High-End Selling: Be BRAVE or Be Gone

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You must be BRAVE to sell at the high-end. Behaviors, relationships, attitude, values and the environment make all the difference.

Whether You Go With Aetna, Allstate, AIG Or Another, Avoid The Four Big Insurance Traps

it’s important to insure against what you cannot afford to have happen and a waste of money, time and effort to insure against anything more.

Learn From ConAgra’s Forecasting Debacle. Switch To Range Forecasting.

range forecasts with explanations give you more and better information than do single-point forecasts

Want To Understand Why Things Are Happening? Dig Into The Details.

profit and loss statements, balance sheets and cash flow statements are retrospective pictures of what happened. To understand what is happening now and why requires a deep-dive into real time micro-level data

Why You Must Lead Differently As Your Team Grows

Just when you think you’ve got your team and situation figured out, things change – especially when you’re growing. As your team grows, focus on a different component of the BRAVE leadership framework. The BRAVE approach helps leaders build their team by uniting them around a shared purpose, and it reflects an acronym that stands […]