Fahim

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How to Negotiate with Someone More Powerful than You

<i>HBR STAFF</i><p>Going into a negotiation with someone who holds more power than you do can be a daunting prospect. Whether you are asking your boss for a new assignment or attempting to land a major business deal with a client, your approach to the negotiation can dramatically affect your chances of …

How to Lead When Your World Is Falling Apart

One entrepreneur explains how she ran her fast-growing company as she coped with her second miscarriage.<p>I like this quote from a pastor named Steve Furtick: "The reason we struggle with insecurity is because we compare our behind the scenes with everyone else's highlight reel." It resonates with …

Want Better Salespeople? Do These 5 Things

Sales team not up to snuff? Maybe it's time to reexamine your leadership style.<p>Managing a sales team can be tricky. You may not realize it, but the way you communicate and your behavior at work can have a huge impact (for better or for worse) on the dedication, enthusiasm, and performance of your …

How to Develop a Sales Methodology

Developing core principles can help unify your sales team as your company grows. Here's how.<p>Like most start-up entrepreneurs, when I began my first company in 1999 I had no formal sales experience. But I did have the wherewithal to visit potential customers and to learn about the pain points that I …

'Always Be Explaining': Your Sales Team's New Mantra

The one thing your sales team needs to improve? Explaining, says Lee LeFever, founder of Common Craft. Here's how.<p>People rarely buy products they don't understand, so it's a salesman's job to explain them. But what if your explanation is so organic it's pointless?<p>Perhaps you suffer from the curse …

5 Keys to Inspiring Leadership, No Matter Your Style

Inspiring greatness is all about leading by example. The best leaders have these habits in common.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p><i>This article is included in</i> Entrepreneur Voices on Effective Leadership<i>, a new book containing insights from more than 20 contributors,</i> …

Leadership

CEO Survival Guide: 30 Days to a Better Life

Time is your greatest asset. Follow these five steps to better manage your time and you'll see your performance improve in less than 30 days.<p>I was recently asked by an MBA class what were the top recommendations I would make to business owners, CEOs, and new entrepreneurs looking to make the most …

10 Beliefs of Top Salespeople

Successful people share these beliefs, regardless of whether they actually work in sales.<p>A while back, I had a conversation about "having the right attitude " with Tom Black, author of "The Boxcar Millionaire." He gave me a list of personal beliefs that he's observed in top salespeople. Here's that …

Lift Your Leadership With These Top CEO Secrets

I’d like to share and bring to life some of the most important secrets of the top CEOs in the world, so that you can incorporate them into your own …

Lead With Enthusiasm: 4 Tips

Enthusiasm is one of the most powerful motivational tools in a business leader's arsenal. Indulge.<p>One of my fondest childhood memories is from my first year in tee ball.<p>For those of you not familiar with it, tee ball is often the very first baseball league for young players. Instead of having a …

5 Essential Skills for Successful Coaching

A big part of coaching is being a good listener--and not everyone knows how to be one.<p>As we argued in one of our previous columns, coaching has become an essential component of leadership in the work place.<p>Pragmatic leaders--those interested in the practical aspects of execution--understand that …

Leadership

Giving a Sales Presentation? 6 Questions You Must Ask First

Here are six crucial questions to ask and answer, before you present your solution to the customer.<p>When you're asked (or allowed) to make a sales presentation, you want to be certain that whatever you say helps the customer make the right decision.<p>That's only possible if you understand the …

The Disappearing Sales Process

<i>gyro and Forbes have just debuted a new eBook entitled “Transformational Marketing: The Best of Forbes CMO Network.” Published in conjunction with gyro, which is the Advisor to the Forbes CMO Network, you can download it for free here. This collection features topics ranging from Red Bull’s effect</i> …

5 Steps to Delegating Wisely

Make the most of everyone's time and skills with these 5 tips for effectively delegating tasks and responsibility.<p>You can't do everything yourself. And the bigger your business grows, the truer this becomes. That's why it's so essential to master the art of delegation.<p>Delegating the day-to-day work …

The Most Important 30 Minutes Your Team Will Ever Spend Together

At some point, you can't lead a team until you fix the personal conflicts between them. Here's how to do it in one session.<p>History often prevents us from doing great things together.<p>Here comes Sofia, for example, taking her seat at your weekly managers' meeting. You know she's good at what she …

Self-help

10 Ways To Make Each Day A Leadership Masterpiece

Brian Layer, Brigadier General, United States Army (Retired) knows a few things about leadership. Brian is a West Point graduate who also holds three masters degrees. He twice commanded a brigade in Iraq, and is perhaps the most gifted and humble leader I’ve ever worked with. Brian now chairs our …

5 Ways to Build a Better Team

These tips will help you build teams that deliver better results for your company and your customers.<p>The only way to move mountains for your business is by leveraging the collective brainpower (and, sometimes, muscle power) of a group of employees. But it can't just be any old group. To truly move …

Walt Disney Company

Seven Types of Sales Managers

Over the past decade, I’ve worked closely with hundreds of vice presidents of sales, and like all of people, each has a unique personality. Some are gregarious. Some are assertive. Some are action-oriented. But even as I observe their individual differences, I have recognized patterns of behavior, …

Sales Rule No. 1: Start a Simple Conversation

Don't try to sell at the beginning of a customer relationship.<p>Many sellers think that the best way to cultivate a prospect or sales lead is to start a sales pitch. Sales pitches consist of two parts:<p>A description of your offering and its benefits.<p>An attempt to get the customer to either buy …

The Skill Every Leader Must Master

You can be smart, ambitious and talented, but until you master this ability you will never rise to the top.<p>There are many qualities necessary in a successful leader. They need to be bright, ambitious and competent communicators. But the most powerful leaders have an uncanny ability to build trust …

7 Habits of Highly Effective Salespeople

The top sales performers have these activities in common.<p>A staggering amount has been written on how to be a good salesperson. A lot of it is great, but there's an easy way to cut through the clutter. Here are seven simple activities that, in my experience, consistently separate high-performing …

15 Things Inspiring Leaders Do Differently

Are you inspiring your team to reach new heights, or is your 'expiring' leadership style bad for business?<p>Over the past fourteen years, I have worked, coached, trained and studied well over 20,000 leaders. In that time, there are some common practices that I've observed from inspiring leaders at …

10 Ways to Keep Your Sales Team Happy

How to make sure your most important employees can do the best job possible.<p>If selling your products or services requires a salesperson, your sales team is your most valuable resource. Here's how to make sure that they're both happy and productive:<p><b>1. Keep them in the loop.</b><p>If you update your website …

Sales Secret: 'Why' Is More Important Than 'What'

Rather than "tell what" you're selling, "show why" they're buying.<p>Lately, I've been reviewing dozens of sales messages and have discovered a common theme. Most sales messages, whether in emails, presentation or websites, are ineffective because they "tell what" rather than "show why." Let me …

7 Things You Need to Be More Magnetic

Want to be more engaging in conversation? Cultivate your charm by adopting these seven habits.<p>Think of the most engaging people you know. My guess is they're charming, interesting, and make you feel special.<p>We all want to be perceived that way, don't we? Here are several character traits you should …

4 Ways to Break Your Team Out of a Slump

When your team starts to drop the ball, these questions will help you effectively troubleshoot and find solutions.<p>Is your team in a slump? Just like a major league slugger, your team's batting average can hit a rough streak. When this happens, the key is to avoid reflexively solving symptoms and …

Lessons Learned From 4 Steve Jobs Quotes

Are there certain leaders that you find inspirational? Steve Jobs inspires me because he faced tremendous adversity in his life, but he never gave up. Jobs influenced the transformation of many industries including computing, telecommunications, entertainment, retail and digital publishing.<p>Steve …

Make Better Decisions: 7 Steps

Decision-making is a skill which requires constant practice.<p>Although everyone knows that success results from good decisions, few people bother to hone their decision-making skills. The following step-by-step process will help you make decisions like a champ:<p><b>1. Set a deadline.</b><p>The opposite of …

7 Valuable Lessons From 7 Memorable Bosses

Whether they're a lifelong mentor or someone you not-so-fondly remember as 'Voldemort,' every manager you encounter has something to teach you.<p>Every boss--good or bad--can teach you something, whether it's what to do or what to avoid at all costs. Here are just a few lessons from some managers who …