Is empathy a more powerful indicator of success than sales numbers?
Lisa McLeod, author of five best-selling books including Selling with a Noble Purpose, says the sales industry is focusing on the wrong targets. Sales quota attainment is a lagging indicator, and over-focusing on it can actually damage your team’s ability to perform.
Why the strongest leaders are empathetic leaders
When you think of the best managers or leaders you’ve ever worked with, what do you think of? Chances are, they weren’t overly egotistical, controlling, or mean.
How to Win More Deals by Making Better Human Connections
People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.
How hostage negotiators win - and how you can too
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.
How the Planning Fallacy Can Make or Break a Deal
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.
