Channeling Change: Changing the Seemingly Unchangeable
Convincing colleagues or employees to change their ways isn't easy. Joseph Grenny, author of "Crucial Conversations" and "Crucial Confrontations" and co-founder of change consultancy VitalSmarts, gives Training magazine Senior Writer Margery Weinstein his insights on accomplishing it.
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No Hiding Place for Leaders
Your weeping CEO notwithstanding, it's good for leaders to be hearty. What can you do to toughen up your executive board, and, more importantly, the company's up-and-coming leaders?
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Six Steps to Capturing Employees' Knowledge
Information Mapping, Inc.'s Information Mapping method applies cognitive adult learning theory to all types of information, making it easier for the end-user to consume and act on it. Recently, one such food and beverage giant turned to IMI for help codifying a divisional employee team's efforts to turn a global strategy into an actionable, systematic process with measurable success.
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Going the Extra Mile with E-Mail Marketing
Marketers no longer can afford to measure subscriber engagement levels solely on open and click-through rates reported on an aggregate campaign level. Going the extra mile in collecting both behavioral and attitudinal data on an individual customer level from multiple marketing channels enables marketers to optimize their ROI more effectively over time.
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Competitive Intelligence on a Shoestring Budget
Small and mid-size manufacturing companies frequently believe their limited financial resources prevent them from doing much to determine their competitors' intentions or capabilities. In truth, a good deal of competitive information is either free or can be acquired at the cost of a phone call, photocopies, or the time to go and find it.
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Marketing's Interest in the Sales Function: A New Understanding of the "Whole Product"
When sales is viewed more as an integral part of the "expected product," marketing's view of the role of personal selling in the marketing mix will have to change, and with it, the importance of understanding the value of the salesperson. Although a simple hypothesis, a change in thinking about the nature of the "whole product" may have powerful repercussions for the place personal selling has in businesses where effective direct selling is crucial.
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