360 Posts found for Source: CEO Refresher

People who fear for their jobs, careers, etc. will do the least they can to stand out from the crowd. If you lead by fear, you will get the letter of what you asked for but not the spirit of what you need. In order to get your team’s honesty, creativity, and maximum efforts, you must lead from respect. The only way to get your … [ Read more ]

Content: Quotation | Source: CEO Refresher | Subjects: Leadership, Organizational Behavior

As part of a comprehensive five-year study, Expertise Marketing looked at more than 500 IT service firms respondents’ use and measurement of a variety of methods to attract and retain clients. Without having a single question on the survey questionnaire about a IT service firms’s culture, it became statistically clear that a firm’s “internal personality” or “cultural DNA” influences its eventual success – or failure … [ Read more ]

Content: Article | Author: Suzanne Lowe | Source: CEO Refresher | Subject: Marketing / Sales

Research shows that only 4% of dissatisfied customers ever bother to complain. Others just keep quiet. They may be putting up with an inferior product experience or silently shift to some other brand without a warning. What does this mean to the marketing manager?

Content: Article | Author: N. Ramasubramani | Source: CEO Refresher | Subject: Customer Related

Motivating employees today is particularly challenging. To do so, get back to the basics. Link pay to job performance and help employees grow, feel part of a winning team, and see the value of their work.

Content: Article | Author: Bruce L. Katcher | Source: CEO Refresher | Subjects: Management, Organizational Behavior

Today, in the new environment where Boards must be proactive, investigative, accountable and actually govern a company or nonprofit organization, no serious company or nonprofit organization can omit Board training.

This article lays out some of the basic elements of such a training program. It identifies what should take place prior to the one day Board of Directors training program in order to prepare the … [ Read more ]

Content: Article | Authors: Herb Rubenstein, Paul E. O’Flynn | Source: CEO Refresher | Subject: Corporate Governance

Where traditional selling advocates that every prospect is a likely customer, and ‘goes for the yes,’ the diagnostic process gives salespeople permission to ‘go for the no.’ Most inefficiencies in sales come from spending too much time with too many prospects. The real skill in selling lies in recognizing the seven or eight out of ten who won’t buy, due to realistic observable conditions, and … [ Read more ]

Content: Quotation | Source: CEO Refresher | Subject: Marketing / Sales

Your solution may not solve your client’s problem-or your client may not even have a problem. So why should you feel you’ve failed when there is no sale? A salesperson should no more make a presentation to every prospect than a physician should prescribe medication for every patient.

Content: Quotation | Source: CEO Refresher | Subject: Marketing / Sales

Can CEO style become company culture? Have we overlooked the tell-tale signs that warn us in advance of substantial, incremental, and even discontinuous organizational change?

Content: Article | Author: Irving H. Buchen | Source: CEO Refresher | Subject: Organizational Behavior

In the book, First, Break All the Rules, Buckingham and Coffman say, “It would be [most] efficient to identify the few emotions you want your employees to feel and then to hold your managers accountable for creating these emotions. These emotions become your outcomes.” How do you begin to identify the feelings you want your employees to feel? Based on our own research, and the … [ Read more ]

Content: Article | Author: Brady Wilson | Source: CEO Refresher | Subjects: Management, Organizational Behavior

The deepest personal defeat suffered by human beings is constituted by the difference between what one was capable of becoming and what one has in fact become.

Content: Quotation | Source: CEO Refresher | Subject: Achievement

Selling has become so complex; its very nature has changed. A systematic approach provides a navigable path from the first step of identifying potential customers, through multiple critical decisions, the sale itself, and into expanding and retaining profitable customer relationships.

Content: Article | Author: Jeff Thull | Source: CEO Refresher | Subject: Marketing / Sales

How do you go from developing great ideas about ethics and what they mean, to an organization that actually lives those values? This article lays out general principles for how to do that.

Content: Article | Author: Bruce A. Hamm | Source: CEO Refresher | Subject: Ethics

This content is restricted to site members. Please log in or register

Many US companies already market their products or services internationally. However, today’s competitive global business environment demands that all companies, large and small, new and old, give consideration to the strategic option of expanding their markets to other nations. This option can hold the potential for increased competitiveness and step-change increases in revenue and therefore cannot be ignored.

Those companies that have a well-established international … [ Read more ]

Content: Article | Author: Blaise J. Arena | Source: CEO Refresher | Subjects: International, Strategy

Dr. Michael Leiter, director of the Centre for Organizational Research and Development (COR&D) at Acadia University, says that there are things that management can do to help reduce stress in the workplace. He identifies six areas of worklife that need to be in balance in order to help avoid workplace stress and build engagement with work: workload, sense of community, control, reward, values and fairness. … [ Read more ]

Content: Article | Author: Laura Churchill | Source: CEO Refresher | Subjects: Human Resources, Organizational Behavior

It can be safely said that most organizations that think they have a branding problem really have an integrity problem – only they don’t know it.

Branding through integrity means addressing all three parts of the integrity question head on:
1. Are we being honest?
2. Are we demonstrating organization soundness?
3. Are we telling the “whole” story?

As important as it is to answer … [ Read more ]

Content: Article | Author: Larry Ackerman | Source: CEO Refresher | Subjects: Management, Marketing / Sales

CRM software when used properly helps create a playing field for good business practices. In order for CRM to be an integrated part of a very successful business model it requires serious players, just like any other winning game played at the professional level. This human component needed to plan, design, tweak, deploy, organize and analyze CRM software and generate data requires a Discipline.

Without … [ Read more ]

Content: Article | Authors: Anne Stanton, Herb Rubenstein | Source: CEO Refresher | Subjects: Customer Related, IT / Technology / E-Business

The high stakes business-to-business sector is confronting a substantially unaddressed value gap. Sellers are creating complex, value-laden solutions, but their customers are unable to achieve the promise of those solutions. There is a huge and attractive opportunity in this value gap.

Content: Article | Author: Jeff Thull | Source: CEO Refresher | Subject: Marketing / Sales

The constant of change, cost and value, do it, skip it, or move it, and how about enjoying your work and planning your fun.

Content: Article | Author: Jim Stovall | Source: CEO Refresher | Subject: Personal Development

A leader truly leading the enterprise will work to grasp the big picture, use that insight to incite the workforce to high performance, forge the organization into a thinking, adaptive enterprise, and focus on the continuous transformation of the individuals involved and the organization as a whole. (GIFT model)

Content: Article | Author: Daniel D. Elash, Ph.D. | Source: CEO Refresher | Subject: Leadership