5 Traits Every Sales Hire Should Possess (& How to Uncover Them in an Interview)

Fire. We are told to look for “fire” in new sales reps so they’ll have a burning desire to find and close deals. And while drive is tremendously important, staying composed, focused, and motivated during long sales cycles requires more.

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The Leader’s Guide to Corporate Culture

by Boris Groysberg, Jeremiah Lee, Jesse Price and J. Yo-Jud Cheng Republished from Harvard Business Review, January 2018 Strategy and culture are among the primary levers at top leaders’ disposal in their never-ending quest to maintain organizational viability and effectiveness. Strategy offers a formal logic for the company’s goals and orients people around them. Culture…

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How Leaders Build — And Destroy — Trust

Trust is the belief or confidence that one party has in the reliability, integrity and honesty of another party. It is the expectation that the faith one places in someone else will be honored. When I asked 537 managers how leaders build and destroy trust, here is what I learned . . .

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Making a Career Transition from Academia to Sales

As research funding monies dwindle and become more competitive, many academics are turning to alternate careers in sales and marketing in the commercial sector.

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Embrace Change Or Get Left Behind

Rethinking opportunity and change were repeating themes running through many events I have attended in the last quarter. AI and ESG’s impact on corporations are at the center of people’s minds. Executive teams are concerned about how AI will impact business strategies and how leaders will be able to respond to the seismic changes coming. Corporate leadership teams are also shifting to a longer-term and socially responsible view based on the new role on ESG (Environment, Social and Governance) and customer loyalty.

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What’s The Difference Between Business Etiquette And Business Ethics?

The rules of both business ethics and business etiquette are the foundations of strong, productive professional relationships. You wouldn’t want to do business with people who worked for an organization that had little regard for either ethics or etiquette.

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