You, your client, and the role of emotions in the sales process

You, your client, and the role of emotions in the sales process

In February, I was invited by the director of the Sales Center at Indiana State University to speak on the importance and value of emotions in the sales and negotiations process. Below is part 1 of a 2 part series in which I address this topic. The first part addresses the opening story, defines what emotions and feelings are, and explains how emotions impact sales and negotiations. Enjoy! Laura Indigo Ink: You, Your Client, and the Role of Emotions in…

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The 12 Commandments of Leading Change

The 12 Commandments of Leading Change

Working in contemporary organizations has been likened to permanent white water rafting: we have very few periods of calm water. After leading an organization through a deep change, we may want to just kick back for a while, relax and congratulate ourselves. While it is certainly important to acknowledge our successes, we cannot afford to let our successes lead to complacency. We have to keep on monitoring and adapting to our environment and producing even more change if we are…

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Cyber Economics: Demand for Cybersecurity Jobs in Texas Surges On

Cyber Economics: Demand for Cybersecurity Jobs in Texas Surges On

Last year ransomware attacked businesses every 40 seconds. By 2019, experts predict that ransomware attacks will increase to a rate of every 14 seconds, costing companies nearly $11.5 billion. The need for cybersecurity experts is ubiquitous; Forbes has called Cybersecurity the “Fast-Growing Job With A Huge Skills Gap.” For Texas, in particular, the state’s concentration of corporations, means the need for cybersecurity professionals is even greater. In DFW alone, there’s nearly 10,000 unfilled cybersecurity jobs. To fill this gap, employers…

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A Carbonated Consolidation: What’s the Impact on North Texas?

A Carbonated Consolidation: What’s the Impact on North Texas?

Since its founding in 1885, Dr Pepper has long been an iconic Texas brand. Last month’s announcement that Keurig Green Mountain plans to acquire the state’s beloved soft drink came as a shock to North Texans. But many industry experts were not altogether surprised by the merger. Increased distribution channels and cost savings were cited as two major drivers behind the deal. Associate Professor of Marketing at the University of Dallas, Scott Wysong, Ph.D, unpacks not only the financial benefits…

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The 5 Types of Organizational Cultures

The 5 Types of Organizational Cultures

Organizational scholar Edgar Schein has argued that corporate cultures are created in the image of their leader. That is, the culture reflects the values, attitudes and behaviors of the leader. The culture then creates leaders in that image. The tone is set at the top and then the culture reinforces that tone. This creates a strong mutually reinforcing dynamic that is hard to break. When a culture needs to change, either the leader needs to change or the organization needs…

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A New Definition of Leadership

A New Definition of Leadership

During a visit to San Francisco many years ago I noticed several banners advertising a university’s entrepreneurship program hanging from downtown lampposts. The tagline on the banners said: “The world needs a new definition of entrepreneurship.” As I read those banners, this thought occurred to me: “I think the world also needs a new definition of leadership.” A common definition of leadership that I often hear is that leadership is influence. While I don’t think that definition is wrong, I…

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Identifying and Mitigating Unconscious Bias

Identifying and Mitigating Unconscious Bias

This post addresses a conversation I had with Tim O’Malley, owner of Fios Consulting in Chicago, who focuses on facilitating conversations related to the impact of diversity, inclusion and engagement on organizations. Tim and I were chatting about our unconscious biases and how we as humans have unconscious biases that impact the way we go about our daily lives. Unconscious biases, also known as implicit social cognitions, are the attitudes or stereotypes that influence how we understand, act and decide…

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Why Analytics and R Continue to Grow

Why Analytics and R Continue to Grow

From economic and political forecasting to picking the next super bowl winner, data analysis continues to help make sense of the world around us. Among data scientists, data analysis software R, a powerful programming language that is both free and open source, continues to gain popularity for its ease of use and seemingly endless applications. Since the software’s original release in 2000, R has continued to gain popularity. In 2009, a New York Time’s article highlighted the software’s popularity among companies…

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Cyber Safety Isn’t Just for Grown-ups

Cyber Safety Isn’t Just for Grown-ups

October is National Cybersecurity Awareness Month which means that not only is it a good idea for individuals to make sure they have good cyber habits (like strong passwords), but it’s also an ideal opportunity for parents to set aside time to teach their children good digital habits. Alarmingly, the Children’s Internet Usage Study conducted by the Center for Cyber Safety and Education discovered that 30% of children ages 8-14 use the internet in a way they know their parents…

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Indigo Ink: Diversity & Inclusion

Indigo Ink: Diversity & Inclusion

Welcome to Indigo Ink, a blog series about marketing, sales, entrepreneurship and exchanging ideas. I’m a professor and researcher at the Satish & Yasmin Gupta College of Business with an interest in professional selling and topics that emerge from the intersection between marketing and entrepreneurship. I’m passionate about helping my students learn and I have a very hands-on approach to teaching, which includes taking my students to competitions around the country! I’m also very passionate about other topics that are important…

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