Monthly Archives: August 2011

Not All Priorities Are Created Equal

People often talk a good game of working smarter versus harder, yet, quite often their actions tell a different story. Never-ending to-do lists, over-flowing in-baskets, and 10-plus hour workdays are just a few examples. The first issue to acknowledge is that people in our profession are great at reacting. The two things we often react …

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The Consultative Conundrum

Ask most salespeople and they’ll tell you they engage in consultative selling. When asked how they accomplish this or ways in which they measure the effectiveness of their consultative approach, you’ll often get a convoluted answer at best. The reality is consultative selling has become another of the buzz words that people apply to a …

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Bright Spots – The Market Demand Report

As volatility reigns in the financial and job markets, opportunities exist for candidates and staffing and recruiting firms as hiring demand continues to challenge the supply side of the equation. Companies are currently looking for the following types of individuals, according to data from WANTED Analytics (www.wantedanalytics.com), and are having difficulty filling these roles due …

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Nimble and Decisive

Reaching the final plan to raise the debt ceiling in the United States last week was anything but nimble and decisive decision making. As the dust settles from this fiasco, those of us running companies can learn from the example set in Washington of how not to create compromise, consensus, and buy-in. Nimble and decisive …

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