What's More Important—Engagement or Performance?

Many CEOs don't realize there's a philosophical battle occurring in their leadership ranks. On one side are the performance-oriented leaders who help their team perform at high levels by focusing their management activities on the team's objectives, goals and desired outcomes. On the other side are the engagement-focused leaders who support their teams by focusing their efforts on creating an engaging environment that energizes and motivates employees. So, in this philosophical war, which side is right? The Gallup Organization explored the question and discovered leaders don't have to choose between creating strong, positive teams or focusing on high performance and accountability—high

Why Selling Had to Change in the Last 60 Years

Competition, The “Purgatory” and Urgency A. The Customer is Always King – But it has be win/win We all know the customer is king. But this principle backfires when we agree to an adversarial buying program that diminishes our selling. For instance: The Purgatory of Call Me Back in 2 Weeks. We have all had the experience: 1. We meet the prospect, get invited to bid and submit the bid. 2. We call back at the agreed upon time to follow up and are told: “I haven’t looked at the proposal yet; call me back in 2 weeks.” 3. So we call back in 2 weeks, and get told: “Call me back in 2 weeks” Ad infinitim. Some people call this…The Purgatory of Call me Back in 2 weeks. Here’s a tr

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