Tag: Harvard Business Review

Nice Trumps Smart

Have you ever been dressed down by someone seemingly smarter than you just so that person could make a point? Have you ever been called out – or even worse – dismissed because you were behind the learning curve on a particular issue? Have you ever been interrupted or talked over, implying that your opinion or perspective was not worthy of even being heard? I have; and it is the worst feeling in the world.

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Who are our best salespeople?

Being in sales basically my entire career (aren’t we all, really?), and being charged with leading large sales organizations, I was intrigued by a recent article in Harvard Business Review this past month which segmented sales professionals into 8 types based on observations of over 800 sales meetings focused on their behavioral tendencies (not their personality types), […]

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