When I graduated from college, more people took jobs as journalists than management consultants. Today, newspapers, magazines and television stations hire more management consultants than journalists. So it goes. My nephew Julian, who spent Thanksgiving with us, started college wanting to be a journalist. He switched to business, recently graduated from the University of Illinois and [...]
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No one who has sold 10 million books is an unsung hero, but Harvey Mackay goes largely unnoticed today. I always think about Harvey Mackay a month or two before Thanksgiving but never get around to following his advice, which demands discipline and courage. That may be why the latest generation of sales professionals prefers [...]
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In my last post, Sales vs Marketing is a Diversity Issue, I wrote that the perpetual disunity between sales and marketing departments has the same underlying dynamics as conflicts between employees of different races, genders, national origins, and religions. This view comes from my work with R. Roosevelt Thomas, founder of the American Institute for [...]
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10/24/2011 – I posted this two years ago. Now is the time to remind business people whose memories might have faded. Going through trade magazines, I read more and more “post recession” advice from consultants about customer psychology, resource realignment, technology spending, advertising and other things consultants help manage. A quick search revealed that “pre [...]
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