Coaching Tip

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What is Consultative Selling?

Coaching Tip

Definition: The term ''consultative selling'' first appeared in the 1970s book Consultative Selling by Mack Hanan. Sources: Mack Hanan: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels. ideally, the salesperson''s own. ideally, the salesperson''s own. Selling Smarter, Not Harder.

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Violent Leadership

Coaching Tip

Whether at the helm of a digital startup, a management consultancy, a dental group, or an insurance agency, no business leader can afford to remain complacent or, worse, passive. Political policies and mandates. Economic uncertainty. Constant change. . These are the facts of business today.

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John G. Agno, Certified Executive & Business Coach

Coaching Tip

Agno has personally coached executives and business owners during the last decade; after a successful corporate executive and management consulting career. You may be asking, what is professional coaching and how does it differ from management consulting?

Execution 113
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Many Aren't Concerned Regarding Work/Life Balance

Coaching Tip

About 52% of 571 such executives worldwide are satisfied or very satisfied with their work/life balance, according to a new survey by BlueSteps.com, an online career management service of the Association of Executive Search Consultants. Global executives work an average of 58.5 Leadership Development: #1 Priority for Human Resources Leaders.

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The Voice of the Workplace

Coaching Tip

The Voice of the Workplace,” heard from nearly 500 business leaders, HR leaders and consultants about whether or not they agreed with two key statements: . By Guest Author Michael Papay. Waggl also asked the open-ended question, “What is the most constructive way for organizations to handle negative feedback from employees?”

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Working on Your Terms

Coaching Tip

First, with manufacturing jobs moving to Japan, Korea, China, Mexico, then with services like call centers in Canada and the Philippines, and now with positions like technology consulting in India. Today, consultants are becoming a mainstay of the modern workforce.

eBook 70
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Reshaping Leadership

Coaching Tip

New data-driven capabilities are breaking down barriers between formerly siloed business units, flattening out management structures and streamlining production processes, prompting many firms to redraw leadership roles and responsibilities, according to information-technology executives, industry analysts and management consultants.