Innovation is not a choice. However, a lack of insight often results in a lack of innovation. Leader insights improve innovation. When insightful leaders recognize the need to change, they ensure their business is prepared to innovate, before it’s too late.
Have you thought about future-proofing your customers? In thinking about future-proofing your people, it makes sense to start with your customers. The statistics are staggering. According to Outbound Engine, acquiring a new customer can cost five times more than retaining an existing customer. We wouldn’t be surprised if the actual cost is far greater […]
Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your client is receiving for the work you do together. Get serious about doing this analysis.
Leaders who are known for their insight identify fresh trends and actively prepare new products and services—before a need or problem is even identified. They instill an innovative mindset throughout their organization. Insightful leaders simultaneously improve efficiencies today, and prepare for the demands of tomorrow.
Vietnam has been the hot topic lately. After a visit recently, I saw first-hand the potential along with the challenges. Clients are definitely evaluating changing the source of supply to Vietnam. And the question is: should they? Or, alternatively, the question is: Are they moving fast enough? Although there are infrastructure issues, the most successful clients […]
The art of listening is essential for mindful leaders. When we think we already know what someone is going to say, or hear something that contradicts what we think or feel, we often stop listening. We fail to acknowledge that we don’t know what we don’t know, and begin crafting a solution and response. In the process, we hold on to bias, beliefs, and pre-conceived notions.
Are you investing in your employees? If you have employees who want to do a good job but who don’t have the tools and skills to accomplish this goal, you’ll end up with frustrated employees who are not engaged. What percentage of your employees do you think are in this position? In our client experience, […]
Although the art of listening is frequently the difference between leadership success and failure, it is often taken for granted, and rarely taught in schools—at any level. We have an urgent need for leadership development in the art of listening.
Every gatekeeper is a potential obstacle holding you back from getting the sales results you’re looking for. But don’t blame them if they are successful! It’s your job to manage them. Do this skillfully by implementing all three types of strategies I’ve outlined and transform your stuck deals into accelerated sales success.