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One major telecommunications provider in Scandinavia, for example, has migrated B2B sales to virtual channels, using marketing automation to create leads and installing an online self-service portal. MORE
Leveraging its proprietary telecommunications research and platform, Alinean developed the Avaya IP Office TCO Calculator, a simple self-service on-line tool to tally the “cost of doing nothing” and potential capital and operational cost savings with Avaya. Avaya needed to promote the cost advantages of its IP Office unified communication solution, helping buyers understand what they are currently spending on telephony and audio conferencing, and what savings Avaya could deliver. MORE
In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes. MORE
I posted last week how I would be shaving my head to help fight cancer alongside one of my clients, Granite Telecommunications. The event happened yesterday – and the results are in. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See See Part 1 of this story here ). Granite as a company raised over $2.1 MORE
Industries [Retail & Consumer Goods, Financial Services, Manufacturing, Healthcare & Life Sciences, Telecommunications & Media]. Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report. MORE
Contrast Oscar’s experience at his new job as a telecommunications sales rep. As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. The lack of customer focus can be a deadly impediment. MORE
A telecommunications company I was working with came to the realization that these “bingo cards” were mostly a great drain of sellers’ time and asked me for help in upgrading the entry levels they might achieve at a show they had already committed to. Sales Training Article: Adult Trick or Treating. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. MORE
Here’s a personal story: In the early 2000s, I was selling very sophisticated billing software to large telecommunication companies. According to a recent forecast by Forrester Research (one of the most influential research and advisory firms in the world), “ 1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.” MORE
Years ago we heard these words from a telecommunications provider “Reach out and touch someone.” Having those key relationships is essential in our personal to professional lives. Yet with technology, it appears we are being limited by how we communicate and interact with others. Suddenly we become conditioned to stroking the keys instead of actually speaking with another human being. Credit www.pixabay.com. MORE
I worked with a telecommunications vendor in the mid-90’s that had signed up for a trade show and was horrified when I walked through who would attend, their levels within organizations and what poor entry points they would provide. Visitors were asked to answer 2 questions: The last time your telecommunications system crashed, who complained the most? Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue. MORE
This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. Guest Post – Michael Ashford. Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. MORE
101 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest-growing technology, media, telecommunications, life sciences, and energy tech companies in North America now in its 26th year. MORE
Shifting the go-to-market model to digital has been a subject on the mind of market leaders for some time, and now it is being accelerated. For better or worse, COVID-19 has been the catalyst for a digital transformation that will. MORE
Industries included in the high tech world include but are not limited to, Telecommunication, Equipment, Data Storage and Storage Networking, Consumer Electronics, Servers and Network Equipment, and Semiconductors. High Tech Companies can use CPQ to improve Sales Models. High Technology companies can often improve their quoting processes through the use of Configure Price and Quote applications. MORE
Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the. MORE
We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive. MORE
Years ago during some customer service, team building training for a telecommunications firm one of the participants said flat out in a very challenging and derisive voice “I am not a leader. By now one would think that everything that could be written about being a great leader or leadership has been written. This might be true. As I was doing some additional research, I realized much of the leadership development programs appear to ignore this first step. MORE
Years ago when facilitating some customer service training and development for a telecommunications firm, one of the participants (a customer service technician) flatly said he was not in sales. I later learned he outperformed all his other customer service technicians by his up selling of additional telecommunications features and packages. MORE
An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices. There are three major reasons you need to have regular time blocked off in your calendar for being social online. MORE
Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries. Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected. MORE
billion people are online, according to a 2015 report by the International Telecommunication Union. In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your online brand is just as critical as your in-person brand. MORE
Walk into most financial institutions to departments stores to telecommunications businesses and you will have that now all too common “plastic customer service” experience. “Welcome to …” or. “Hello and how are you?” ” Are they really interested in how you are feeling right now? Do they really care you are coming into their place of employment? MORE
Together, MindTickle and PSI offer Sales Readiness paths that drive knowledge specific to companies in financial services, manufacturing, health care, and life sciences, insurance, retail and technology, media and telecommunications. Do you know what “TK” means in life sciences? How about “kaizen” in manufacturing? Do you understand how AI is affecting financial services or how the Internet of Things (IoT) is changing manufacturing models? MORE
And which industry within the Fortune 500: banking, telecommunications, automotive? Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. MORE
At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the. MORE
For 20 years, Jason has worked internationally in industries such as technology, manufacturing, distribution, financial services, telecommunications, consumer products, health care, and hospitality. Sales Metrics that Matter in 2018. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? How do they know they’re on target with enough opportunities? MORE
This was due to existing poor customer service but more so inconsistent service and high prices given the very competitive nature of the telecommunications industry. Later in the morning, a sales referral that I had already made to this telecommunications salesperson directly communicated with me and said his experience was less than the best. MORE
ABOUT DELOITTE’S 2020 TECHNOLOGY FAST 500™ Now in its 26th year, Deloitte’s Technology Fast 500 provides a ranking of the fastest-growing technology, media, telecommunications, life sciences and energy tech companies — both public and private — in North America. More good news from Groove! MORE
The person in charge of telecommunication is the one who works on their telco problems, not the one making the decision about carriers. By Tibor Shanto – tibor.shanto@sellbetter.ca . Not only do I get to listen to a lot of outbound calls, but I get a fair bit of cold calls, ( I guess they did not get the memo that cold calling is dead ), and there are a number of things that if people would just stop doing, they would be so much more successful. MORE
In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold. MORE
Telecommunications and Internet. Understanding the Sales Force by Dave Kurlan Inc. Magazine ran an article on its website that I just can''t ignore. It''s making my blood boil. Why Consultative Doesn''t Work is irresponsible writing. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years. MORE
Telecommunications was the highest paid industry for sales engineers, with a median wage of $111,340. Frustrated by all the work you're doing for a paycheck that barely covers the bills? The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment. MORE
Article Corporate Strategy Marketing Strategy Sales Strategy advocacy background check services budget planning consumption based model cs CSM talent profile customer onboarding customer success customer value creation CX economics experience Fred Penteado gainsight improving launching messaging messaging services in telecommunications pricing model roles and responsibililties saas segmentation services sixteenventures team telecommunications TSIA value creation working MORE
I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today. Telecommunications salespeople averaged $3.3 million, for Cloud/SaaS inside salespeople the average was $795,000 and telecommunications was $730,000. MORE
The local government’s telecommunications authority should be consulted prior to initiating a call recording system. Many countries do not have specific business call recording laws, or even regulations covering telecommunication issues. DISCLAIMER: The information provided on sales call recording laws is for informational purposes only and is not legal advice. If you have specific questions on compliance with any relevant laws, please consult your legal counsel. . MORE
Then when working with a telecommunications company, one of the participants was very reluctant. In speaking with Dr. Laura Hills earlier this month, she told me that she discovered over 40 leadership models or theories when writing her dissertation. Really, over 40? How did we as human beings ever managed to survive? MORE
41 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest growing technology, media, telecommunications, life sciences and energy tech companies in North America now in its 25th year. Escalating Demand for Sales Enablement and Highspot’s Category Leadership Drove 3,172 Percent Revenue Growth. SEATTLE, Nov. 7, 2019 – Highspot, the sales enablement platform that reps love, today announced it ranked No. MORE
VMware offers products and services that have had a major influence on fields like banking, healthcare, government, telecommunications, examsnap.com manufacturing, and transportation over the past few decades. Your chances to successfully achieve your IT career goals largely depend on your ability to showcase your skills and meet the current industry standards. An IT certification is an element that’ll help you stand out among your colleagues. MORE
Telecommunications provider leverages other bidders for a better deal. A telecommunications provider was changing to a different cell phone company to comply with a regulatory requirement. Even a seemingly perfect deal can go wrong. MORE
A survey by Gartner found that 44% of high-tech and telecommunications companies plan to increase their marketing budgets this year. The report was based on an online survey of 206 global high-tech and telecommunications providers conducted in December. Forty-one percent of executives surveyed said they would keep marketing budgets flat this year, while only 15% said they plan to decrease them. MORE
Those of you in the telecommunications segment–at least the old timers will immediately recognize the term, QoS–Quality of Service. In the old days of land lines, telecommunications providers were very concerned about QoS. QoS is important–not for telecommunications, not for Apps and Technology, but for how we engage each other, how we live our lives, how we build our organizations, and communities. MORE
Telecommunications Related Topics 
Sales Benchmark Index
MAY 10, 2020
In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold.
Sales Benchmark Index
APRIL 19, 2020
We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.
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Sales Benchmark Index
AUGUST 1, 2018
Article Corporate Strategy Marketing Strategy Sales Strategy advocacy background check services budget planning consumption based model cs CSM talent profile customer onboarding customer success customer value creation CX economics experience Fred Penteado gainsight improving launching messaging messaging services in telecommunications pricing model roles and responsibililties saas segmentation services sixteenventures team telecommunications TSIA value creation working
Sales Benchmark Index
MAY 12, 2020
At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the.
Sales Benchmark Index
APRIL 21, 2020
Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.
Sales Benchmark Index
APRIL 27, 2020
In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.
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Sales and Marketing Management
OCTOBER 26, 2020
One major telecommunications provider in Scandinavia, for example, has migrated B2B sales to virtual channels, using marketing automation to create leads and installing an online self-service portal.
Canidium
MARCH 17, 2020
Industries included in the high tech world include but are not limited to, Telecommunication, Equipment, Data Storage and Storage Networking, Consumer Electronics, Servers and Network Equipment, and Semiconductors. High Tech Companies can use CPQ to improve Sales Models. High Technology companies can often improve their quoting processes through the use of Configure Price and Quote applications.
HeavyHitter Sales
JANUARY 18, 2014
I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today. Telecommunications salespeople averaged $3.3 million, for Cloud/SaaS inside salespeople the average was $795,000 and telecommunications was $730,000.
Sales Hacker
AUGUST 14, 2020
Telecommunications provider leverages other bidders for a better deal. A telecommunications provider was changing to a different cell phone company to comply with a regulatory requirement. Even a seemingly perfect deal can go wrong.
Score More Sales
MARCH 4, 2014
I posted last week how I would be shaving my head to help fight cancer alongside one of my clients, Granite Telecommunications. The event happened yesterday – and the results are in. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See See Part 1 of this story here ). Granite as a company raised over $2.1
|
Highspot
NOVEMBER 19, 2020
101 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest-growing technology, media, telecommunications, life sciences, and energy tech companies in North America now in its 26th year.
The ROI Guy
APRIL 23, 2010
A survey by Gartner found that 44% of high-tech and telecommunications companies plan to increase their marketing budgets this year. The report was based on an online survey of 206 global high-tech and telecommunications providers conducted in December. Forty-one percent of executives surveyed said they would keep marketing budgets flat this year, while only 15% said they plan to decrease them.
Customer Centric Selling
SEPTEMBER 16, 2015
I worked with a telecommunications vendor in the mid-90’s that had signed up for a trade show and was horrified when I walked through who would attend, their levels within organizations and what poor entry points they would provide. Visitors were asked to answer 2 questions: The last time your telecommunications system crashed, who complained the most? Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue.
Increase Sales
NOVEMBER 9, 2012
Years ago when facilitating some customer service training and development for a telecommunications firm, one of the participants (a customer service technician) flatly said he was not in sales. I later learned he outperformed all his other customer service technicians by his up selling of additional telecommunications features and packages.
Sales Benchmark Index
MAY 24, 2013
Contrast Oscar’s experience at his new job as a telecommunications sales rep. As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. The lack of customer focus can be a deadly impediment.
The Pipeline
APRIL 21, 2016
The person in charge of telecommunication is the one who works on their telco problems, not the one making the decision about carriers. By Tibor Shanto – tibor.shanto@sellbetter.ca . Not only do I get to listen to a lot of outbound calls, but I get a fair bit of cold calls, ( I guess they did not get the memo that cold calling is dead ), and there are a number of things that if people would just stop doing, they would be so much more successful.
The Pipeline
FEBRUARY 1, 2013
This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. Guest Post – Michael Ashford. Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.
Customer Centric Selling
APRIL 16, 2014
A telecommunications company I was working with came to the realization that these “bingo cards” were mostly a great drain of sellers’ time and asked me for help in upgrading the entry levels they might achieve at a show they had already committed to. Sales Training Article: Adult Trick or Treating. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.
Mindtickle
MAY 1, 2020
Together, MindTickle and PSI offer Sales Readiness paths that drive knowledge specific to companies in financial services, manufacturing, health care, and life sciences, insurance, retail and technology, media and telecommunications. Do you know what “TK” means in life sciences? How about “kaizen” in manufacturing? Do you understand how AI is affecting financial services or how the Internet of Things (IoT) is changing manufacturing models?
Increase Sales
JULY 14, 2012
This was due to existing poor customer service but more so inconsistent service and high prices given the very competitive nature of the telecommunications industry. Later in the morning, a sales referral that I had already made to this telecommunications salesperson directly communicated with me and said his experience was less than the best.
Gong.io
AUGUST 2, 2018
The local government’s telecommunications authority should be consulted prior to initiating a call recording system. Many countries do not have specific business call recording laws, or even regulations covering telecommunication issues. DISCLAIMER: The information provided on sales call recording laws is for informational purposes only and is not legal advice. If you have specific questions on compliance with any relevant laws, please consult your legal counsel. .
Score More Sales
MAY 27, 2013
An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices. There are three major reasons you need to have regular time blocked off in your calendar for being social online.
Partners in Excellence
AUGUST 11, 2014
Those of you in the telecommunications segment–at least the old timers will immediately recognize the term, QoS–Quality of Service. In the old days of land lines, telecommunications providers were very concerned about QoS. QoS is important–not for telecommunications, not for Apps and Technology, but for how we engage each other, how we live our lives, how we build our organizations, and communities.
Increase Sales
JANUARY 22, 2017
Years ago we heard these words from a telecommunications provider “Reach out and touch someone.” Having those key relationships is essential in our personal to professional lives. Yet with technology, it appears we are being limited by how we communicate and interact with others. Suddenly we become conditioned to stroking the keys instead of actually speaking with another human being. Credit www.pixabay.com.
The ROI Guy
JULY 18, 2012
Leveraging its proprietary telecommunications research and platform, Alinean developed the Avaya IP Office TCO Calculator, a simple self-service on-line tool to tally the “cost of doing nothing” and potential capital and operational cost savings with Avaya. Avaya needed to promote the cost advantages of its IP Office unified communication solution, helping buyers understand what they are currently spending on telephony and audio conferencing, and what savings Avaya could deliver.
No More Cold Calling
SEPTEMBER 8, 2016
billion people are online, according to a 2015 report by the International Telecommunication Union. In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your online brand is just as critical as your in-person brand.
Understanding the Sales Force
APRIL 8, 2013
Telecommunications and Internet. Understanding the Sales Force by Dave Kurlan Inc. Magazine ran an article on its website that I just can''t ignore. It''s making my blood boil. Why Consultative Doesn''t Work is irresponsible writing. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.
DiscoverOrg Sales
JANUARY 22, 2016
Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries. Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected.
Groove.co
NOVEMBER 18, 2020
ABOUT DELOITTE’S 2020 TECHNOLOGY FAST 500™ Now in its 26th year, Deloitte’s Technology Fast 500 provides a ranking of the fastest-growing technology, media, telecommunications, life sciences and energy tech companies — both public and private — in North America. More good news from Groove!
Pipeliner
JANUARY 2, 2020
Here’s a personal story: In the early 2000s, I was selling very sophisticated billing software to large telecommunication companies. According to a recent forecast by Forrester Research (one of the most influential research and advisory firms in the world), “ 1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.”
Highspot
NOVEMBER 7, 2019
41 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest growing technology, media, telecommunications, life sciences and energy tech companies in North America now in its 25th year. Escalating Demand for Sales Enablement and Highspot’s Category Leadership Drove 3,172 Percent Revenue Growth. SEATTLE, Nov. 7, 2019 – Highspot, the sales enablement platform that reps love, today announced it ranked No.
Hubspot Sales
OCTOBER 19, 2017
Telecommunications was the highest paid industry for sales engineers, with a median wage of $111,340. Frustrated by all the work you're doing for a paycheck that barely covers the bills? The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment.
Increase Sales
JULY 26, 2012
Walk into most financial institutions to departments stores to telecommunications businesses and you will have that now all too common “plastic customer service” experience. “Welcome to …” or. “Hello and how are you?” ” Are they really interested in how you are feeling right now? Do they really care you are coming into their place of employment?
Pipeliner
JUNE 11, 2019
VMware offers products and services that have had a major influence on fields like banking, healthcare, government, telecommunications, examsnap.com manufacturing, and transportation over the past few decades. Your chances to successfully achieve your IT career goals largely depend on your ability to showcase your skills and meet the current industry standards. An IT certification is an element that’ll help you stand out among your colleagues.
Pipeliner
FEBRUARY 7, 2018
For 20 years, Jason has worked internationally in industries such as technology, manufacturing, distribution, financial services, telecommunications, consumer products, health care, and hospitality. Sales Metrics that Matter in 2018. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? How do they know they’re on target with enough opportunities?
Sales Hacker
JUNE 11, 2018
Industries [Retail & Consumer Goods, Financial Services, Manufacturing, Healthcare & Life Sciences, Telecommunications & Media]. Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report.
Increase Sales
MAY 29, 2014
Then when working with a telecommunications company, one of the participants was very reluctant. In speaking with Dr. Laura Hills earlier this month, she told me that she discovered over 40 leadership models or theories when writing her dissertation. Really, over 40? How did we as human beings ever managed to survive?
Pointclear
JUNE 15, 2018
And which industry within the Fortune 500: banking, telecommunications, automotive? Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.
Increase Sales
OCTOBER 2, 2014
Years ago during some customer service, team building training for a telecommunications firm one of the participants said flat out in a very challenging and derisive voice “I am not a leader. By now one would think that everything that could be written about being a great leader or leadership has been written. This might be true. As I was doing some additional research, I realized much of the leadership development programs appear to ignore this first step.
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