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Sales Reps, Stop Asking Leading Questions

Harvard Business

I recently had a conversation about this with the director of purchasing at one of my client companies who told me: “I can always tell when a rep has been through sales training, because instead of launching in to a pitch, they launch into a list of questions.”

Sales 135
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IBM Consulting Interviews: Navigating the IBM GBS Maze

Management Consulted

Those divisions are IT Services, Global Business Services, Outsourcing Services, Training, and Additional Services – because it’s super clear to have an amorphous Additional Services bucket, right? They were a management consulting firm whose clients were chemical and petroleum companies. Chemicals and Petroleum.

IBM GBS 203
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A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes

Harvard Business

invest in ongoing development of capabilities among the sales and pricing teams through training and tools. Training and Tools — Often Afterthoughts — Can Have a Big Payoff. Top-performing firms invest in building the capabilities of the pricing team through training and forums to share best practices.

B2B 134
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McCain Proposes Military Aid to Al Qaeda; Mideast Map of Who Supports Who

MishTalk

Who Gains From Using Chemical Weapons? Assad had the most to lose by using chemical weapons. Saudi Arabia, Turkey, and Qatar have the most to gain, especially if chemical use was attributed to Syria (not the rebels). Rebels Admit Responsibility for Chemical Weapons Attack. Here are some additional links.

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"Process Mining"? Sounds Like a Waste of Time.

Markovitz Consulting

For example, the global chemical company Chermours used process mining to analyze their order-to-cash process: It took the process mining effort four months to uncover how the actual process was performing (not just what the ERP documentation stated). Gee, that sounds terrific.

Software 124
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Women Need Mindfulness Even More than Men Do

Harvard Business

Research attributes this to both structural and chemical differences in their brains. Those who had participated in an eight-week mindfulness meditation training were able to focus on a task longer, switched between tasks fewer times, and reported less negative emotion upon completion.

Study 132
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Top 10 Consulting Firms in the Middle East

Management Consulted

Deloitte has received many awards such as Best Employer in the Middle East, Best Consulting Firm, and the Middle East Training & Development Excellence award. Saber Management Consulting: Headquartered in Lebanon and with offices across the Middle East, Saber Middle East is a vibrant Consulting and Training firm. bravo Deloitte!).