Philip Delves Broughton
Closing a sale requires two contradictory human qualities: the empathy to understand what the customer is saying; and the ego to reach for their wallet. It is rare to find people who have these qualities in the right balance. Some are too empathetic, and so cannot ask for the money. Others are too greedy and don’t spend enough time listening. Every problem around closing tends … [ Read more ]
Content: Quotation | Author: Philip Delves Broughton | Source: “Forbes” | Subject: Marketing / Sales
Ahead of the Curve: Two Years at Harvard Business School
In the century since its founding, Harvard Business School has become the single most influential institution in global business. Twenty percent of the CEOs of Fortune 500 companies are HBS graduates, as are many of our savviest entrepreneurs (e.g., Michael Bloomberg) and canniest felons (e.g., Jeffrey Skilling). The top investment banks and brokerage houses routinely send their brightest young stars to HBS to groom them … [ Read more ]
Content: Book | Author: Philip Delves Broughton | Subject: MBA Related