Gunther Dell

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How and Why We Lie at Work

Although every society condemns lying, it is still a common feature of everyday life. Research suggests that Americans average almost two lies per day, though there is huge variability between people. In fact, the distribution of lies follows Pareto’s principle: 20% of people tell 80% of the lies, …

How to Write a Résumé That Stands Out

The resume: there are so many conflicting recommendations out there. Should you keep it to one page? Do you put a summary up top? Do you include personal interests and volunteer gigs? This may be your best chance to make a good first impression, so you’ve got to get it right.<p><b>What the Experts Say</b> …

How to Promote Yourself Without Looking Like a Jerk

Self-promotion can be uncomfortable for many people. That’s certainly true for foreign professionals in America, who have to navigate different cultural mores in the most bullish nation on earth when it comes to personal branding. But even for many Americans, it’s a tricky prospect: how can you …

What to Do After a Bad Performance Review

It can be hard to recover from a less-than-stellar performance review, especially one that you didn’t see coming. You might feel angry, embarrassed, and confused. How do you regain your professional confidence? And how do you make the best use of the critical feedback?<p><b>What the Experts Say</b> <br>Negative …

Tailor Your Presentation to Fit the Culture

Fourteen years ago I moved from Chicago to Paris. The first time I ran a training session in France, I prepared thoroughly, considering how to give the most persuasive presentation possible. I practiced my points, and anticipated questions that might arise.<p>The day of the session, my actions were …

Top 50 Must-Read Blogs on Consultative Selling

By docur8ed<p>In All Things Productivity, Blog<p>0<p>Consultative sales is a pretty niche topic in the blogging world – surprisingly so, given that it’s a …

Human Resources

The Best Leaders “Talk the Walk”

One of the most ubiquitous aphorisms in business is that the best leaders understand the need to “walk the talk” — that is, their behavior and day-to-day actions have to match the aspirations they have for their colleagues and organization. But the more time I spend with game-changing innovators …

What Big Data Needs to Do to Grow Up

We are in an Information Revolution — and have been for a while now. But it is entering a new stage. The arrival of the Internet of Things or the Industrial Internet is generating previously unimaginable quantities of data to measure, analyze and act on. These new data sources promise to transform …

4 Networking Mistakes You Don't Know You're Making

Whether you’re looking for a job or not, you’ve probably been encouraged to “network, network, network!” more times than you can count. Are all those conferences and events you’re attending leading to new connections or opportunities?<p>No? You’re not the only one. Many networking newbies have …

Three Ways Leaders Can Listen with More Empathy

Study after study has shown that listening is critical to leadership effectiveness. So, why are so few leaders good at it?<p>Too often, leaders seek to take command, direct conversations, talk too much, or worry about what they will say next in defense or rebuttal. Additionally, leaders can react …

How 2014 Will Be The Year To Monetize Big Data

Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Ask anyone in business if they've heard of big data, and by now, the answer is probably yes.<p>For the majority of 2013, big data dominated the media discussion as businesses big and small sought to make sense of what exactly it is, and more …

Big Data

Big Data Will Drive The Next Phase Of Innovation In Mobile Computing

CIBC, a Canadian bank, predicts that information-generation growth will increase 50 times over the next decade. IDC, a market research firm, similarly forecasts a 44-fold increase in data volumes between 2009 and 2020. Mobile, social, wearables, and The Internet Of Things are playing a large part …

Big Data

The Eight Archetypes of Leadership

Although the ghost of the Great Man still haunts leadership studies, most of us have recognized by now that successful organizations are the product of distributive, collective, and complementary leadership. The first step in putting together such a team is to identify each member of the team’s …

The Seven Imperatives to Keeping Meetings on Track

There’s nothing more annoying than a meeting that goes on and on and on. As a manager, it’s your job to make sure people don’t go off on tangents or give endless speeches. But how can you keep people focused without being a taskmaster or squashing creativity?<p><b>What the Experts Say</b> <br>The good news is …

Reduce Your Stress in Two Minutes a Day

Bill Rielly had it all: a degree from West Point, an executive position at Microsoft, strong faith, a great family life, and plenty of money. He even got along well with his in-laws! So why did he have so much stress and anxiety that he could barely sleep at night? I have worked with Bill for …

Seven Tips for Shifting a Mindset in Your Organization

We’re all fascinated by new ideas and how they can grab hold of us, influencing how we think and affecting how we take action. How does Atul Gawande (the checklist doctor) get inside my head, when others don’t? Why does Gwyneth Paltrow make me adjust my behaviors, when others can’t?<p>In business, …

How to Sell with Confidence

The key to sales success is belief in yourself and what you have to offer. Here's how to cultivate it.<p>You might know everything about your product, your industry, and your competition. But sales success comes down to belief in yourself and what you have to offer your clients. How can you create a …

Self-improvement

6 Sales Tactics That Always Backfire

Are you accidentally alienating your potential customers?<p>A while back, I was fortunate enough to have a conversation with Susan Scott, author of the best-seller <i>Fierce Conversations</i>. During our talk, she pointed out that many companies pursue self-defeating sales strategies. Here are six of them:<p><b>1.</b> …

Loyalty

5 Questions That Will Close the Sale (Without Pressuring Customers)

Can't close the sale? Try a few of these simple low-pressure questions.<p>Good salespeople know that asking questions is the most effective way to learn about the needs of your customers. But you’ve got to ask the <i>right</i> questions. Otherwise, you risk scaring prospective customers out the door--or …

Product Management

Good Leaders Don’t Use Bad Words

During a painfully dull futures workshop Down Under, a simple word change helped transform a stagnant discussion.<p>The facilitator, with a world-class flair for bafflegab and platitude, had asked the group to envision products customers might desire a decade hence. The conversation regurgitated …

Learn to Pitch Like Mad Men’s Don Draper

You are busy. I am busy. Everybody is. Let me tell you why you should spent the next five minutes <i>reading</i> me. I have pitched to friends, family, …

Which Behaviors Must Leaders Avoid?

If you want to empower, engage, or motivate others, don’t just focus on increasing your positive behaviors. Pay attention to what you need to <i>stop</i> doing as well. Why? Because people remember the bad more than the good. To quote from a previous HBR article, How to Play to Your Strengths, “Multiple …

Wenn Daten sprechen

Besteht zwischen Bewegungsprofil und Schuhgröße womöglich ein Zusammenhang? Kann man durch die Auswertung von Tweets drohende Verarmung und Epidemien …

Act Like a Leader Before You Are One

If you want to become a leader, don’t wait for the fancy title or the corner office. You can begin to act, think, and communicate like a leader long before that promotion. Even if you’re still several levels down and someone else is calling all the shots, there are numerous ways to demonstrate your …