Eric Jacobson

FEBRUARY 26, 2023

Use LinkedIn for business development. Steve Weinberg has managed over one thousand sales pros during his career and has spent his life selling and helping others sell better, sell faster, and sell more. Identify buyer roles and why they buy. Understand the buying process. Utilize value propositions. Master your sales presentation.

Dunning 65

Dunning How To Education Software 65

Strategy Driven

NOVEMBER 9, 2022

Sales managers need to do a much better job at onboarding and coaching in this new environment. Be sure to work with the buying team to prepare a presentation that proves the value of your product or solution to their executive management. Sales pros still need to excel at: business development (generating leads).

Dunning 91

Dunning Supply Chain CPA Compliance 91

Harvard Business Review

FEBRUARY 24, 2017

However, becoming a published author requires thinking about getting an agent and a publisher, writing a proposal, working with an editor, and developing a plan for promoting the book after it’s published. Think Strategically About Your Career Development. Make Your Work Resolutions Stick. Rebecca Knight. Dorie Clark. Amy Jen Su.

Goal 16

Goal Dunning Project Fashion 16

LDRLB

APRIL 7, 2014

I think similarly with Zoe Dunning, that the person mentioned in the military, she was the only one that was allowed to speak as the only openly gay person in the military, so she had a community she was standing for. If it’s okay though, I want to switch from the thought leader’s thoughts to the thought leader herself.

Open-book 74

Open-book Influence Books Entrepreneur 74

Harvard Business Review

MARCH 27, 2012

As a management consultant, I often have a courtside seat to the senior team discussions of many companies. They have to make choices across the business in terms of investment opportunities or talent development — where to place executives to develop skills as future leaders, for instance.

Benchmarking 15

Benchmarking Dunning CEO Airlines 15

Harvard Business Review

AUGUST 20, 2013

Measurement risk: Fail to measure the real goal of innovation, focus on project progress rather than value created and turning management measures into goals instigating aberrant behavior. IT creates risk confusing leadership, governance, and managing. inaction disguised as patience and impatience also contribute to opportunity risk.

Dunning 10

Dunning Project CTO Innovation 10

Harvard Business Review

OCTOBER 26, 2017

This phenomenon is not limited to inclusiveness — the Dunning-Kruger effect, for example, explains that unskilled people are particularly prone to thinking they are more skilled than they are. In many of our other studies, we have found that senior executives have accumulated more leadership and managerial skill than junior managers.

360-Degree Feedback 9

360-Degree Feedback Diversity Dunning Analysis 9

Harvard Business Review

NOVEMBER 5, 2015

The other authors on the article are Murat Taraki (lead author) and Patrick Groenen, both at the Rotterdam School of Management. Greer : First, we wanted to understand when it’s ideal to have a strong hierarchy, and when it’s better to let groups manage themselves. What lessons should managers take away from these studies?

Quality 8

Quality Leadership Dunning Emotional Intelligence 8

Harvard Business Review

AUGUST 10, 2015

As the famous Dunning-Krueger effect demonstrates, the less competent people are, the less self-aware they are, so poor performers are particularly likely to benefit from a reality check. The goal of giving feedback is not just to get Tim to turn his work in on time, or Sally to stop being so defensive.

Self-aware 8

Self-aware Dunning Objective Benchmarking 8