98 Posts found for Source: BNET

When you’re talking to the techie at the bottom of the food chain, you’re probably going to need to discuss the features and functions of your offering. However, once you get above that level, features and functions become increasingly irrelevant.

When you get to the real decision-makers — the people with power to buy a big ticket B2B purchase — you’ll find that they are … [ Read more ]

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

For those who assume that a top B-school education levels quaint notions of racial bias in managerial ranks, think again. Discrimination is alive and well among financial analysts, according to some recent social-science experiments. And if you look at the nature of the experimental set-ups, you could reasonably wonder whether bias against African-American executives exists not only among financial analysts, but in corporate management as … [ Read more ]

Content: Prospective MBA Content | Author: Erik Sherman | Source: BNET | Subject: Miscellaneous MBA-related Resources

Bookmark this page. Then, before a cold call, open this link. As you talk with the customer, listen for the objections below. When you hear one, click on it, and use one of the responses. Then click on ASK FOR THE APPOINTMENT and use one of the requests. Try it!

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

MBA applications always go up during a bad economy — but for all the wrong reasons. Here are seven reasons why you should take a bad job instead of getting an MBA.

Content: Prospective MBA Content | Author: Penelope Trunk | Source: BNET | Subject: About the MBA Degree

Jeffrey Pfeffer serves on a compensation committee and discovers first hand why the pay process is so dysfunctional.

Content: Article | Author: Jeffrey Pfeffer | Source: BNET | Subject: Corporate Governance

SCENARIO: You’ve got a long list of leads and you need to winnow out the ones that aren’t likely to buy. You need to fill the pipeline fast, so you don’t have time to beat around the bush. You’ve already confirmed that a “prospect” has a problem that your offering will solve. You must now find out if the deal is real…

Which … [ Read more ]

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

What happens immediately after a customer uses your product? Knowing the before and after around how your products are used will help you sell more — and build better future products.

Content: Article | Author: Sean Silverthorne | Source: BNET | Subject: Market Research

A new study finds problems–and progress–with pay and promotions for women MBAs.

Content: Prospective MBA Content | Author: Stacy Blackman | Source: BNET | Subject: Women & Minority MBA Issues

Five practical approaches to get closer to your buyers.

Content: Article | Author: Stuart Cross | Source: BNET | Subjects: Customer Related, Market Research

Prepare yourself for a job interview by reviewing these questions.

Content: Career Information | Source: BNET | Subject: Interviewing

Ask any statistician and they’ll reel off a list of reasons why two surveys can give completely opposite results.

But whether it’s differences in the sample, the questionnaire or the interpretation, the fact is that many businesses, especially large ones, put significant store by their customer measures.

But are we just kidding ourselves? Can we really measure customer experience objectively? In short, that depends on the questions … [ Read more ]

Content: Article | Author: Martyn Drake | Source: BNET | Subject: Market Research

MBA ethics classes tend to focus on training students to recognize what’s right and wrong. But Mary Gentile, a Babson College scholar with a specialty in ethics and diversity curricula, says the standard approach fails to address the real problem. In most real-life business situations, Gentile says, you already know what’s right. The hard part is figuring out how to act on that knowledge without … [ Read more ]

Content: Prospective MBA Content | Author: Amanda Becker | Source: BNET | Subjects: Business School News, Miscellaneous MBA-related Resources

New leaders want to put their stamp on an organization — but it’s often better for their egos than for their companies. Change for its own sake causes cynicism and resistance among the rank and file. And all too frequently, it’s harmful or worse for organizational performance.

Content: Article | Author: Jeffrey Pfeffer | Source: BNET | Subjects: Change Management, Management, Organizational Behavior

Sales mistakes may be inevitable but they’re not unavoidable. To eliminate them, and sell at the highest level possible, you must:

* Identify the mistakes you’re making.
* Understand why you’re making them.
* Visualize the consequence of repeating them.
* Know how to avoid them in the future.

That’s what this post is all about. Geoffrey James has gathered the 10 most common mistakes … [ Read more ]

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

A lot more than you probably think. But if you plan to get one, you have to finesse the degree’s lingering image problem.

Content: Prospective MBA Content | Author: Maggie Overfelt | Source: BNET | Subject: Online & Distance MBA

Find out if you’re asking the wrong questions — and what to ask instead.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

When cutbacks are necessary, can a good boss do right by the company’s finances and by its staff? Some pain is probably unavoidable, but Stanford management science and engineering Professor Bob Sutton says that psychological and organization theory research suggests clear ways to handle such situations with a minimum of harm to the people and company involved.

Content: Article | Authors: David Orenstein, Robert I. Sutton | Source: BNET | Subjects: Management, Organizational Behavior

Do you know what your employees value and what motivates them? If not, you’re missing an opportunity to optimize your relationship with your staff. Frode Heimen recently suggested a 20-minute exercise to gain insight into your employees.

Content: Article | Author: CC Holland | Source: BNET | Subject: Management

Reps blame lackluster results on everything from their coworkers to the economy, but there’s just one good explanation for underperformance.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

A Stanford prof on preparing students for the cutthroat realities of sales operations.

Content: Prospective MBA Content | Authors: Jeremy Dann, Jim Lattin | Source: BNET | Subject: Business School News