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Tips on Selling



Beware of vested interests at board level
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Deploy those countervailing forces

Countervailing forces create tension, and tension establishes the dynamics of change, for better or worse, according to Barry Urquhart who says avoiding the status quo can lead to an increase in revenue.
In business, the two dominant forces are corporate culture and marketplace demand. Both need to be recognised, respected and managed if a leader is to achieve and enjoy optimal performance.

Established, conservative companies often have prevailing cult...

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