64 results for author: Geoffrey James


Discover Everything You Need to Know About a Customer in 5 Steps

Customers expect you to know everything about them before you attempt to contact them. Back in the day, salespeople were trained to ask "effective questions" to discover customer needs. Today, however, much of what a salesperson needs to know about a ...
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9 Things Every Start-up CEO Needs to Think About Immediately

My editor asked me for a list of things that startup entrepreneurs should address early lest they turn into problems as a company grows. Since scaling up is not my area of expertise, I asked Stanford professor Robert I. Sutton, co-author of Scaling Up ...
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4 Skills Every Great Marketer Should Possess

With the economy expanding, many companies may be looking to grow their customer base. While that usually means hiring more salespeople, the best companies support their sales stars with crack marketing teams. Hiring great marketers can be challenging, ...
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Boards of Directors are Now Firing Trump-Like CEOs

Publicly-held firms are increasingly intolerant of executives who appear to behave unethically. Part of Donald Trump's appeal to a certain segment of the American public is the idea that government would be more effective if run like a business. Ironica...
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Collaboration is the Enemy of Innovation

Brainstorming, group writing, and "designs by committee" are huge wastes of time and money. For six decades, business pundits have hyped "collaboration" as a way of making your organizations more innovative. They were wrong then and they're still wrong ...
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Create a Great Resume (and Land an Interview) in 10 Easy Steps

I recently received some job-hunting advice from Early Stage Careers, a firm that works with college students and grads to get good jobs. Most of that advice was excellent and I'll probably be sharing it with you in subsequent columns. However, their ...
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3 Reasons Customers Aren’t Opening Your Marketing Emails

I've been writing about email marketing frequently lately because email marketing is the last form of outbound marketing that still generates sales leads. An email marketing campaign is useless, of course, if nobody opens your email. Thus it's import...
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3 Quick Ways to Become More Interesting and Unforgettable

Since before recorded history, humans have been a storytelling species. For millennia, stories have told us how to survive in a hostile world. The ability to hear and remember a story is literally part of our DNA. In business, we remember stories, especi...
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17 Invaluable Things to Know About Customers

The more deeply you understand your customer and your customer's business, the more you'll be able to sell to them. It's difficult or impossible to sell quickly and effectively if you don't understand your customers. Unfortunately, many entrepreneurs ...
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57 Easy Ways to Be Happier and More Successful

I've already posted most of the advice below but scattered among five or six posts. I thought it would be useful to collect all of my happiness and success rules in a single place. Enjoy! 1. Assume people have good intentions. Since you can't read minds, ...
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9 Clients You Should Fire Immediately

Some customers simply aren't worth the effort and then take time and energy from customers who deserve and will appreciate your attention, according to Michael Houlihan and Bonnie Harvey, authors of The Entrepreneurial Culture: 23 Ways to Engage and Empower ...
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Extraverts Must Learn to Be More Introverted

The online business world was created by introverts for introverts. To be successful extraverts must learn the new rules. Online, it's the extraverts--with their clingy need to be around other people and insecure craving for attention--who are the real ...
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