Filtered by author: Vickie Lester Clear Filter

2015 Conflict Minerals Filings So Far

From Lawrence Heim, Elm Sustainability Partners

There is still confusion about what “country of origin” means. Country of origin refers to the point from which the ore came out of the ground. The location of the smelter can be indicative of risk in some situations, but not always. Read More

Does Your Company Have What It Takes to Go Global?

From Harvard Business Review

In decades of work with more than 100 global organizations, we have seen case after case in which managers and their companies are too eager to jump into the global arena before ensuring that all the right internal pieces are in place. Read More

Why We Desperately Need To Bring Back Vocational Training in Schools

From Forbes

So what’s the harm in prepping kids for college? Won’t all students benefit from a high-level, four-year academic degree program? As it turns out, not really. Read More

11 Dos & Don'ts of Video Conferencing Etiquette

From Inc.

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Fighting a Price War

From Tom Reilly

This is a war, a price war. You’re fighting an enemy, a pernicious challenger to your profitability. The battlefield is in your customer's head. Your opponent is price-shopper thinking.

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Brazilian, American Companies Most Likely to Default in Upcoming Months

From National Association of Credit Management

Though still dominated by American energy and resources companies, the list of outfits most likely to default was joined by a couple of fast-deteriorating Brazilian corporations. Read More

Giving Up Is the Enemy of Creativity

From Harvard Business Review

What determines whether the ideas we generate are truly creative? Recent research of ours finds that one common factor often gets in the way: we tend to undervalue the benefits of persistence. Read More

Global Insolvency Forecast Darkens for 2016, 2017

From the National Association of Credit Management

Extended slow growth, increased volatility in sectors including commodities and a domino effect of major bankruptcies is increasing default risk for firms across most of the world. Read more

Why Millennials Struggle for Success

From CNN

Do millennials lack grit because our culture devalues a work ethic? Read more

The New ABCs of Selling


Always-Be-Closing. This phrase has been around for a while and popularized by Alec Baldwin in the 1992 film Glengarry Glen Ross. However, selling in today’s world is different. Selling is more than just closing.

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How To Prioritize Your Innovation Budget

From Harvard Business Review

Here’s the scene: A problem has come up with one of your supply chain vendors, threatening to delay timely shipment of your product. At the same time, a potential opportunity appears that, with some exploration and investment, could lead to a new generation of products down the road. Which do you respond to first? Read More

More Universities Need To Teach Sales

From Harvard Business Review

For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Click here to read more

Credit Managers’ Index Reaches Nine-Month High

From NACM's eNews Weekly Update

The strong, 54.6 showing of the combined manufacturing and service sectors continues a trend of mostly steady gains that began in November, although a couple of key categories showed signs of losing steam. Click here to read more

The Skill and the Will to Succeed in Sales and Life

From Tom Reilly

Success is demanding. It is one part skill and an equal part will. Someone may have the skill to succeed but lack the will to succeed.

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10 Must-Have SEO & Website Tools

From ThomasNet RPM Blog

You’ve got amazing content that should provide your visitors with enough incentive to offer up some basic information in order to access, but you can’t take any chances. You want to make sure your conversion rate is as high as possible. Click here to read more

Pac-West Mourns the Passing of Dr. Esmael Adibi

His economic updates were important parts of many Pac-West meetings. A great man, who truly will be missed. Click here to read more

No Appeal to SCOTUS to be Filed for Conflict Minerals Rule Wording

From Lawrence Heim, Elm Sustainability Partners

Click here to read more

5 Hot Trends in Trade Shows

From Event Manager Blog

The way people visit and experience trade shows today has changed dramatically from just a year ago. Click here to read more

De-Commoditize Your Product

By Tom Reilly, author of Value-Added Selling

A commodity is a product differentiated only by its price. If the only thing that differentiates you from the competition is price, you have more than a pricing problem. You have a failure-to-differentiate problem.

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Competing on Customer Journeys

From Harvard Business Review

Rather than merely reacting to the journeys that consumers themselves devise, companies are shaping their paths, leading rather than following. Click here to read more