Pair Development of Skills to Accelerate Your Organization’s Progress L&D leaders are realizing the need to revise their development offerings for the coming year. Many businesses are operating differently. As a result, the skills that will enable employees to succeed must adapt as well. Just as a mature Cabernet Sauvignon pairs nicely with filet…
If the past few years have taught us anything, it’s that we can adapt when we need to. Businesses in all industries have found new ways of getting things done, and some changes were literally implemented overnight. If our organizations are going to keep up, we certainly need to make sure our leaders continue to…
The sales landscape has changed, maybe forever. Face to face meetings where we have had the opportunity to develop relationships and trust are now virtual. Sales professionals and teams must be equipped to create a more engaged and connected virtual experience, which requires a significant shift in selling skills. Dale Carnegie’s approach to selling in…
As the pandemic has dragged on, you’ve probably come to accept that presenting virtually will be the status quo for the foreseeable future. While many of us have fallen into the routine of participating in virtual meetings and presentations, salespeople who continue to develop their skills will differentiate themselves from everyone else. The first…
As the pandemic has dragged on, you’ve probably come to accept that presenting virtually will be the status quo for the foreseeable future. While many of us have fallen into the routine of participating in virtual meetings and presentations, those who continue to develop their skills will differentiate themselves from everyone else. The first…
How to Prepare New Managers for Tough Conversations The transition from peer to manager is a tough one. In addition to striking a healthy balance between “leading” and “doing”, new managers need to hold their teams accountable for achieving results. As if these conversations aren’t challenging enough to begin with, it’s also likely that…
Have you ever found yourself frustrated at trying to give people what they need? What makes one person happy may upset someone else. The reality is that we’re all wired just a bit differently, with a unique mix of experiences and needs. When we meet a person who understands where we’re coming from and what…
Leaders have implemented many strategies to get their salespeople to cold call and focus on new business development. Compensation plan changes, bonuses, contests, even intimidation, may result in short-term compliance. However, the best results come from embedding consistent prospecting into the DNA of your sales team. New customers are the lifeblood of most companies. We’re…
Technical experts often complain that company executives won’t take their advice. While many organizations are filled with bright and capable teams, they frequently struggle to leverage their expertise, especially at the executive level. Executives are incredibly busy and spend most of their time in meetings. It’s no surprise that they form perceptions of your team’s…