1. Understand the baseline characteristics to assess, consider and weigh Empathy: Without empathy, one cannot pick up on the subtle clues and cues provided by others. Not to be confused with sympathy, empathy enables one to see and feel the prospect’s perspective while also bringing the other side of the discussion to light for the…
Can it be outsourced? In many cases, yes, particularly in a B2C environment. If you’re in the B2C space and leadership has no natural talent in this area and the initiatives for success seem daunting without adding the task of sales to the mix, this might make a great deal of sense. Certainly, worth exploring.…
Do you want a manager or a leader? We all recognize the well-known path of successful salespeople being promoted to sales manager. Only for painfully too many, they then provide mediocre performance to the organization. However, when the sales-management role is leadership-centric vs. management, the likelihood of success is greater. Conversely, they do much worse…
“Of all the will toward the ideal in mankind only a small part can manifest itself in public action. All the rest of this force must be content with small and obscure deeds. The sum of these, however, is a thousand times stronger than the acts of those who receive wide public recognition. The latter,…