Earlier this week, a salesperson told me about a difficult conversation she was about to have with a client. In asking for my advice, she said there was a chance this customer will ask for a price reduction and that she’d have to do a “dog and pony show” to convince them to keep working with her at the current rate.

I told her she needed to “kill the dog and corral the pony.” As you may suspect, there was a long pause on the other end of the phone after such a startling…

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Scott explains the four ‘C’s’ that will allow you to craft powerful sales and marketing messages.

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Time’s past networking meant attending an event (In person) and carefully spreading your time across a room of ‘like-minded’ individuals, productive if everyone in the room was your target networking pool, but this was and still isn't always the case. Two hours…

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If English is not your first language chances are that you are active on more than one professional network such as LinkedIn. Services like Viadeo, Xing and others are then probably part of your social media strategy.

The hard news is that since the rise of LinkedIn-Today these platforms are clearly struggling to find a model with which to compete. Their biggest challenge is to make their users coming back and engage.

LinkedIn has not only understood and perfected the art of…

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World-class is a term that is often used and misused by those in human resources. It's important to realize upfront that good or even very good onboarding programs are quite common, but they are also quite different from the few existing "world-class" programs.

Almost by definition, the number of world-class programs in any field is extremely small. For example, to be considered as world-class in an Olympic sport, you must win a gold, silver, or bronze medal. Such an achievement is truly… Continue