy. After all, the cynics ask, why spend time defining what are too often merely trite words? However, operating with no stated values is like playing...
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May 7, 2019
What comes to mind when you picture a salesperson? Is it the unflattering image of the used car salesman depicted in popular culture? If it is, you are not alone. This stereotype persists…even among sales professionals. It is, of course, an image w...
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May 1, 2019
Trust is a key element of effective leadership and honesty is essential to build that trust.
If you were asked to rate yourself on a scale of 1-10, where 10 is extremely honest, what score would you give yourself?
What elements of honesty make ...
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March 1, 2019
Peter Drucker, the famed business consultant, coined the phrase “knowledge worker”[1] in 1959. He contended that highly educated workers would not be content or motivated simply by following orders or instructions. Drucker’s teaching still reso...
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January 4, 2019
What is the common denominator of success? What differentiates successful individuals from those who consider themselves to have failed in their journey? I believe the answer is positive expectancy. Successful individuals look to the future and expec...
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December 17, 2018
Making succession fun? That’s a little like trying to convince you that going to the dentist will be fun. Necessary, prudent, sensible and probably life enhancing... but can it actually be fun?
Yes. Here are five ways to ensure your succession p...
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December 14, 2018
Brad Hams, author of Ownership Thinking determined there were three important conditions that must be in place for organizations to be successful:
They care
They have fun
There are visible, high expectations of performance
Our Focus art...
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