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Breaking Through Call Reluctance

Written by Machen MacDonald

Call reluctance is a common obstacle that hampers the productivity of sales professionals and small business owners. It’s the internal resistance to the act of picking up the phone and contacting prospects, often stemming from fear of rejection, lack of confidence, or the comfort of procrastination. Below are a sequence of 9 strategies to overcome these mental and emotional barriers. You can remember them by the acronym: MAKECALLS to overcome reluctance.

Understanding Call Reluctance
Call reluctance comes in many forms, the most popular being creative avoidance behavior, where individuals find alternative tasks to avoid the discomfort of making sales calls. This resistance not only impacts sales performance but also inhibits growth opportunities. The right environment plays a crucial role in mitigating this resistance. An organized, distraction-free workspace, clear goals, and supportive relationships can significantly reduce the emotional and mental burden associated with sales calls.

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Validation Versus Confirmation

Written by Dr. Dorothy Martin-Neville

Imagine someone says:

“That project came out great.”

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Business Networking: "Not Fun!"

Written by Michael Goldberg

I was leading a business networking event and at the end, I asked one of the guests how their night was, and she responded, “Not fun!”

(Not the response I’m accustomed to hearing.)

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Group Activities for Neurodiverse Teams at Work

Written by Susan Fitzell

Does your team seem a little unfocused, less productive, or stressed out? Changing the rhythm of the workday can help employees feel recharged and better focused. A team-building exercise or another type of group activity can really help.

Team-building is essential, especially for neurodiverse employees who may have difficulty building a social rapport with their colleagues. But traditional team-building exercises can cause extra anxiety for neurodiverse teammates. Here are some group activities that can benefit everyone on the team.

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Retirement: From Grief to Growth

Submitted by Jane Halford

Most people avoid using the word "retirement" when it comes to their own careers. The reality is that retirement marks a significant life transition, one that is often accompanied by a complex array of emotions. Preparing to leave a career spanning decades can stir up feelings of grief, long before your actual departure. This anticipatory grief is a natural response to the loss of something that has defined a significant part of your life. Gallup has even found that 55% of workers’ identities are tied to their job. The authority, responsibility, and routine that you have become accustomed to for many years prior to your retirement can be hard to let go of. When you lose these most fulfilling aspects of your career life as you head into retirement, you will have to find ways to fill the void you’ve left behind.

It takes time and careful preparation to build up the next chapter in your life.

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Reaching For Goals Yet Without Attachment

Written by Dr. Dorothy Martin-Neville

One of the ironies of life is that we are called, almost compelled, to go after our dreams and set creative goals. Those visions and our commitment to them, are what give us the ability to walk around obstacles and persevere even when all seems hopeless, and yet the gift of being detached from the outcome frequently makes the attempt so much purer, so much more valuable than the “win” itself.

I saw a movie this weekend, Arthur the King, based on a true story. The ending reminded me so much of what I have seen and experienced in achieving goals, for myself, clients, and others. After previous failed attempts to win, the disgraced head of a 435-mile endurance race team, (biking, hiking, running, etc.) attempts his last chance at winning this race. He “needs” this win. His ego “needs” it. His earlier attempts to push through at all costs, with a very narrow vision of anything other than winning, cost him, and his team, dearly.

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Want to be a Better Communicator – Learn to Shut Up

Written by Juli Shulem

How many times do you speak like this?

“Hey Steve, I understand you didn’t follow through on the customer order yesterday. Can you tell me what happened?”

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Create a High-Performance Culture Through Carefrontation

Written by Machen MacDonald

Creating a high-performance culture in any organization requires a balanced approach that drives results and nurtures the human spirit. Strong leaders tend to be proponents of a “carefrontational” approach – they care for individuals and confront challenges directly. Effective leaders don’t avoid conflict, they become proficient at dealing with conflict. They are carefrontational. Let’s explore the PERFORM model, a seven-point plan to achieve excellence while staying aligned with your company’s vision, mission, values, and objectives.

P – Purpose and Vision
Every high-performance culture is driven by a clear purpose and vision. Understanding the “why” behind an organization’s existence and where it intends to go is crucial. As the Stoic philosopher Seneca once said, “Our plans miscarry because they have no aim. When a man does not know what harbor he is making for, no wind is the right wind.” In the context of organizational culture, this highlights the importance of defining a clear vision to guide and motivate the team’s efforts.

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Apollo Creed

Written by Michael Goldberg

Best boxing movie?

Arguably, Rocky. The original. The one and only. And the one that helps establish Sylvester Stallone as a movie star and a member of the Boxing Hall of Fame. And, of course, Apollo Creed played by the master of disaster, Carl Weathers.

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Unlocking Biotech Potential Through Neurodiversity: New Pathways to Cures

Written by Susan Fitzell

We know, from surveys and studies over the past decade, that people who are neurodivergent – those on the autism spectrum, or who are diagnosed with ADHD, dyslexia, dyspraxia, etc. – have far more trouble finding employment. Globally, it’s estimated that as many as 40 percent of neurodiverse individuals are unemployed.

A White House report on bio-workforce development noted that, “Young adults on the autism spectrum have the lowest rate of employment compared to their peers with other disability types,” And yet, “In many cases, employers have found that, with relatively small changes, many individuals who are neurodivergent are able to fully participate in the workforce.”

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The Simplest of Things

Written by Dr. Dorothy Martin-Neville

Conversations can seem like the simplest of things yet in reality they are such an indicator of so much more. I receive this wonderful newsletter, 
Admired Leadership-Field Notes. It is truly inspirational in the world of leadership. However, at times, their messages are universal. Today’s conversation had me thinking of so many things.

The fact that it came after an in-depth conversation with a client over her inabilities to understand all the dynamics that take place in one “simple” relationship caused it to hit home. Have you ever had a conversation and heard later that what you said had absolutely nothing to do with what they heard? 

In my last book, Real Women Change the World: Letting the Good Girl Die so the Real Woman Can Live, I have a whole chapter on communication. Points I covered are — saying in 500 words what can be said in 10. Whining rather than speaking, blaming rather than questioning, and so on. It is so important to know that people hear your tone far more than your words. People read your face far more than your message. Consistently, speaking with respect to a peer (which is pretty much everyone on the planet) works far more than speaking down to or tolerating someone you consider less intelligent, developed, or awakened. 

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8 Ways to Make A Knockout Impression

Written by Michael Goldberg

It may seem like “common sense”, but we all have stories about those that did or didn’t do the thing – and it didn’t make the best impression.

Especially in business networking circles where a great impression can make you more attractive, and therefore more referable.

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The Multidisciplinary Magic: Rethinking Tech Through Diverse Lenses

Written by Joe Curcillo

If you skillfully follow the multidisciplinary path, you will never wish to come back. It would be like cutting off your hands.
Charlie Munger

If you’ve ever strolled through the annals of history, you’d note a captivating pattern. Think of the days of the Renaissance—when polymaths like Leonardo da Vinci didn’t just paint but delved into anatomy, science, and engineering. Their mastery wasn’t confined to a singular domain. Instead, they danced with diverse disciplines, creating symphonies of integrated knowledge. So, why then, in an age of exponential technological growth, do we risk narrowing our perspectives?

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From Adversity to Advantage: Stoic Best Practices for Business Success

Written by Machen MacDonald

In the face of adversity and setbacks, maintaining a positive outlook can often feel like an insurmountable challenge. Yet, history and philosophy offer us a trove of wisdom on how to navigate turbulent times with grace and resilience. The Stoics, a group of ancient philosophers, provide particularly potent insights into enduring life’s inevitable hardships while maintaining our composure and optimism.

The Stoic philosophy, which emphasizes virtue, wisdom, and the importance of controlling what’s within our power while accepting what’s not, offers invaluable guidance for modern business professionals navigating the tumultuous waters of their industries. From the teachings of Stoic philosophers like Epictetus, Seneca, and Marcus Aurelius, we can extract practical strategies for staying positive even when the odds seem stacked against us.

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Networked Founders: The Fastest Way to Scale Your Business and Grow Revenue

Written by John Hetherington

It's not just a strategy; it's a game-changer. Discover the secret behind billion-dollar companies like Uber, Airbnb, and TripAdvisor – they're all Networked Founders! Groundbreaking research reveals how this approach leads to soaring profit margins, unprecedented revenue growth, and remarkable scalability. But it's not just about networking; it's about building relationships, fostering collaboration, and helping others.

Wharton published research showing that Networked Founders will produce the largest profit margins, generate the most revenue growth, and are more scalable than traditional start-ups. Think of Uber, Airbnb, and TripAdvisor. All billion-dollar companies that have scaled fast because of being Networked.

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How Routines Optimize Life

Written by Juli Shulem

Case Study:

An ADHD client I was working with resisted putting structure in place. Like many I work with, he knew it would probably be beneficial, yet never having imposed structure in his life as an adult, he figured he could get by without it. However, anxiety and stress were present on a regular basis and that didn’t feel so good.

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What Will You STOP Doing or AVOID Doing in the New Year?

Written by Juli Shulem

Many are thinking about what they are planning to DO in the new year, but don’t neglect thinking about what you will STOP or No Longer do in the new year, too. 

Maybe you took on a variety of new tasks, projects, or responsibilities this past year. 

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Year-End Musings

Written by Dorothy Martin-Neville

As we near the end of the year, I get excited about new beginnings, new adventures, and new ways of doing old things. Soon, it will be my chance to start anew – to grow – and to become even more of myself than I have ever been. For me, one of the best ways to do that is to take on more challenges. To reach higher, to take on those scary new risks that show up, and that I create.

Simultaneously, I am also aware of the need to look at the things I have done this year. What am I extremely proud of, what can I applaud myself for? What risks did I shy away from? What limiting beliefs popped up? Which impacted me and which could I simply identify and then ignore? Also, I look each year at whether or not I ever lost my passion and love of what I do and if so, why? In this, I easily learn from my clients.

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The END Game of Goals

Written by Machen MacDonald

When it comes to setting goals, most people have it wrong and wonder why what they really desire never comes about. Even if you are great at setting goals and achieving them, odds are you feel like you are missing out on something.

By setting specific, smart, actionable, realistic & timebound (S.M.A.R.T.) goals, many of my clients have achieved the financial goals they’ve set for themselves. They’re in a good, even great relationship. They’re in exceptional health. They’ve achieved status both at work and in their community and yet after acknowledging their achievements, the ask, "Is this all there is?"

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The Power Of A Question

Written by Dorothy A. Martin-Neville

I am almost finished in redesigning my Leadership Self-Assessment Tool that supports leaders in understanding their style of leadership. I have developed Thought Leader – Team Leader – Supportive Leader – Visionary Leader & Organizational Leader. Each with different strengths, vulnerabilities, beliefs, and stress patterns, along with the diseases and disorders those of each style are predisposed to, based on their patterns of stress. It is going from a pdf to a digital graphic format with immediate response and analysis. Always with an option for a more in-depth personal consultation.

In creating the questionnaire, which is now with the editor, I have been told repeatedly, by others who have seen it, “I have never been asked that question before.” If they have never been asked that question, why would they have ever spent time on understanding the answer? Our questions, especially the more outrageous or unusual ones, have the power to cause people perhaps for the first time to stop and think about themselves at a level they have never approached before.

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