May 26th, 2010
What Does Your Brand Promise?
How branding impacts your ability to retain assets in a rough market.
Recently, a client asked us for our thoughts on a puzzling business issue — assets in their mutual funds are falling — but at a much slower rate then their competitors and the industry leaders. While good news, on the face of it, our client rightfully wondered if there was more to this.
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April 29th, 2010
Creating a Sales Culture
For those of us with a background in sales and a career devotion to it, it’s always painful to hear our clients talking about “sales” with negative connotations. Often times a firm will tell us that they want to create a “sales culture” but they don’t want their employees to be “salesy”. It’s as if instituting a sales culture means that they will turn into sales vultures!
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April 28th, 2010
Soft Skills:
Getting Clients to Talk to You
What does it take to be competitive, really competitive, in this current market? Is it a good product or service that is reliable and meets a need? Is it a good “story” about what you offer and how you can differentiate yourself?
The answer is, “Yes” to both, but good products and services and a good story are the minimum requirements to stay in business in this increasingly competitive landscape.
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April 20th, 2010
Managing Conflict in the Workplace
We are in the business of revenue generating activities – helping our clients grow their sales. Why then do we even discuss a topic like conflict management?
In numerous engagements and client interactions we’ve continued to have employees come to us requesting help in dealing with difficult co-worker situations. We talk about behavioral style and the implicit communication issues frequently. This is at the root of many troubling relationships; however, there is another area that we haven’t addressed but which we recognize as a real source of concern in most organizations.
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