Dealing with a Manipulative Person

Manipulative people are challenging and terrifying to deal with. They prey on fear, insecurity, and uncertainty to get what they want. Deception isn’t out of bounds for them. Dealing with them requires you to change the game. We’ve all encountered or dealt with a manipulative person at some point in our career. These people induce fear, anxiety, and stress. In some cases they will stop at nothing to get what they want.

Deductive vs Inductive Reasoning: Make Smarter Arguments, Better Decisions, and Stronger Conclusions

You can’t prove truth, but using deductive and inductive reasoning, you can get close. Learn the difference between the two types of reasoning and how to use them when evaluating facts and arguments. As odd as it sounds, in science, law, and many other fields, there is no such thing as proof — there are only conclusions drawn from facts and observations. Scientists cannot prove a hypothesis, but they can collect evidence that points to its being true.

How to Recruit and Promote Effective Managers

Promoting your best salesperson to a management position is no guarantee the individual will be an effective sales manager. The same goes for promoting any top performer to management. You just never know. Management requires certain skills and not everyone has them, high performers included. Recruiting effective managers, either by promoting people from within the organization or by going outside, can be a difficult task and sometimes those appointments wind up as colossal failures.

You May Need to Adjust Your Calling Practices: Verizon

If you haven't yet learned about efforts by carriers or software providers to block or label automated calls to consumers, you soon will. Or at least you certainly should. When you dig in, you'll learn that there are more than 500 application (app) providers, which consider themselves 'editorial services,' and four major carriers (though there are many more smaller ones) which have recently been given permission by the Federal Communications Commission (FCC) to a) not deliver certain calls and b) provide their customers with the ability to opt-in to additional blocking/labeling services to help avoid fraudulent or unwanted calls.

Sandler Brief: Is This Prospect Qualified?

Jim had been working on a big deal for four months. Before he gave his presentation, his sales manager asked, “Is this prospect qualified?” Jim answered “Yes” with total confidence. The next day, however, he learned that a competitor had gotten the deal – because of a very recent change in his contact’s buying priorities. Jim hadn’t picked up on this change. During his debrief with his sales manager, Jim asked, “What do you think I could have done differently?”

B2B Selling in the Digital Age

We chat with Manny Medina, CEO of sales acceleration tool company Outreach, about where salespeople, sales tech, and alignment with marketing is headed in the age of data, AI and digitally empowered buyers. Sales professionals operate in the same hyper-digital environment as marketing professionals, but the B2B buyer's journey has changed so drastically in the digital environment that B2B sales professionals need to recalibrate their mindset, approach, and tools to achieve their goals effectively.

3 Small Mistakes That Can Totally Mess Up Your Business

You work hard to stay ahead as an entrepreneur. It'd be a shame to fall behind because of a few simple mistakes. In business, as in life, the devil is in the details. You might have a great product, a great team and a great work ethic. You might have enthusiasm and ambition out the wazoo. Even with all that talent, however, you can get tripped up by paying insufficient attention to a few small, unsexy subjects that are easy to overlook but crucially important. I've been tripped up a few times myself, and know plenty of entrepreneurs who've made similar errors.

Want to Avoid Hiring People You Can't Trust Later? Ask These 5 Powerful Interview Questions

Warren Buffett famously said that you should interview for intelligence, energy, and integrity. And if they don't have the last one, don't bother. Are you a hiring manager or a person who conducts interviews as part of your job? Well, if you're not employing the science of behavioral interviewing in your hiring process, you're risking disaster by bringing in the wrong people. Behavioral interviews are the foolproof method to validate skills, strengths, and job fit on the basis of fact, not theory or vagueness.

6 Leadership Strategies to Build a Bulletproof Business

Excellence. It’s the focus of every leader. It’s the aspiration of those who seek to make a mark. How to achieve organizational excellence is the subject of a new book by David Mattson, CEO of Sandler Training. THE ROAD TO EXCELLENCE: 6 Leadership Strategies To Build A Bulletproof Business is the result of his research and experience as a CEO of a global organization. I asked him to share some of his leadership insights as well as some blind spots that can catch business leaders off guard with potentially disastrous consequences.

A Modern Approach to Productivity for Entrepreneurs and Executives

Many entrepreneurs, executives and digital nomads are changing their daily habits and routines in the name of maximizing their personal and business productivity. Sparked by Tim Ferriss’ The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich, this mindset emphasizes “lifestyle design” by doing more in less hours in order to earn “mini-retirements.” Movements like Ferriss' are a part of a larger influx of philosophies aimed at improving individual health and productivity.

Here’s When it’s Actually Good to Multitask

Yes, most of the time trying to do more than one thing at a time just means you are doing several things poorly. But there are some exceptions. Multitasking has a terrible rep in productivity circles. Ever since the “deep work” movement hit the mainstream corporate world, “monotasking” became the gold standard. Multitasking is reportedly detrimental to our brains, causes our IQ to drop, and is one of the biggest time wasters of our era.

How Firing 1 Employee Nearly Doubled My Company's Productivity

One of my employees was regularly late to work. Sadly - but not surprisingly - she was late to her own firing, too. Company culture is a strange thing: If you don't proactively work to shape it, it will shape itself. Two years ago, I had an employee who was consistently late to work. Alexandria was an account manager, liaising daily with key clients and overseeing the production and delivery of marketing assets.

Why the CFPB’s Next Enforcement Action Will Likely be Against a Debt Collector

One law professor believes the next enforcement action to come from the Bureau of Consumer Financial Protection will be against a debt collection agency, after the CFPB announced a $500 million fine against Wells Fargo. Bringing a debt collection enforcement action would satisfy a couple of different schools of thought, wrote Jeff Sovern, a law professor at St. John’s University and one of the coordinators of the Consumer Law & Policy Blog.

3 Terrible Ways To Treat Your Clients - Are You Guilty?

I hate to admit it, but that guy yelling at his phone could have been me a couple of times recently! And I promise you, you don't want to be the company that does that to people! Most of my clients’ companies, whether large or small, want to treat their customers well. They know that they don’t always succeed. They make mistakes. And they aren’t always aware of how they are perceived by clients and prospective clients. However, they try. At least they say they try. They all say they care.

Agencies Placing More Emphasis on Soft Skills During New Hire Training

There is so much that a new collection agency employees needs to know. What the heck is the Fair Debt Collection Practices Act, anyway? Why can’t I threaten to break someone’s legs if they don’t want to pay their bills? And, most importantly, where is the bathroom?All kidding aside, training a new employee is akin to laying the foundation on a home; if it’s not done properly, everything else is going to be off and it will all likely come crumbling down sooner or later.

Half Life: The Decay of Knowledge and What to Do About It

Understanding the concept of a half-life will change what you read and how you invest your time. It will explain why our careers are increasingly specialized and offer a look into how we can compete more effectively in a very crowded world. A half-life is the time taken for something to halve its quantity. The term is most often used in the context of radioactive decay, which occurs when unstable atomic particles lose energy. Twenty-nine elements are known to be capable of undergoing this process.

How to Measure B2B Customer Satisfaction?

When the topic of customer satisfaction arises, the modern mindset leaps immediately to the traditional retail realm of B2C relationships and starts compiling all the exciting new ways to keep track of, as well as boost their success. Yet, this same mindset is becoming increasingly essential in the world of B2B, since a customer-focused approach dictates the long-term success and the quality of relationships built in both B2B and B2C. You may not create a standard questionnaire or stick to a classic social media scheme to delve deeper into the minds of your customers, but B2B is in dire need of redirecting their focus to their customer pool.

17 Simple Things These Successful Executives Do Every Day No Matter What

The things you repeatedly do define your quality of life. Whether they're for your physical condition, emotional outlook, or level of productivity, the things you repeatedly do every day define your quality of life. Here are the daily habits several executives credit for the success they have achieved.

1. Set up predetermined browser tabs to open automatically.

"Thanks to Chrome's Startup Settings, I've created an essential daily habit - having my predetermined browser tabs open automatically for my review.

Why You Need to Stop Talking to Start Leading

The common courtesies of asking questions and listening have given way to an urgent need to speak and be heard. Recently, a colleague and I were at a dinner function with a group of leaders from a client company. We found ourselves seated at a table with a new member of the executive team, whom we were meeting for the first time. We eased into the conversation with small talk about sports and weather and then we went deeper inquiring about his family, his career, his thoughts on the industry.

12 Ideas for Managing a Key Leader's Departure

Q: A key leader on your team is leaving. How do you ensure the transition is successful for the leader and the rest of your staff?

1. Schedule and plan for their departure

Losing any valuable asset to a company or organization can be tough. Address the situation as soon as possible and also have a schedule and plan in place before their departure. This will allow for team members to understand their new roles and how to adapt without such an individual in place. Also try and appreciate the departure, versus leaving on a sour note. - Zac Johnson,