{"id":8929,"date":"2021-03-04T08:45:17","date_gmt":"2021-03-04T07:45:17","guid":{"rendered":"https:\/\/englishbusstg.wpenginepowered.com\/?p=8929"},"modified":"2025-09-30T20:49:41","modified_gmt":"2025-09-30T18:49:41","slug":"a-conversation-on-cultural-dimensions","status":"publish","type":"post","link":"https:\/\/englishbusiness.de\/en\/blog\/a-conversation-on-cultural-dimensions\/","title":{"rendered":"A conversation on cultural dimensions"},"content":{"rendered":"<div id='av-layout-grid-1'  class='av-layout-grid-container av-rogoyq-0031dddbd671bf5491f7743ff4ae8778 entry-content-wrapper main_color av-flex-cells  avia-builder-el-0  el_before_av_layout_row  avia-builder-el-first   container_wrap sidebar_right'  >\n<div class='flex_cell av-p31502-019cbf34198df1a81c315cafb26b699c av-gridrow-cell av_one_fifth no_margin  avia-builder-el-1  el_before_av_cell_three_fifth  avia-builder-el-first ' ><div class='flex_cell_inner'><\/div><\/div><div class='flex_cell av-nbr6tu-509e783a376ddc99ae929c634f61c474 av-gridrow-cell av_three_fifth no_margin  avia-builder-el-2  el_after_av_cell_one_fifth  el_before_av_cell_one_fifth ' ><div class='flex_cell_inner'><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-2yxuup-42d8c31a99fafb75f0762966394a453f\">\n#top .av-special-heading.av-2yxuup-42d8c31a99fafb75f0762966394a453f{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-2yxuup-42d8c31a99fafb75f0762966394a453f .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-2yxuup-42d8c31a99fafb75f0762966394a453f .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-2yxuup-42d8c31a99fafb75f0762966394a453f av-special-heading-h1  avia-builder-el-3  el_before_av_hr  avia-builder-el-first '><h1 class='av-special-heading-tag'  itemprop=\"headline\"  >A conversation on cultural dimensions<\/h1><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-4  el_after_av_heading  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-khd6ouia-2e4a8bef09a0043f67f661dcbca524cb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>In international businesses, we are faced with cross-cultural situations every day, and the language industry might be the biggest melting pot of all. It is then no surprise that seasoned translation industry sales expert and consultant Jessica Rathke has decided this is something to focus on. In researching cross-cultural situations and Hofstede\u2019s Dimensions of National Culture, she reached out to someone who not only has a multicultural background herself, but also has years of experience in training corporate clients in cultural awareness: Nina Zolezzi of EnglishBusiness. Here are some takeaways from their conversation on communication in cross-cultural teams.<\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-6  el_after_av_textblock  el_before_av_image '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-jw2823qo-d54460390482cf1d2356057ae691dec1\">\n.avia-image-container.av-jw2823qo-d54460390482cf1d2356057ae691dec1 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-jw2823qo-d54460390482cf1d2356057ae691dec1 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-jw2823qo-d54460390482cf1d2356057ae691dec1 av-styling- avia-align-center  avia-builder-el-7  el_after_av_hr  el_before_av_textblock '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" class='wp-image-8931 avia-img-lazy-loading-not-8931 avia_image ' src=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/National-culture.jpg\" alt='National culture' title=''  height=\"400\" width=\"700\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/National-culture.jpg 700w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/National-culture-300x171.jpg 300w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/National-culture-450x257.jpg 450w\" sizes=\"(max-width: 700px) 100vw, 700px\" \/><\/div><\/div><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kh23x0id-35d08ad6551c42c7c054bc07cce12d86\">\n#top .av_textblock_section.av-kh23x0id-35d08ad6551c42c7c054bc07cce12d86 .avia_textblock{\nfont-size:9px;\n}\n<\/style>\n<section  class='av_textblock_section av-kh23x0id-35d08ad6551c42c7c054bc07cce12d86 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p style=\"text-align: center;\">Photo credit: <a href=\"https:\/\/unsplash.com\/photos\/dyPFnxxUhYk\" target=\"_blank\" rel=\"noopener\">Debashis RC Biswas<\/a><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-9  el_after_av_textblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-jw2840sd-a46ab5df0baa4ba1772e8ac5ed70f824 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h2>Why is national culture important?<\/h2>\n<p>As a consultant in the language industry, Jessica Rathke has travelled the world. Her experience shows clearly that when it comes to sales and management, one size does not fit all.<\/p>\n<p>The American management style is based on individualism and personal responsibility. Managers tend to give teams more freedom in their decisions and less guidance. But when Jessica trained a Chinese sales team in Shanghai, the expectation was vastly different. A local colleague explained that people worked better with strong guidance, and Jessica found her groove with the team once she started getting involved \u2013 to the point of what she considered micromanagement. Nina, on the other hand, finds that micromanaging is a no-go with her team of mostly Anglo-Saxon expats.<\/p>\n<p>But nationalities don\u2019t have to be geographically separated to be different. When Jessica consulted on the roll-out of a sales concept to regional markets in Asia, she worked with teams from Japan, China, Thailand, and Korea. The differences among the various regional markets were so substantial that a session that should have been done in time for afternoon tea lasted until 9 p.m.<\/p>\n<p>National culture is clearly an important concept when you\u2019re working and communicating globally. But it takes more than knowing which passport someone carries.<\/p>\n<h2>National identity vs global citizens<\/h2>\n<p>An increasing amount of people don\u2019t identify with just one nationality. The way in which multiple national cultures combine, and individual preferences emerge, is no trivial matter.<\/p>\n<p>Nina and Jessica are both good examples of this. Nina is half Italian, half Portuguese; she was born in Mozambique, raised in South Africa, and has been a resident of Germany for over 25 years.<\/p>\n<p>Jessica was born and raised in the United States, but she doesn\u2019t view herself as an average American either. Having studied in Austria and lived in England for a third of her life, she prefers to be identified as a global citizen.<\/p>\n<p>In today\u2019s global economy, people with multiple passports and a diverse heritage are ubiquitous. Elon Musk holds three passports, was educated in South Africa and now lives in the US. Kamala Harris\u2019 parents came to the US from India and Jamaica. The list goes on, and it is apparent that people are increasingly stepping beyond national boundaries to educate themselves, collaborate, and achieve success.<\/p>\n<p>Cultural diversity is becoming the norm in international businesses and the nationality paradigm for understanding culture is proving limited and restrictive. In their conversation, Jessica and Nina agreed that new concepts such as Taiye Selasi\u2019s multi-localism are needed to understand individuals.<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-11  el_after_av_textblock  el_before_av_codeblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-13  el_after_av_codeblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-jw2840sd-a46ab5df0baa4ba1772e8ac5ed70f824 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h2>The Dimensions of National Culture<\/h2>\n<p>Jessica Rathke is expanding her training and consulting services in the language industry by working to complete the <a href=\"https:\/\/hi.hofstede-insights.com\/certification-in-intercultural-management\" target=\"_blank\" rel=\"noopener\">Intercultural Management Certification Programme<\/a> with Hofstede Insights. The programme is based on six cultural dimensions, also known as the Dimensions of National Cultures. This is a framework for understanding people\u2019s cultures and values, comparing preferences and, as a result, mitigating cross-cultural misunderstandings and improving communication in the workplace.<\/p>\n<p>It is worth pointing out that the Dimensions are not based on the legal concept of a country, but rather the history, rituals, and culture of the people in it. This can easily be confused, as the research shows that tendencies within the Dimensions of National Culture are usually concentrated within national borders. However, the Dimensions work just as well on a smaller scale for analysing the preferences of regions or cities; Jessica points out that cultural differences in the US, say between Texas and New York, are significant.<\/p>\n<p>Hofstede\u2019s research on national culture has been a source of inspiration and knowledge for <a href=\"https:\/\/englishbusiness.de\/facilitation-and-workshop-design\/building-teams-across-cultures\/\">EnglishBusiness\u2019 cross-cultural training<\/a>, though Nina warned against focussing on national culture to understand the preferences and values of a person or group. Language barriers, personality or company culture can all cause friction in communication. National culture is an important concept to explore, but it isn\u2019t the only one and, according to Nina, it should not be the first.<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-15  el_after_av_textblock  el_before_av_icon_box '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<article  class='iconbox iconbox_left_content av-kltln7jm-3ccf30f3fd4abbc28fa82b7b62f02cdc  avia-builder-el-16  el_after_av_hr  el_before_av_hr '  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class=\"iconbox_icon heading-color\" aria-hidden='true' data-av_icon='\ue81e' data-av_iconfont='entypo-fontello'><\/div><div class=\"iconbox_content\"><header class=\"entry-content-header\"><h3 class='iconbox_content_title '  itemprop=\"headline\" >What are Hofstede\u2019s cultural dimensions?<\/h3><\/header><div class='iconbox_content_container '  itemprop=\"text\" ><p><strong>Power Distance Index:<\/strong> To what degree do less powerful members of a society agree with power being distributed unequally? Very hierarchical societies have high Power Distance.<\/p>\n<p><strong>Individualism versus Collectivism:<\/strong> Individualistic societies prefer loose societal frameworks and a high degree of personal responsibility. Collectivist societies have a stronger common identity and feel a stronger sense of responsibility for each other.<\/p>\n<p><strong>Masculinity versus Femininity:<\/strong> Masculinity represents a preference for achievement, assertiveness, material rewards and competitiveness. Femininity on the other hand represents a preference for cooperation, modesty, caring and quality of life.<\/p>\n<p><strong>Uncertainty Avoidance Index:<\/strong> A high Uncertainty Avoidance Index indicates an aversion to uncertainty and a preference for rigid rules. Low Uncertainty Avoidance societies have a more relaxed attitude towards rules and principles.<\/p>\n<p><strong>Long Term Orientation versus Short Term Normative Orientation:<\/strong> Societies scoring low on this dimension embrace history and view change with suspicion. High-scoring cultures in this dimension are more pragmatic and flexible.<\/p>\n<p><strong>Indulgence versus Restraint:<\/strong> Societies scoring high on Restraint tend to suppress the gratification of natural human drives, whereas more indulgent societies allow gratification more freely.<\/p>\n<p><a href=\"https:\/\/hi.hofstede-insights.com\/national-culture\" target=\"_blank\" rel=\"noopener\">Find out more on Hofstede Insights<\/a><\/p>\n<\/div><\/div><footer class=\"entry-footer\"><\/footer><\/article><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-17  el_after_av_icon_box  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-jw2840sd-a46ab5df0baa4ba1772e8ac5ed70f824 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h2>It\u2019s never just language<\/h2>\n<p>EnglishBusiness has helped many companies improve their communication. It often starts with <a href=\"https:\/\/englishbusiness.de\/english-language-courses\/\">English courses<\/a> \u2013 but, as Nina put it, it\u2019s never just language.<\/p>\n<p>Of course, teaching English in international companies makes a lot of sense. Without shared language, there can be no cooperation or collaboration. You need the grammar and vocabulary to express yourself, and language lessons are a straightforward and reliable method. Unfortunately, a common language doesn\u2019t safeguard against misunderstandings in the workplace.<\/p>\n<p>If miscommunications run deeper than language proficiency, Nina recommends also looking at personal preferences. The free personality test on <a href=\"https:\/\/www.16personalities.com\/\" target=\"_blank\" rel=\"noopener\">16Personalities.com<\/a> is inspired by <a href=\"https:\/\/en.wikipedia.org\/wiki\/Myers%E2%80%93Briggs_Type_Indicator\" target=\"_blank\" rel=\"noopener\">Myers-Briggs<\/a> and provides a good starting point. However, the results should be taken as preferences rather than rigid definitions of someone\u2019s personality. If you know whether a colleague\u2019s tendency is intuitive or observant, prospecting or judging, introverted or extraverted, it can open up the conversation on how you can understand each other better and collaborate more effectively.<\/p>\n<h2>Don\u2019t think about national culture first<\/h2>\n<p>If language and individual preferences can be eliminated as sources of misunderstanding, the Dimensions of National Culture provide a powerful tool for improving communication.<\/p>\n<p>Nina was sceptical of tying nationality to culture; Jessica pointed out that, though the law of averages means Hofstede\u2019s research will be accurate for the majority, outliers are guaranteed. The overlap between nationality and culture is not a dogma, but rather confirmed by statistical evidence.<\/p>\n<p>However, Jessica and Nina agreed that Hofstede\u2019s dimensions are an invaluable tool for consultants and trainers in international business. The caveat is that a national focus on culture can create bias and distort insights when looking at smaller groups. The colleagues shared the opinion that Dimensions such as Individualism versus Collectivism work just as well when applied to smaller groups or categories other than nationality.<\/p>\n<p>Keith Chen\u2019s research provides an example of language rather than national borders as the indicator of cultural differences. When looking at families within the same national borders, he finds that speakers of futureless languages \u2013 languages that have no explicit future tense \u2013 are more likely to save money and less likely to smoke.<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-19  el_after_av_textblock  el_before_av_codeblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-21  el_after_av_codeblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-jw2840sd-a46ab5df0baa4ba1772e8ac5ed70f824 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h2>How to build cross-cultural awareness<\/h2>\n<p>Becoming culturally aware is not an academic pursuit but instead requires immersive experiences. During her training with Hofstede Insights, Jessica participated in cultural simulations that were designed to challenge values and habits. Yet this is not the only way to get out of one\u2019s comfort zone. During business travel, Jessica makes a point of immersing herself in other cultures and finding out how everyday things such as the Japanese train system work.<\/p>\n<p>Nina is also convinced by the immersive approach. She offers corporate clients a cross-cultural simulation where two groups learn fictive languages and sets of values. They then study and explore the behaviour of the other group, which is both wildly entertaining for observers and immensely insightful.<\/p>\n<p>The goal of these immersive tactics is to shift people\u2019s response to other cultures from irritation or fear towards a willingness to learn.<\/p>\n<p><em>If you want to learn more about cross-cultural awareness, you can contact <\/em><a href=\"https:\/\/www.fluentsales.com\/\" target=\"_blank\" rel=\"noopener\"><em>Jessica<\/em><\/a><em> for a personalised cultural assessment or <\/em><a href=\"https:\/\/englishbusiness.de\/contact\/\"><em>contact EnglishBusiness\u2019 consultants<\/em><\/a><em> for a cross-cultural simulation.<\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kghq78dt-d0beab5181e65331c268fec185a9d4dd\">\n#top .hr.hr-invisible.av-kghq78dt-d0beab5181e65331c268fec185a9d4dd{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kghq78dt-d0beab5181e65331c268fec185a9d4dd hr-invisible  avia-builder-el-23  el_after_av_textblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-jw2840sd-a46ab5df0baa4ba1772e8ac5ed70f824 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h3>The speakers:<\/h3>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-8937 size-square\" src=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Jessica-Rathke-180x180.jpg\" alt=\"Jessica Rathke\" width=\"180\" height=\"180\" srcset=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Jessica-Rathke-180x180.jpg 180w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Jessica-Rathke-80x80.jpg 80w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Jessica-Rathke-36x36.jpg 36w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Jessica-Rathke-120x120.jpg 120w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Jessica-Rathke.jpg 234w\" sizes=\"auto, (max-width: 180px) 100vw, 180px\" \/><\/p>\n<p><strong>Jessica Rathke<\/strong> is a training and sales consultant in the translation and localisation industry. With more than 29 years of sales and management experience, she helps companies improve their sales competencies for increased revenue and profitability. She has successfully delivered sales training to hundreds of business owners, sales managers and business developers. Rathke also consults translation industry leaders to help them build effective sales strategies.<\/p>\n<p>Jessica regularly presents on the topic of sales at translation industry conferences and events. <a href=\"https:\/\/www.linkedin.com\/in\/jessicaeberhardtrathke\/\" target=\"_blank\" rel=\"noopener\">Connect with Jessica on LinkedIn<\/a>.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-8938 size-square\" src=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi-180x180.jpg\" alt=\"Nina Zolezzi\" width=\"180\" height=\"180\" srcset=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi-180x180.jpg 180w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi-300x300.jpg 300w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi-80x80.jpg 80w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi-36x36.jpg 36w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi-120x120.jpg 120w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi-450x450.jpg 450w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2021\/03\/Nina-Zolezzi.jpg 624w\" sizes=\"auto, (max-width: 180px) 100vw, 180px\" \/><\/p>\n<p><strong>Nina Zolezzi<\/strong> is the CEO and co-founder of EnglishBusiness AG. As a communication consultant, she is dedicated to inspiring leaders to develop a global mindset and to providing people with the skills and tools they need to thrive in international business contexts. As a public speaker, she focuses on the power of culture and the importance of language in human interaction, creativity and collaboration.<\/p>\n<p>The Mozambican-born South African with Italian and Portuguese parents is a qualified systemic psychologist and an expert in cross-cultural awareness. She speaks fluent English, German and Portuguese. <a href=\"https:\/\/www.linkedin.com\/in\/nina-zolezzi-b5108644\/\" target=\"_blank\" rel=\"noopener\">Connect with Nina on LinkedIn<\/a>.<\/p>\n<\/div><\/section><\/p>\n<\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-m91dcy-e7a3efd425b5ea6d467b91c3f3ed7d8c\">\n.flex_cell.av-m91dcy-e7a3efd425b5ea6d467b91c3f3ed7d8c{\nvertical-align:top;\n}\n.responsive #top #wrap_all .flex_cell.av-m91dcy-e7a3efd425b5ea6d467b91c3f3ed7d8c{\npadding:30px 30px 30px 30px !important;\n}\n<\/style>\n<div class='flex_cell av-m91dcy-e7a3efd425b5ea6d467b91c3f3ed7d8c av-gridrow-cell av_one_fifth no_margin av-hide-on-mobile  avia-builder-el-25  el_after_av_cell_three_fifth  avia-builder-el-last ' ><div class='flex_cell_inner'><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-jw64h57r-0cc84e98dc888cfe8aa1aae21622660e\">\n#top 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av-jw63xcqg-4ae96a47bd0a3a1cf7329cb8c2a44ab8 avia_animate_when_visible av-icon-style- avia-icon-pos-left avia-icon-animate'><a href='https:\/\/www.linkedin.com\/company\/englishbusiness-ag\/' target=\"_blank\" rel=\"noopener noreferrer\" class='av-icon-char' aria-hidden='true' data-av_icon='\ue8fc' data-av_iconfont='entypo-fontello'><\/a><\/span><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-jw64h57r-0cc84e98dc888cfe8aa1aae21622660e\">\n#top .hr.hr-invisible.av-jw64h57r-0cc84e98dc888cfe8aa1aae21622660e{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-jw64h57r-0cc84e98dc888cfe8aa1aae21622660e hr-invisible  avia-builder-el-29  el_after_av_font_icon  el_before_av_font_icon '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" 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id=\"style-css-av-4vdxyw-0e52abacfe194c98057f37a49a5527c7\">\n.flex_cell.av-4vdxyw-0e52abacfe194c98057f37a49a5527c7{\nvertical-align:top;\n}\n.responsive #top #wrap_all .flex_cell.av-4vdxyw-0e52abacfe194c98057f37a49a5527c7{\npadding:30px 30px 30px 30px !important;\n}\n<\/style>\n<div class='flex_cell av-4vdxyw-0e52abacfe194c98057f37a49a5527c7 av-gridrow-cell av_three_fifth no_margin  avia-builder-el-37  el_after_av_cell_one_fifth  el_before_av_cell_one_fifth ' ><div class='flex_cell_inner'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-5ualwp-2f81f3e6ee30b31d61e73cb2e55156f9\">\n.flex_column.av-5ualwp-2f81f3e6ee30b31d61e73cb2e55156f9{\n-webkit-border-radius:0px 0px 0px 0px;\n-moz-border-radius:0px 0px 0px 0px;\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-5ualwp-2f81f3e6ee30b31d61e73cb2e55156f9 av_two_third  avia-builder-el-38  avia-builder-el-no-sibling  first flex_column_div av-zero-column-padding  '     ><p><section  class='av_textblock_section av-jozq17ik-c6853285194359f8de34531aab363000 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Other interesting articles:<\/p>\n<\/div><\/section><br \/>\n<div  class='av-alb-blogposts template-blog  av-blog-meta-category-disabled '  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/Blog\" ><article class=\"post-entry post-entry-type-standard post-entry-12485 post-loop-1 post-parity-odd single-small with-slider post-12485 post type-post status-publish format-standard has-post-thumbnail hentry category-press-releases\"  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" ><div class=\"blog-meta\"><a href='https:\/\/englishbusiness.de\/en\/blog\/englishbusiness-announces-strategic-partnership-with-deepl-to-empower-clients-with-safe-informed-ai-translation-solutions\/' class='small-preview'  title=\"EnglishBusiness Announces Strategic Partnership with DeepL to Empower Clients with Safe, Informed AI Translation Solutions\"   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><img loading=\"lazy\" decoding=\"async\" width=\"180\" height=\"180\" src=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2018\/11\/negotiation_to_win-180x180.jpg\" class=\"wp-image-4050 avia-img-lazy-loading-4050 attachment-square size-square wp-post-image\" alt=\"Negotiating to Win\" srcset=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2018\/11\/negotiation_to_win-180x180.jpg 180w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2018\/11\/negotiation_to_win-80x80.jpg 80w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2018\/11\/negotiation_to_win-36x36.jpg 36w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2018\/11\/negotiation_to_win-120x120.jpg 120w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2018\/11\/negotiation_to_win-450x450.jpg 450w\" sizes=\"auto, (max-width: 180px) 100vw, 180px\" \/><span class=\"iconfont\" aria-hidden='true' data-av_icon='\ue836' data-av_iconfont='entypo-fontello'><\/span><\/a><\/div><div class='entry-content-wrapper clearfix standard-content'><header class=\"entry-content-header\"><div class=\"av-heading-wrapper\"><h2 class='post-title entry-title '  itemprop=\"headline\" ><a href=\"https:\/\/englishbusiness.de\/en\/blog\/englishbusiness-announces-strategic-partnership-with-deepl-to-empower-clients-with-safe-informed-ai-translation-solutions\/\" rel=\"bookmark\" title=\"Permanent Link: EnglishBusiness Announces Strategic Partnership with DeepL to Empower Clients with Safe, Informed AI Translation Solutions\">EnglishBusiness Announces Strategic Partnership with DeepL to Empower Clients with Safe, Informed AI Translation Solutions<span class=\"post-format-icon minor-meta\"><\/span><\/a><\/h2><span class=\"blog-categories minor-meta\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/category\/press-releases\/\" rel=\"tag\">Press Releases<\/a><\/span><\/div><\/header><span class=\"av-vertical-delimiter\"><\/span><div class=\"entry-content\"  itemprop=\"text\" ><div class=\"read-more-link\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/englishbusiness-announces-strategic-partnership-with-deepl-to-empower-clients-with-safe-informed-ai-translation-solutions\/\" class=\"more-link\">Read more<span class=\"more-link-arrow\"><\/span><\/a><\/div>\n<\/div><span class=\"post-meta-infos\"><time class=\"date-container minor-meta updated\"  itemprop=\"datePublished\" datetime=\"2025-09-16T21:47:57+02:00\" >16 September 2025<\/time><span class=\"text-sep\">\/<\/span><span class=\"blog-author minor-meta\">by <span class=\"entry-author-link\"  itemprop=\"author\" ><span class=\"author\"><span class=\"fn\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/author\/anthonyl\/\" title=\"Posts by Tony\" rel=\"author\">Tony<\/a><\/span><\/span><\/span><\/span><\/span><footer class=\"entry-footer\"><\/footer><div class='post_delimiter'><\/div><\/div><div class=\"post_author_timeline\"><\/div><span class='hidden'>\n\t\t\t\t<span class='av-structured-data'  itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" >\n\t\t\t\t\t\t<span itemprop='url'>https:\/\/englishbusiness.de\/wp-content\/uploads\/2018\/11\/negotiation_to_win.jpg<\/span>\n\t\t\t\t\t\t<span itemprop='height'>840<\/span>\n\t\t\t\t\t\t<span itemprop='width'>1440<\/span>\n\t\t\t\t<\/span>\n\t\t\t\t<span class='av-structured-data'  itemprop=\"publisher\" itemtype=\"https:\/\/schema.org\/Organization\" itemscope=\"itemscope\" >\n\t\t\t\t\t\t<span itemprop='name'>Tony<\/span>\n\t\t\t\t\t\t<span itemprop='logo' itemscope itemtype='https:\/\/schema.org\/ImageObject'>\n\t\t\t\t\t\t\t<span itemprop='url'>https:\/\/englishbusiness.de\/wp-content\/uploads\/2022\/11\/1_Logo_EB_4c_Claim_grau_M_300dpi_25cm.png<\/span>\n\t\t\t\t\t\t<\/span>\n\t\t\t\t<\/span><span class='av-structured-data'  itemprop=\"author\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/Person\" ><span itemprop='name'>Tony<\/span><\/span><span class='av-structured-data'  itemprop=\"datePublished\" datetime=\"2025-09-16T21:47:57+02:00\" >2025-09-16 21:47:57<\/span><span class='av-structured-data'  itemprop=\"dateModified\" itemtype=\"https:\/\/schema.org\/dateModified\" >2025-09-30 20:49:23<\/span><span class='av-structured-data'  itemprop=\"mainEntityOfPage\" itemtype=\"https:\/\/schema.org\/mainEntityOfPage\" ><span itemprop='name'>EnglishBusiness Announces Strategic Partnership with DeepL to Empower Clients with Safe, Informed AI Translation Solutions<\/span><\/span><\/span><\/article><article class=\"post-entry post-entry-type-standard post-entry-8318 post-loop-2 post-parity-even single-small with-slider post-8318 post type-post status-publish format-standard has-post-thumbnail hentry category-translation tag-copy-writing tag-international-business tag-translation-business\"  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" ><div class=\"blog-meta\"><a href='https:\/\/englishbusiness.de\/en\/blog\/translation-or-localisation-how-to-tailor-texts-to-the-global-market\/' class='small-preview'  title=\"Translation or localisation? How to tailor texts to the global market\"   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><img loading=\"lazy\" decoding=\"async\" width=\"180\" height=\"180\" src=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Writing-for-international-markets-180x180.jpg\" class=\"wp-image-8319 avia-img-lazy-loading-8319 attachment-square size-square wp-post-image\" alt=\"Writing for international markets\" srcset=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Writing-for-international-markets-180x180.jpg 180w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Writing-for-international-markets-80x80.jpg 80w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Writing-for-international-markets-36x36.jpg 36w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Writing-for-international-markets-120x120.jpg 120w\" sizes=\"auto, (max-width: 180px) 100vw, 180px\" \/><span class=\"iconfont\" aria-hidden='true' data-av_icon='\ue836' data-av_iconfont='entypo-fontello'><\/span><\/a><\/div><div class='entry-content-wrapper clearfix standard-content'><header class=\"entry-content-header\"><div class=\"av-heading-wrapper\"><h2 class='post-title entry-title '  itemprop=\"headline\" ><a href=\"https:\/\/englishbusiness.de\/en\/blog\/translation-or-localisation-how-to-tailor-texts-to-the-global-market\/\" rel=\"bookmark\" title=\"Permanent Link: Translation or localisation? How to tailor texts to the global market\">Translation or localisation? How to tailor texts to the global market<span class=\"post-format-icon minor-meta\"><\/span><\/a><\/h2><span class=\"blog-categories minor-meta\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/category\/translation\/\" rel=\"tag\">Translation<\/a><\/span><\/div><\/header><span class=\"av-vertical-delimiter\"><\/span><div class=\"entry-content\"  itemprop=\"text\" ><div class=\"read-more-link\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/translation-or-localisation-how-to-tailor-texts-to-the-global-market\/\" class=\"more-link\">Read more<span class=\"more-link-arrow\"><\/span><\/a><\/div>\n<\/div><span class=\"post-meta-infos\"><time class=\"date-container minor-meta updated\"  itemprop=\"datePublished\" datetime=\"2023-06-07T12:30:49+02:00\" >7 June 2023<\/time><span class=\"text-sep\">\/<\/span><span class=\"blog-author minor-meta\">by <span class=\"entry-author-link\"  itemprop=\"author\" ><span class=\"author\"><span class=\"fn\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/author\/rolf-heckenenglishbusiness-de\/\" title=\"Posts by Rolf Hecken\" rel=\"author\">Rolf Hecken<\/a><\/span><\/span><\/span><\/span><\/span><footer class=\"entry-footer\"><\/footer><div class='post_delimiter'><\/div><\/div><div class=\"post_author_timeline\"><\/div><span class='hidden'>\n\t\t\t\t<span class='av-structured-data'  itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" >\n\t\t\t\t\t\t<span itemprop='url'>https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Writing-for-international-markets.jpg<\/span>\n\t\t\t\t\t\t<span itemprop='height'>400<\/span>\n\t\t\t\t\t\t<span itemprop='width'>700<\/span>\n\t\t\t\t<\/span>\n\t\t\t\t<span class='av-structured-data'  itemprop=\"publisher\" itemtype=\"https:\/\/schema.org\/Organization\" itemscope=\"itemscope\" >\n\t\t\t\t\t\t<span itemprop='name'>Rolf Hecken<\/span>\n\t\t\t\t\t\t<span itemprop='logo' itemscope itemtype='https:\/\/schema.org\/ImageObject'>\n\t\t\t\t\t\t\t<span itemprop='url'>https:\/\/englishbusiness.de\/wp-content\/uploads\/2022\/11\/1_Logo_EB_4c_Claim_grau_M_300dpi_25cm.png<\/span>\n\t\t\t\t\t\t<\/span>\n\t\t\t\t<\/span><span class='av-structured-data'  itemprop=\"author\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/Person\" ><span itemprop='name'>Rolf Hecken<\/span><\/span><span class='av-structured-data'  itemprop=\"datePublished\" datetime=\"2023-06-07T12:30:49+02:00\" >2023-06-07 12:30:49<\/span><span class='av-structured-data'  itemprop=\"dateModified\" itemtype=\"https:\/\/schema.org\/dateModified\" >2025-09-30 20:49:24<\/span><span class='av-structured-data'  itemprop=\"mainEntityOfPage\" itemtype=\"https:\/\/schema.org\/mainEntityOfPage\" ><span itemprop='name'>Translation or localisation? How to tailor texts to the global market<\/span><\/span><\/span><\/article><article class=\"post-entry post-entry-type-standard post-entry-8325 post-loop-3 post-parity-odd post-entry-last single-small with-slider post-8325 post type-post status-publish format-standard has-post-thumbnail hentry category-business-communication tag-active-listening tag-communication-in-the-workplace tag-english-for-daily-business\"  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" ><div class=\"blog-meta\"><a href='https:\/\/englishbusiness.de\/en\/blog\/telephone-skills\/' class='small-preview'  title=\"Why (and how) you should still master telephone skills in 2023\"   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><img loading=\"lazy\" decoding=\"async\" width=\"180\" height=\"180\" src=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Telephone-communication-180x180.jpg\" class=\"wp-image-8327 avia-img-lazy-loading-8327 attachment-square size-square wp-post-image\" alt=\"Telephone communication\" srcset=\"https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Telephone-communication-180x180.jpg 180w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Telephone-communication-80x80.jpg 80w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Telephone-communication-36x36.jpg 36w, https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Telephone-communication-120x120.jpg 120w\" sizes=\"auto, (max-width: 180px) 100vw, 180px\" \/><span class=\"iconfont\" aria-hidden='true' data-av_icon='\ue836' data-av_iconfont='entypo-fontello'><\/span><\/a><\/div><div class='entry-content-wrapper clearfix standard-content'><header class=\"entry-content-header\"><div class=\"av-heading-wrapper\"><h2 class='post-title entry-title '  itemprop=\"headline\" ><a href=\"https:\/\/englishbusiness.de\/en\/blog\/telephone-skills\/\" rel=\"bookmark\" title=\"Permanent Link: Why (and how) you should still master telephone skills in 2023\">Why (and how) you should still master telephone skills in 2023<span class=\"post-format-icon minor-meta\"><\/span><\/a><\/h2><span class=\"blog-categories minor-meta\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/category\/business-communication\/\" rel=\"tag\">Business communication<\/a><\/span><\/div><\/header><span class=\"av-vertical-delimiter\"><\/span><div class=\"entry-content\"  itemprop=\"text\" ><div class=\"read-more-link\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/telephone-skills\/\" class=\"more-link\">Read more<span class=\"more-link-arrow\"><\/span><\/a><\/div>\n<\/div><span class=\"post-meta-infos\"><time class=\"date-container minor-meta updated\"  itemprop=\"datePublished\" datetime=\"2023-05-05T11:01:29+02:00\" >5 May 2023<\/time><span class=\"text-sep\">\/<\/span><span class=\"blog-author minor-meta\">by <span class=\"entry-author-link\"  itemprop=\"author\" ><span class=\"author\"><span class=\"fn\"><a href=\"https:\/\/englishbusiness.de\/en\/blog\/author\/rolf-heckenenglishbusiness-de\/\" title=\"Posts by Rolf Hecken\" rel=\"author\">Rolf Hecken<\/a><\/span><\/span><\/span><\/span><\/span><footer class=\"entry-footer\"><\/footer><div class='post_delimiter'><\/div><\/div><div class=\"post_author_timeline\"><\/div><span class='hidden'>\n\t\t\t\t<span class='av-structured-data'  itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" >\n\t\t\t\t\t\t<span itemprop='url'>https:\/\/englishbusiness.de\/wp-content\/uploads\/2020\/02\/Telephone-communication.jpg<\/span>\n\t\t\t\t\t\t<span itemprop='height'>400<\/span>\n\t\t\t\t\t\t<span itemprop='width'>700<\/span>\n\t\t\t\t<\/span>\n\t\t\t\t<span class='av-structured-data'  itemprop=\"publisher\" itemtype=\"https:\/\/schema.org\/Organization\" itemscope=\"itemscope\" >\n\t\t\t\t\t\t<span itemprop='name'>Rolf Hecken<\/span>\n\t\t\t\t\t\t<span itemprop='logo' itemscope itemtype='https:\/\/schema.org\/ImageObject'>\n\t\t\t\t\t\t\t<span itemprop='url'>https:\/\/englishbusiness.de\/wp-content\/uploads\/2022\/11\/1_Logo_EB_4c_Claim_grau_M_300dpi_25cm.png<\/span>\n\t\t\t\t\t\t<\/span>\n\t\t\t\t<\/span><span class='av-structured-data'  itemprop=\"author\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/Person\" ><span itemprop='name'>Rolf Hecken<\/span><\/span><span class='av-structured-data'  itemprop=\"datePublished\" datetime=\"2023-05-05T11:01:29+02:00\" >2023-05-05 11:01:29<\/span><span class='av-structured-data'  itemprop=\"dateModified\" itemtype=\"https:\/\/schema.org\/dateModified\" >2025-09-30 20:49:25<\/span><span class='av-structured-data'  itemprop=\"mainEntityOfPage\" itemtype=\"https:\/\/schema.org\/mainEntityOfPage\" ><span itemprop='name'>Why (and how) you should still master telephone skills in 2023<\/span><\/span><\/span><\/article><\/div><\/p><\/div>\n<\/div><\/div>\n<style type=\"text\/css\" 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