If employees are this upset about the loss of their leader, someone did something right.

Linda Hill, Harvard Business School professor, and Claudio Fernández-Aráoz, senior adviser at Egon Zehnder, on the talent strategies that set up a company for long-term success.

A simple rubric for assessing the opposition.

Intercultural negotiations are common these days—and so are culture clashes. Here’s how to handle the added complexity such talks can bring.

Imagine that you’re the American representative of a U.S. food company, and you’re hoping to procure a new ingredient for several of your products from a German company. A representative from the company is flying in to meet with you. Do you expect your German counterpart to behave differently than the Americans you typically deal with, and if so, how? Will you adapt your negotiating style according to your expectations?

Referrals are powerful selling tools when used correctly and as a part of an overall plan to increase your sales results. However, there’s a proper way to ask for referrals and another way that can leave your current clients annoyed and thus hurt your sales in the long run.
Far too often, salespeople will commit to making classic mistakes when asking for referrals and assume (based on their disappointing results) that referrals aren’t a worthwhile method to create more sales.