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How TOFU Can Boost Your Qualified Leads

Improving your sales processes, while it does require more leads at the top of funnel (also called TOFU by us marketers), also requires the right leads at that start of your sales funnel. In other words, it’s all about quality and quantity. And while you might think it’s difficult to qualify leads right from the start, it’s absolutely possible. First, Understand […]

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Purposeful Leaders: Are you Part of the 40% or 10%?

Are you a purposeful leader? If so, you’re in the minority. According to a 10-year research project, only 10% of managers are purposefully engaged, highly focused and energetic. This is according to Heike Bruch’s and Sumantra Ghoshal’s study, published in A Bias for Action, (Harvard Business Press, 2004). “By its very nature, a manager’s job […]

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In Praise of More Meetings

What’s needed are more meetings. Everyone in any kind of growing company should be in some kind of five to 15-minute focused, purposeful meeting on a regular basis. Yes, I know everyone is busy, and we’ve learned to hate meetings. But not the kind of short and focused meetings I’m talking about. Even if it’s […]

priorities

Business Priorities: Do Less, Not More

“Less is more,” the architect Ludwig Mies van der Rohe liked to say. Can that be true in business? When we focus on fewer business priorities, do we get more of the right stuff done? And does it mean more success, more business growth, not less? I recently read an interesting Harvard Business Review post […]

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Feedback: 4 Tips to Turn Criticisms into Collaborations

Constructive Criticism for Business Leaders Constructive criticism focuses on what people have done and can do, rather than targeting their character or personality. If people believe their failures result from personal, unchangeable deficits, they lose hope and stop trying. Let them know that setbacks and mistakes result from circumstances they can change. It’s not easy […]

Email-etiquette

Email Etiquette: Do We Need a Few Rules?

Email Etiquette: 5 Tips To Stop Email Overload Information overload is an understatement. I hear complaints every day from clients: people are drowning in email. I’m wondering if there’s any sort of email etiquette for offices to follow. I read somewhere a statistic that the average 17th century Frenchman had as much information stored in […]