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August 18, 2020
Ch-Ch-ChangesDavid Bowie (1947 – 2016) was a British singer, songwriter and actor. In his hit song from 1972, Bowie sings, “Ch-ch-changes, turn and face the strange. Ch-ch-changes, just gonna have to be a different man.” Bowie was known for his chameleonic personality, always changing his looks and musical style. But the timeless lyrics of Ch-Ch-Changes represent a rallying cry or a call-to-action for people in the world of COVID-19.
Why is coping with change so difficult? Let’s begin with the realization that how we feel about change is a psychological experience. In other words, if you feel bad about change, those feelings are in your head, and with effort, you can do something about it.
Change brings on a wide range of uncomfortable feelings. We want to be happy and safe in our comfort zone. We don’t like it when circumstances push us away from the comfortable to something new. If forced too hard or too quickly, we get angry, frustrated, argumentative, and sad. Try to realize that everyone is affected, some more than others. People you know who seem to exhibit strength may be themselves grappling with the same issues as you.
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August 12, 2020
Lessons In LeadershipOn Monday, August 10, 2020, on CNBC, Mohamed El-Eriean, Chief Economic Adviser at Allianz, a world leader in financial services, warned businesses that there is no magic bullet for doing business in the age of the COVID-19 pandemic. El-Eriean cites the current flu ...
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June 2, 2020
The Customer Needs ReassessmentDan was considered a successful salesperson. He had an extensive list of customers and significant annual billing. Dan's clients liked him because he always got them a "deal" with his company. Like most salespeople, Dan saw a dramatic drop in his business when COVID-19 ...
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May 20, 2020
Twelve Easy Ways to Support Local Business“We are here for you during this pandemic,” is a common phrase used in many advertisements. What does that mean? In most cases, it means they are open for business and practicing safety measures and social distancing. If you are in B2B sales, instead of just paying ...
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April 15, 2020
What Color is Your Parachute?The term “golden parachute” describes an agreement between a company and an employee, whereas the employee will receive certain significant benefits if the company terminates the employee. These benefits include severance pay, cash bonuses, stock options, or other ...
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April 6, 2020
Don’t Be Afraid to CallThe response to the COVID-19 virus has turned everything as we know it, upsidedown. Communities are on “stay-at-home” orders. Some businesses have closed their doors—a record number of people filed for unemployment. If you still have a job, you’re dealing with how ...
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April 2, 2020
Should I Stop Advertising?The COVID-19 pandemic is unlike anything we’ve seen in the United States since the Great Depression in the 1930s. People are asking me if they should cancel their advertising until things get better. In a word, “No!” I say, “If you are not advertising already, now ...
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March 23, 2020
Prospecting During a PandemicYou have been affected by the COVID-19 outbreak. Some of your clients have already called and canceled. Perhaps your community is under some government orders or voluntary instructions that restrict your movements. What are you going to do to protect your ...
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January 7, 2020
Management Time Versus Leadership TimeThis article is the eighth installment of Lessons in Leadership. Our focus has been on developing our time management skills. The only way to become an effective leader is to master your time. Our time is our most valuable non-renewable resource. Once it's gone, it's ...
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November 19, 2019
The Private Meeting Folder SystemWelcome to our seventh installment of Lessons in Leadership. We continue to focus on time management and basic tactics you can use to control your time. You must be organized if you want to be an effective leader. Everything is about the tug-of-war between your vision for ...