HR and Marketing Synergies Grow

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Large companies throughout the world are increasingly focused on developing their brand not just with prospective customers, but also with existing employees. To develop and communicate an “employer brand”, corporate human resources executives are leveraging many of the tools traditionally managed by marketing departments–social media, internal communications and advertising. Because human resources departments may lack the… More

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The Best BtoB Sales Triggers

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Business to business (BtoB) customers typically search the web before contacting a potential supplier. One would think that this would accelerate the BtoB selling cycle, but experience shows that just the opposite is happening. Why is this? When some steps in the selling process are shortened, others are lengthened because customers are assessing their options… More

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Seizing Sales Triggers

Sales Trigger - New product

There is perhaps no greater opportunity for a business than reaching the right person with the right message at the right time. But how do we know when the sales stars are aligned? When events are unfolding with prospects, experienced sales people know that their prospects are more likely to quickly place an order.  Such… More

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Twenty Trends Driving Change in Human Resources

20 HR Trends - Small

  In our ongoing conversations with hundreds of senior executives around the world, we can’t help but notice the obvious: Big, sweeping changes are underway in the global economy—and they are impacting the human resources profession in an equally big way. We see at least twenty prominent trends impacting hiring, engagement, talent management and organization… More

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Four Board Challenges Unveiled in Harvard Research Survey

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How can boards function more effectively? And what role can board members play in supporting the strategic objectives of the firms they oversee? Harvard Business School Professor Boris Groysberg and doctoral student Jocelin Yo-Jud Cheng along several research partners (listed below) are conducting a survey that will help us answer these very questions. Their preliminary analyses… More

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What 2016 Has in Store for Executive Recruitment

Executive Hiring Trends - 2016 - Small

Nearly three months into 2016, there is every reason to believe this will be a critical year for the executive recruitment industry.  The industry is rapidly adjusting to new realities in the world’s evolving economic realities and leveraging emerging opportunities in technology and social media.  At least seven trends are driving change in executive recruiting:… More

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Executive Search Firms vs. Inside Recruiters

Survey - Executive Search Firms - Internal Executive Recruiters -

One of the hottest ongoing debates in the field of executive recruiting is whether recruiting efforts are better handled by inside recruiters or whether it’s preferable to outsource the function to executive search firms, which maintain singular focus and expertise on the recruiting function. The survey concludes that executive search firms are favored by the… More

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Five Steps to Finding and Landing Non-Profit Board Opportunities

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In the United States alone, there are 1.5 million non-profit organizations, and most of them have this one thing in common: They seek and need the input of competent board of directors’ members to help manage, oversee and guide their efforts. While not all non-profit organizations maintain governing boards, most do. But how can a… More

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The Necktie: Its Militant History, Its Unknown Future

Hermès Neckties

It’s a hot afternoon and that tight piece of silk or microfiber around your neck is feeling pretty uncomfortable. It’s the obligatory necktie, and you would not be alone in asking: How precisely did we end up wearing these things? It all began with 17th century warfare.  During the Thirty Years War (1618 to 1648)… More

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It’s Better to Address God Than His Saints

God Saints Sales Chess Square

  The French, we have a proverb that, translated to English, goes like this: It’s better to address God than His Saints. In no profession is it more applicable than sales, where the difference between success and failure is reaching the right person with the right message at the right time. But who is the… More

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