Prefer “maybe” to “no”

November 30, 2010

“I have seen many mistakes salespeople make. The seven most common are:

  • Prefer “MAYBE” vs. getting to “NO”. …
  • PRESUME vs. ASKING QUESTIONS. …
  • Answer UNASKED QUESTIONS. …
  • Fail to get to get a BUDGET up front. …
  • TOO MANY FOLLOW-UP CALLS when the sale is actually dead. …
  • Fail to get a COMMITMENT TO PURCHASE before doing a demonstration. …
  • Work without a SYSTEMATIC APPROACH to selling. …”

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The “right stuff”

November 30, 2010

“Here are eight questions that can be used to evaluate candidates to ensure they have the “right stuff” for [leadership] …

  • Do they have the motivation/desire to lead and have an impact?
  • Do they have a sense of purpose (personal vision / goals) ?
  • Do they have the confidence that they can make a difference (not arrogance)?
  • Are they assertive and have the willingness to assert themselves to compete?
  • Are they psychologically fit and do they have insight about themselves and empathy towards others?
  • Are they centered and are they able to control their emotional impulses (emotional intelligence) ?
  • Do they have energy and the stamina to work long hours?
  • Do they have average or slightly above average intelligence that meets the cognitive/problem solving requirements for positions above their current level?”

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A great pain in the ass

November 30, 2010

“House Financial Services Chairman Barney Frank (D.-Mass.), talking about what he expects during the next term on the Appropriations Committee, which will now be led by Republicans:

“The Appropriations Committee, which has been a great plum, is now going to be a great pain in the ass because you’re going to be expected to come up with cuts in things that are very popular, et cetera.”

– Jillian Bandes is Townhall.com’s National Political Reporter


A tribe who does things

November 29, 2010

As a leader, when you feel like you need to have all the answers, you create a tribe of people who do things vs a tribe who co-own things.” – Nilofer Merchant


A sure way to lose

November 29, 2010

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General Electric to Silicon Valley start-ups

November 29, 2010

“Key concepts …

  • Exploration R&D seeks to create new technologies and products for the company to build market leadership. Exploitation R&D focuses on improving existing product lines that the firm already owns, in order to build stronger profits.
  • Large firms have many product lines and thus naturally engage in extensive exploitation R&D to improve their current technologies. Small firms and new start-ups have a comparative advantage for undertaking exploration R&D.”

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Keep your head down

November 29, 2010

“Risk-taking has fallen out of favor in the last two years, the victim of the economic downturn and global unrest. Indeed, the current business mood has become cautious to a fault. Sit tight. … Keep your head down. … Above all, minimize risk. This is what passes for sage advice in today’s business press. We disagree. … we have found that risk-taking always advances our business — in every market and in every season. Risk-taking catches opportunity and keeps you nimble. It builds personal courage and corporate resilience. It allows a company to adapt to changing circumstances and grow to its full potential, even in the face of difficulty. … We believe in “risky business,” and here are four lessons we’ve learned that can be applied to any business. …”

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