68 results for author: Geoffrey James


7 Deadly Sins of Top Sales Teams

Complex sales opportunities require the entire company to work together. The most challenging sales situations – and the world's top sales people – are found inside the high tech industries, where complex million-dollar deals are forged every day. ...
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How to Be Happy (or Miserable) at Work

To be consistently happier at work, examine and replace the beliefs that make you miserable. There's no question that bad stuff happens. When a close friend or family member dies, it's appropriate to feel grief. Similarly, good stuff happens. If you suddenly ...
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Why Innovation Requires Salespeople

New Yorker magazine had an article by Atul Gawande describing how innovation spreads. While we are accustomed to think of technology as "changing the world," those changes only take place because of, well, salespeople. As Gawande explains: "In the era ...
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Surprising Secret to Time Management

When you draw up to-do lists, set schedules, make appointments, and so forth, chances are you're wasting most of your time. Turns out there's a mathematical law called the Pareto Principle, which says that (in most situations) 80 percent of the effects ...
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World’s Simplest Management Secret

Management books have it all wrong. They all try to tell you how to manage "people." It's impossible to manage "people;" it's only possible to manage individuals. And because individuals differ from one another, what works with one individual may not work ...
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6 Habits of Extraordinary Bosses

For the past two decades, I've been interviewing and observing successful C-level executives to discover the secrets of their success. In a previous post, I documented the core beliefs of extraordinary bosses. Now it's time for something more tactical - the ...
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9 Truths Bosses Hide From Employees

Being an effective boss means keeping some of your thoughts and feelings to yourself rather than sharing them with employees. Here are nine common thoughts that even great bosses sometimes have, but that are best kept private: 1. "I get tired of solving ...
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16 Things a Boss Should Never Say

I recently posted the 10 Dumb Things Bosses Say, with suggestions for what to say instead. However, there are some "boss" remarks that are so counterproductive that the best strategy is simply to bite your tongue: 1. "We've always done it this way." This ...
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