
Tag: Values


The Leadership Playbook: Leaders Over-Communicate
Once I was speaking at a conference when the CEO of the company leaned over and whispered in my ear. He said, “I am giving the same speech I’ve given the last two years. The stories are different. The examples are different, too. But it’s…
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You Have One Set of Values
I received an email from a subscriber to my weekly newsletter. She was unhappy with something I’d written about my childhood, and she asked me to please limit my email newsletter to business-related topics. [You can read the post 7 Things I Was…
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Why You Are Struggling With Price
Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors.
If this is your struggle, one or more of the following…
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Four Diseases That Weaken Leaders
Here are four diseases that weaken leaders and damage their ability to produce results through others.
Inability to Control Your Own State: If you want to prove that you have no real power, lose your temper and fly off the handle. An inability to…
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You Get What You Pay For. More Or Less.
Cheap isn’t about value creation. It’s about the absence of value. It’s true that some segment of customers, regardless of any protestations to the contrary, uses price as their primary decision-making criteria. All things being equal, they’re…
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Stop Competing Against Transactional Value
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.
If you are competing by creating a higher…
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Are You Busy Or Are You Getting Things Done?
There is a difference between being busy and getting things done, and it is important to recognize the difference.
You can be very busy responding to your email, responding to voice mail, and helping other people with their urgent priorities. You…
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Stop Being Transactional and Start Being Consultative
Stop trying to sell product and start focusing on how you help your client with business outcomes.
Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to…
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The Limited Value Of An Email
It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone…
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