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What to do when it’s ‘he said/she said’X

April 10, 2013 by Jim Giuliano

Every manager has run into this issue during an investigation. Employee A says one thing happened. Employee B says something completely different happened.


Getting results by praising — and criticizing

March 4, 2013 by Jim Giuliano

Traditional thinking says managers should praise the veteran employee’s work and focus on correcting the new hire’s mistakes. But studies show that approach doesn’t quite hit the mark.


Selling to multiple decision-makers

February 22, 2013 by Jim Giuliano

With more sales decisions being made by committees, it’s important for your salespeople to modify their sales presentations to take group dynamics into account.


XSurvey: About half of all meetings are a waste of time

February 11, 2013 by Jim Giuliano

In a perfect world, every meeting would be short and to the point, start and end on time, and result something meaningful getting accomplished. But in the real world, many are too long, start late and end later, and nothing really gets done.


NLRB warns against ‘broad’ social-media policies

February 6, 2013 by Jim Giuliano

The National Labor Relations Board case against Costco and its social-media policy sends a warning to other employers about their policies.


Regaining lost customers

January 31, 2013 by Jim Giuliano

Even good companies lose accounts now and then. What sets apart the best companies is knowing how to get those customers back.


The No. 1 question customers ask — and how to answer it

January 29, 2013 by Jim Giuliano

Just about every customer has this question in mind. But not everyone can answer it properly.


Listening faults that lose sales

January 22, 2013 by Jim Giuliano

If customers aren’t buying, one reason for it could be salespeople who aren’t listening to what customers say.


A (mostly) paperless Finance dept.? It can be done

January 18, 2013 by Jim Giuliano

If your staffers, especially in your Finance department, are reluctant to go paperless, their reasons probably fall into one of these three falsehoods.


A cute — but slightly creepy — TV ad from Kimberly-Clark

January 16, 2013 by Charlie Walker

The latest advertising campaign from Kimberly-Clark starts out as cute but veers dangerously close to being creepy. It’s a celebration of a toilet-trained child’s “first flush.” More…

5 words that reflect (and even encourage) failure

January 15, 2013 by Charlie Walker

There are words you hear in the workplace and from customers that might sound good — until they’re put into context. Then they take an ugly turn. More…

X4 secrets to LinkedIn post perfection

January 14, 2013 by Christian Schappel

New research has revealed what makes the ideal LinkedIn post. More…

11 ways to improve listening skills

January 7, 2013 by Ken Dooley

Poor, ineffective listening can cause communication breakdowns, damage relationships and lower trust between you and your prospects and customers. How do you make customers feel like they’ve been heard? More…

XAn uber-classy way to react to a tragedy

December 28, 2012 by Christian Schappel

The Sandy Hook Elementary School massacre in Newtown, CT, was a horrific event many businesses didn’t want to ignore. More…

4-part test of your customer service

December 21, 2012 by Jim Giuliano

To make sure you’re delivering what you promise and are as accessible to customers as possible, try this test of your customer care.


3 phrases to avoid when firing a salesperson

December 18, 2012 by Bob Hill

When it comes to letting a salesperson go, the words a manager chooses may also expose the company to legal action.  More…

Overcome price concerns: 3 top tips

December 14, 2012 by Bob Hill

Today, price is the major bargaining chip most prospects reach for first. With that in mind, here’s how to counter when prospects push you on price: More…

The No. 1 way to deal with customer complaints

December 13, 2012 by Ken Dooley

Football coaches have a saying: “When a quarterback throws a pass, three things can happen – and two of them are bad.” More…

Backstory increases product’s value 2,706% – honest!

December 12, 2012 by Christian Schappel

You’ve heard it before: Products sell better when there’s a good story attached to them. But did you know a well-written story can also increase their monetary value in the eyes of customers? More…

An IT policy most workers ignore

December 12, 2012 by Valerie Helmbreck

It’s not uncommon for employees to ignore company policy, but when their disregard of official guidelines and procedures puts your organization at risk, you might want to take action.



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2017-09-25 16:40

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