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things from around the business web to enhance our business acumen
I often hear new managers give their team members the advice that they should act “more professionally”. I am always curious what they specifically mean by this.
I have done it myself and been guilty of un-actionable feedback.
Here’s my take on what acting professionally means to me.
1. Pay attention to the cultural norms in your organisation, and follow them.… Read more
In my business career I’ve dealt with five business recessions (1987, 1997, 2000, 2004, 2007-9) and a similar number of booms but what i’ve learnt is business is they were never predictable.
Next year… Up? Down? Growing? Stagnating? … who knows, so how can you generate predictable success?
How then, as a business leader can you set attainable, realistic goals in an up/down, who-knows-what’s-next market–without demoralising your team by setting them up for failure through unreachable targets?… Read more
You’ve just met a new business contact, and you’re sitting across from them in a social or a work setting. You know that the most effective means of connection is to understand their behaviour and communication preferences and flex your own preferences to engage with them on their terms.
So I get out my short DISC test and ask them to quickly complete the test, as it only takes 7 minutes, I can then go to the toilet and then plot their responses so I know their DISC preferences and flex my style- RIGHT?… Read more
I have written several articles about the buyer journey, buyer personas, aligning the buying and selling process; here is an aid to this process a journey plan for the buying process.
At its core, I’ve turned around the typical account planning tool, to focus more clearly on the Buyer and their needs. This is to build empathy and to assist the seller more clearly understand the questions a Buyer has to tailor the sellers presentations and plans to meet the Buyers needs. … Read more
Previously I’ve written about Jeff Bezos and his encouraging his staff to read selected books.
I’m not in Bezos class, but I have suggested a reading list for my team members in the past and I’ve used these series of books as a basis for both self Learning and guided learning.
Self learning typically would encourage your team member to read the book (they are all quite short) and to identify three ideas they can implement now.… Read more