98 Posts found for Source: BNET

What makes customers buy? Marketing guru Martin Lindstrom explains the power of subliminal advertising and why most advertisements are not effective.

Content: Multimedia Content | Authors: Carmine Gallo, Martin Lindstrom | Source: BNET | Subjects: Advertising, Marketing / Sales

There’s a real art to interviewing and hiring the right person for the job. These days, with so many people out of work, you’ve got a lot to talent to choose from. So do it right and you won’t get screwed. Here’s how.

Content: Article | Author: Steve Tobak | Source: BNET | Subject: Human Resources

Sales presentations aren’t about selling your company’s product or services; they’re about selling the results the customer wants. With this in mind, here are nine questions to ask yourself before you make any sales presentation.

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

There’s no shortage of approaches to organizational and performance management — from balanced scorecard and total quality management to management by walking around and rightsizing, just for starters. One of the latest and most intriguing: the Results-Only Work Environment (ROWE), a management philosophy pioneered by Best Buy that lets employees decide what to work on and when. Giving them control over their time, the theory … [ Read more ]

Content: Article | Author: Lindsay Blakely | Source: BNET | Subjects: Management, Organizational Behavior

How to decide if a deal makes sense? We’ve put together an assessment questionnaire to help you think through the various dimensions of an M&A decision. The questionnaire is no magic bullet, nor is it a substitute for the hard thinking that must go into a formal due-diligence process. But in just a few minutes, it could provide an early indication of whether you’re on … [ Read more ]

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Mergers & Acquisitions

Myth: The Internet makes customers so well informed that they no longer need sales professionals to help them make business decisions.

Truth: The Internet frequently creates confusion and ignorance, thus producing a demand for highly-skilled sales professionals.

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

For years, an MBA degree has been seen as a first-class ticket to the management fast track. Some spend $100,000 or more to earn the degree, confident that it will propel their career into overdrive — and often that’s not an unreasonable expectation. To many hiring managers, an MBA on the resume is a sure sign that the candidate has long-term, corner-office potential.

To a growing … [ Read more ]

Content: Article | Author: Geoffrey James | Source: BNET | Subject: MBA Related

Here’s a ten-second method to build better rapport with a customer. I can testify that it works, as I’ve used it literally hundreds of times. It’s a close to a “Jedi Mind Trick” sales technique as I think you’re ever going to find.

Content: Article | Author: Geoffrey James | Source: BNET | Subjects: Marketing / Sales, Personal Development

Dr. Chris Croner, a clinical psychologist and author of “Never Hire a Bad Salesperson Again,” gives examples of the types of questions to ask a sales candidate in order to determine a person’s drive. (video length: 05:04)

Content: Multimedia Content | Author: Chris Croner | Source: BNET | Subjects: Human Resources, Marketing / Sales

Like just about everything else in the workplace, the conventional wisdom about how to manage the boss has evolved considerably in recent years. If you hope to climb the career ladder by impressing your boss, these are the new and revised rules of the road.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Career

Here are the fourteen absolutely indispensable power tools that should be in every sales rep’s bag of tricks.

Content: Article | Authors: Barry Rhein, Geoffrey James | Source: BNET | Subject: Marketing / Sales

A quick guide to handling a price hike without hurting your business.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Pricing

Why do perfectly rational people make irrational decisions? Ori Brafman, author of the new book “Sway,” explains the strange forces that influence our behavior.

Content: Multimedia Content | Author: Ori Brafman | Source: BNET | Subject: Organizational Behavior

Some of your customers aren’t paying their bills. Others are so high-maintenance that the cost of serving them is eroding your profits. Before you show them the door, try this five-step process to manage these problem customers.

Content: Article | Authors: Feisal Murshed, Matthew Sarkees, Vikas Mittal | Sources: BNET, Harvard Business Review | Subjects: Customer Related, Marketing / Sales

In an interview with BNET, M&A expert James Freund describes 10 critical negotiating tactics.

Content: Article | Authors: Geoffrey James, James Freund | Source: BNET | Subject: Mergers & Acquisitions

The holy grails of supply chain management are high speed and low cost — or are they? Though necessary, they aren’t sufficient to give companies a sustainable competitive advantage over rivals. Here’s what else your company needs.

Content: Article | Author: Hau L. Lee | Sources: BNET, Harvard Business Review | Subjects: Best Practices, Operations

It takes years for your company’s best people to acquire their expertise — but only seconds for them to leave. And when they go, they take their deep smarts — or intuition — with them. Here’s how to make sure you keep wisdom in-house.

Content: Article | Sources: BNET, Harvard Business Review | Subjects: Best Practices, Knowledge Management

Incremental innovations (small, safe changes to your firm’s offerings) make up 85%-90% of companies’ development portfolios. But “little i” projects rarely produce competitive advantage. For that, you need “Big I” innovations–offerings new to your organization or the world. Yes, they’re risky. But avoid them, and you may strangle your company’s growth.

Professor George S. Day recommends a solution: Increase the proportion of major innovations in your … [ Read more ]

Content: Article | Author: George S. Day | Sources: BNET, Harvard Business Review | Subjects: Innovation, Management

An environment that supports learning has four distinguishing characteristics: psychological safety, appreciation of differences, openness to new ideas, time for reflection.

Content: Quotation | Authors: Amy Edmondson, David Garvin | Source: BNET | Subjects: Learning, Organizational Behavior

Venture capital is the lifeblood of a start-up company. Paul Holland of Foundation Capital runs through the gauntlet of steps a prospective company typically goes through to get funded, and explains what capital investors are looking for.

Content: Multimedia Content | Author: Paul Holland | Source: BNET | Subjects: Entrepreneurship, Venture Capital