Ask any sales leader whether they want to build a high-performing team and the immediate, and obvious, answer will be, “Yes.” But what are the specific best practices that support this goal? Here are three that we have observed in organizations that are thriving thus far in 2021. First, and foremost, create clarity about the … Read more
We are finally starting to see COVID-19 vaccines being distributed, and they will soon be made available to the general public. Best case scenario, these vaccines will accomplish what they’re made to do and produce antibodies to tackle the virus, in case we come in contact. So what does this mean for our organizations and … Read more
By Kirstie Tiernan, principal, BDO Digital The portrayal of artificial intelligence (AI) in movies and science fiction often leaves workers fearing that they could be replaced by robots. While this fear is not entirely unfounded, it does require qualification. The AI available today falls short in many of the ways that human thinking excels: AI … Read more
There’s that word again: empathy. It’s buzzing this year. Forbes named it the No. 1 skillset to shift in 2021. “Empathy is connecting to the emotions that underpin an experience, not necessarily having to connect to the experience itself.” — professor and author Brené Brown, Dare to Lead A friend of mine, in New York … Read more
Here’s a tricky question, from the Sandler Research Center, for any business leader responsible for customer success or net revenue retention. Of all the clients who changed suppliers last year, 68% did so because: They were offered a better, shinier, “deal.” They were offered a lower price. They no longer felt valued by the incumbent … Read more
“Unity is strength… when there is teamwork and collaboration, wonderful things can be achieved.” — poet Mattie Stephanek Collaboration is empowerment. Collaboration is not giving up something. Collaboration is a way to move forward, move ahead and move beyond challenges with input, perspective and insight. When you collaborate, you focus on what is best instead … Read more
Some kindness is a courtesy, such as holding the door for the next person to enter or exit. Some kindness is situational, like when someone asks you what you think of a look, or how they did presenting, and you offer something positive in response. And, some kindness is from the heart…genuine, almost guttural, and … Read more
Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, you are well on your way to implementing your new business and client retention plan for 2021 – or are you? If you are struggling with how to organize your selling time, and … Read more
While the ringing in at midnight to celebrate, and welcome, 2021 might have been something even more desired this year than ever before, there is always something about each New Year that holds promise, simply because of the turning of the calendar. Or does it? Is it that January 1 is magical? Is it that … Read more
Given the upheavals and uncertainty of this past year, many leaders and salespeople are wondering: What skills and adaptations, will be necessary to survive and thrive in 2021? I would suggest you review and evaluate these four trends as you plan for the year to come. Virtual Selling. It’s here to stay. That doesn’t mean … Read more
