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Integrity and Ethics in Business Development and Sales
The application of Integrity and Ethics as a guiding principle to success in Business
Curated by Joseph Olewitz
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All Feast, No Famine. | 22nd Story Strategies

All Feast, No Famine. | 22nd Story Strategies | Integrity and Ethics in Business Development and Sales | Scoop.it
An Interview about Relationships and Success in Business
Joseph Olewitz's insight:

In a recent interview on Savvy Central Radio by Christina Nitschmann I was able to talk freely about how building long-term, win-win relationships as a trusted advisor is the heart of successful business development.

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Joseph Olewitz's curator insight, May 1, 8:35 PM

In a recent interview on Savvy Central Radio by Christina Nitschmann I was able to talk freely about how building long-term, win-win relationships as a trusted advisor is the heart of successful business development.

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Navin Nagiah of DNN: Intellectual Honesty Is the Best Policy

Navin Nagiah of DNN: Intellectual Honesty Is the Best Policy | Integrity and Ethics in Business Development and Sales | Scoop.it
Authenticity is important if you want your organization to do well, says the chief of a web content software company.
Joseph Olewitz's insight:

Very valuable discussion of integrity in business - especially Navin's call-out of the difference between intellectual honesty and the accurate reporting of facts

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Don't Be Ruled by "Rules"

Don't Be Ruled by "Rules" | Integrity and Ethics in Business Development and Sales | Scoop.it
I have seen the future, and for better or worse, it seems to be made of thousands of "rules." For managing customer experiences, for driving how you engage with prospects, for nudging a customer
Joseph Olewitz's insight:

Relationship building is at the fundamental core of revenue growth, customer service and much more.  How you approach it can be affected by mutiple factors - McKinsey's David Edelman says: don't be a slave to rules

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Why It Might Not Be a Good Idea to Tackle Moral Issues in the Afternoon

Why It Might Not Be a Good Idea to Tackle Moral Issues in the Afternoon | Integrity and Ethics in Business Development and Sales | Scoop.it
The experience of daily activities depletes people’s ability to regulate themselves.
Joseph Olewitz's insight:

amazing ... I would think that people who are honest ...are honest. Wouldn't you? Who would have expected advice from HBR to be particularly vigilant in the afternoon about combating customers’ or employees’ unethical behaviors?

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Business Ethics, game - Novo Nordisk A/S

Business Ethics, game - Novo Nordisk A/S | Integrity and Ethics in Business Development and Sales | Scoop.it
Joseph Olewitz's insight:

Log on and play this brief and very useful ethics "game."

 

I would not be surprised to learn that over time many didn't do well - especially with the performance bonus that is dangled up front. However, it's scary to imagine how many people in business today would take the low-road just to generate a quick sale.

 

Three cheers for the brave Novo Nordisk executives who use this game to promote their ethical policies

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In Life and Business, Learning to Be Ethical

In Life and Business, Learning to Be Ethical | Integrity and Ethics in Business Development and Sales | Scoop.it
Most people, if pressed, would acknowledge that when it comes to ethics, they could use a tuneup.
Joseph Olewitz's insight:

YIKES! A resolution to "Act more ethically"? No!!! One either is ethical or one is not. By definition. 

 

Yes, there's a lot of good stuff said within the article. And I'm pleased that there is a conversation going on -- that's much better than ignoring the subject. But, please. Be ethical. Period.

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Ryan Pigeau's curator insight, January 22, 10:38 AM

When people predict how they're going to act in a given situation, the "should" self dominates. When it comes down to really doing the action, the "want" self dominates - it is the problem that needs to be dealt with the most.

 

 

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Research: We Should Speak Up About Ethical Violations More Often

Research: We Should Speak Up About Ethical Violations More Often | Integrity and Ethics in Business Development and Sales | Scoop.it
Those who are vocal about little infractions are six times more likely to be vocal about the big ones.
Joseph Olewitz's insight:

The great debate continues... Fascinating and extremely valuable insight into why truth and integrity should be the foundation of any individual - both personal & business

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Joseph Olewitz's curator insight, January 9, 11:02 AM

Fascinating and extremely valuable insight

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Do You Rationalize Business Ethics?

Do You Rationalize Business Ethics? | Integrity and Ethics in Business Development and Sales | Scoop.it
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Joseph Olewitz's insight:

Properly focused on this phrase which I don't see very often in the midst of this discussion about ethics in Business: "Rationalization plays an important role in ethical behavior"

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Ryan Pigeau's curator insight, January 22, 10:45 AM

Rationalization quickly leads to compromising our values, our beliefs, as demonstrated through our behaviours.

 

A more ethical world takes a movement of change - those who do not like their ethical policies in their career need to take a stand: speak up or leave. Prioritizing for job qualities should always leave room at the top of mind for good ethical business practices.

 

Would I ever want to start a career that I'm not going to be proud of?

The decisions I make now will shape how I look back at the past.

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Does Being Ethical Pay?

Does Being Ethical Pay? | Integrity and Ethics in Business Development and Sales | Scoop.it
For corporations, social responsibility has become a big business. But does it pay off?
Joseph Olewitz's insight:

Business is "business" and of course figuring out ROI is important. But it never ceases to amaze me that responsible journalists (and others) will place the emphasis of ethical behavior on "does it pay off?" rather than on "it's the right thing to do!

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Ryan Pigeau's curator insight, January 22, 10:57 AM

It makes sense in a largely apathetic world that consumers are willing to pay a premium for ethically made products (say 25% organic cotton) but yet, that premium doesn't at all reflect an increasing ethical value in the product. Meaning once the product is "25% ethical" that is basically enough and the price premiums don't increase even to a product made 100% ethically.

 

This means for businesses, they can basically cut some corners around responsible business practices if only focusing on the dollar return for their actions.

 

Unfortunately, I don't find this incentive fair enough when you continue to see businesses in the game of ethical operations blowing some companies out of the water with multiple options, etc. for sustainability.

 

Oluseun Akinyode's curator insight, February 27, 7:50 PM

Although I do not agree with the cost-benefit analysis approach to ethical behavior reflected in the summary paragraph of this article, the results corroborate “The Millenium Poll” carried out by Environics (www.globescan.com) in 1999.

 

The Millennium Poll involved a worldwide polling of customers estimated to be 25,000 people in 23 countries across 6 continents.  The survey focused on asking about customers’ interests in Corporate Social Responsibility aspects of corporations.

 

The result of the survey showed that five factors key to positive consumer impressions of companies are Brand quality and reputation, Economic contribution and management, Labor practices and business ethics, Environmental impacts and, Demonstrated responsibility to broader society. The result further showed that social responsibility factors ranked even higher than brand reputation when forming consumer impressions of a company in Canada and the US.

 

The poll also showed that consumers do not stop at positive selection of corporation, they go as far as punishing the ones who do not contribute to CSR. Results showed percentage of consumers who have punished companies for being socially irresponsible, by region: North America: 42%, Europe: 25%, Latin America: 23%, Africa:18%, Eurasia:10%, Asia: 8% and; Percentage of share-owners who have bought or sold shares because of a company's social performance, by country: Italy: 33%, USA: 28%, Britain: 21%, Japan: 22%, Canada: 26%, France: 18%, Germany: 18%.


This trend has continued to grow yearly. The growing trend indicates that companies that are not socially responsible are not sustainable.

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Don't Trust Anyone Who Offers You the Answer

Don't Trust Anyone Who Offers You the Answer | Integrity and Ethics in Business Development and Sales | Scoop.it
Look instead for the person bold enough to say “I don’t know.”
Joseph Olewitz's insight:

A brilliant observation on truth-telling in the real world

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The 7 Steps To Successful Selling & Enrollment, Integrity | INTENTIONAL GROWTH BLOG

The 7 Steps To Successful Selling & Enrollment, Integrity | INTENTIONAL GROWTH BLOG | Integrity and Ethics in Business Development and Sales | Scoop.it
The word sales is commonly associated with pushing someone to do something they wouldn't otherwise do. The context can be changed to win-win and partnership.
Joseph Olewitz's insight:

Do not be afraid fo the word "sell"! You don't have to be a traditional "seller" to succeed in growing revenue: Watering and feeding the relationship with empathy and parnership works much better

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Unleash the Power of Your Stories

Unleash the Power of Your Stories | Integrity and Ethics in Business Development and Sales | Scoop.it
Most of us are sitting on weapons that we don't always know how to use: media. Our power lies in the stories we tell and the ways we tell them. These stories define our history, culture and beliefs. In short, they create our reality.
Joseph Olewitz's insight:

The article is very clear and makes a loud statement that our challenge is to create media that matters AND to share it responsibly

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BUSINESS ETHICS INSIGHT: If you treasure trust and the good reputation it can produce, remember the oath you are required to take before you testify in court: "tell the truth, the whole truth and ...

I've never worked with a corporation that did not talk about the importance of trust as a critical component of a critical business asset - reputation. Yet I've worked with quite a few folks who fa...
Joseph Olewitz's insight:

"The truth, the whole truth, and nothing but the truth..." is a good way to instill trust. When people know you will not shade the truth to serve the moment at hand they can TRULY trust you. Of course, that means always telling the truth including "...no white lies" and how many of us have the guts to go that far?

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Privacy Is a Business Opportunity

Privacy Is a Business Opportunity | Integrity and Ethics in Business Development and Sales | Scoop.it
Gain competitive advantage by focusing on what the public wants.
Joseph Olewitz's insight:

HBR points to Customer Service changes in a digital economy - the effect of Privacy on Ethics and Business Development

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The Rolling Robot Will Connect You Now

The Rolling Robot Will Connect You Now | Integrity and Ethics in Business Development and Sales | Scoop.it
Telepresence machines may soon become inexpensive enough for more everyday use, as a conduit for virtual visits among family and friends.
Joseph Olewitz's insight:

Who will be challenged by this ethical issue? The users like you and me? The makers of the robot that threatens to replace us? (Is that a good thing or not?) The manufacturers of the device? (Or are they uninvolved since all they do is make it available?) 

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How to Tell if Someone Is Lying

How to Tell if Someone Is Lying | Integrity and Ethics in Business Development and Sales | Scoop.it
Pay attention to four nonverbal cues, all in conjunction.
Joseph Olewitz's insight:

It's sad that we even need to address such a question - but the way life works, we do. This HBR exercise provides valuable perspective for relationship-building

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Strengthening Corporate Ethics in the Age of Social Sharing

Strengthening Corporate Ethics in the Age of Social Sharing | Integrity and Ethics in Business Development and Sales | Scoop.it
Long gone are the days when a statement of ethics was merely a pithy saying written on a placard in the lobby of the corporate headquarters, part of the pre-amble in the employee handbook, and some...
Joseph Olewitz's insight:

Nice statement around corporate ethics and social responsibility --> especially where ethical behavior is defined as:“doing the right thing even when no one is looking.”


I like that!

 

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Oluseun Akinyode's curator insight, February 22, 11:24 AM

This is a nice piece and I believe that both monetary and non-monetary incentives strengthen corporate ethics. This is because people are better motivated to carry out their corporate duties when it is beneficial to them. Benefits derived cannot always be expressed in monetary values as there exist some intrinsic benefits that vary with individuals.

 As much focus as there is on communicating ethics in work places, unethical behaviors and their consequences should be punished and communicated accordingly. Some corporate organizations overlook unethical behaviors of high performing employees because of their contributions to the growth of the company. When such unethical behaviors are passively attended to, employees tend to continue to practice them especially when the company pushes them to meet up specific goals regardless of how it is achieved. This is an example of situation ethics which contributed to the downfall of Enron in 2001.

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An MBA's View Of The State Of Business Ethics In America

An MBA's View Of The State Of Business Ethics In America | Integrity and Ethics in Business Development and Sales | Scoop.it
In a continuing series, I asked MBA students at Endicott College an question on "Ethics" ... this entry, by Samantha Mullen presents her case for the state of ethics in American business as she sees it.
Joseph Olewitz's insight:

Great insight into the POV of someone who will soon be running a business somewhere.


While it’s valuable to consider the motivations when examining what, who and why, I am convinced that there is altogether too much emphasis on the implications of “you get what you incent.”


My point: We should be talking more about operating ethically because it's the right thing to do than about the impact on profits or earnings

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In Scandal’s Wake, McKinsey Seeks Culture Shift

In Scandal’s Wake, McKinsey Seeks Culture Shift | Integrity and Ethics in Business Development and Sales | Scoop.it
Touched by scandal, a firm that has long relied on a culture of trust has laid down some tougher rules to follow.
Joseph Olewitz's insight:

Nothing like an ethics scandal to focus us on the need to tell the truth - especially when it happens at the world's leading management consulting firm

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Great Salespeople Live by a Code of Ethics (Part 11 of a series!) | Sales Motivation and Sales Training

Great Salespeople Live by a Code of Ethics (Part 11 of a series!) | Sales Motivation and Sales Training | Integrity and Ethics in Business Development and Sales | Scoop.it
Time to look again at our list of 14 things great salespeople do that average salespeople only think about, but still a few more to go. Today we come to #11:
Joseph Olewitz's insight:

Only #11? I think it would be #1 on my list, and everything else would flow from that. But Mark has done a service to all in creating this list of 14 things great sales people do

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Lying : Sam Harris

Lying : Sam Harris | Integrity and Ethics in Business Development and Sales | Scoop.it
Sam Harris, neuroscientist and author of the New York Times bestsellers, The End of Faith, Letter to a Christian Nation, and The Moral Landscape.
Joseph Olewitz's insight:

ETHICS IN BUSINESS - it can be done! How about this:


"The benefits of telling the truth far outweigh the cost of lies—to yourself, to others, and to society."


-- Quoting a review by Neil deGrasse Tyson, Astrophysicist, American Museum of Natural History about "Lying" - a book by Sam Harris 

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Should you accept a few white lies from a candidate? (Requires 30 seconds to read)

Should you accept a few white lies from a candidate? (Requires 30 seconds to read) | Integrity and Ethics in Business Development and Sales | Scoop.it
How would you feel if you found out one of your employees lied during an interview? What if it was just a small inconsequential white lie? Is it ok to lie during a job interview? Most will say “no”...
Joseph Olewitz's insight:

A lie is a lie is a lie -- and white lies are no different!

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The Power of Restraint: Always Leave Them Wanting More

The Power of Restraint: Always Leave Them Wanting More | Integrity and Ethics in Business Development and Sales | Scoop.it
In business, less is more.
Joseph Olewitz's insight:

The elusive balance point in storytelling - very interesting: When is enough info too much?

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Business Development: Sales and Service | Innovate

Business Development: Sales and Service | Innovate | Integrity and Ethics in Business Development and Sales | Scoop.it
Joseph Olewitz's insight:

Many people think sales is a four-letter word - and it needn't be - it's all about hte context for how the rnasaction is approached. This article aimed at attorneys makes the point about how "selling" is necessary to grow a business no matter what you call it... 


...And it can be done with care and commpassion

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Simon Anderson, on Creating a Culture of Shameless Honesty - NYTimes.com

Joseph Olewitz's insight:

A refreshing take on truth-telling and creating a culture of honesty

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