Many sales pipeline problems begin the moment your business allows the wrong opportunity into the system. Do you have an ideal customer profile? When we consult, most companies tell us they do. The next – and most significant – question is usually this: Does your pipeline obey...
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If your business only moves forward when you or your senior leaders step in to intervene, you have a management system problem rather than a people problem. That may sound blunt. It’s meant to. Because many leadership teams misdiagnose inconsistent sales performance as an issue of talent,...
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Emotional intelligence in sales leadership rarely gets first mention when senior leaders appoint a new sales leader or manager. Often, what comes up more in the discussions are: Revenue history Quota overachievement Big accounts won A strong personality who “knows how to close.” All sensible criteria. All...
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Psychological safety has frequently been raised in the last few years as a significant component of successful sales teamwork. It is. But as a senior leader, you will also realize that psychological safety has wider implications than wellbeing at work alone. It’s a critical lever in performance,...
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Sales leaders don’t need to be constantly agog and excited about artificial intelligence. You already use AI-driven tools for data analysis, forecasting, and reporting, and none of that is new. What‘s increasing every day is the spread of large language models (LLMs) such as ChatGPT, Claude, and...
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Like us, you’ll have noticed how customer experience (CX) collapses under pressure in the run-up to the festive period. You may also have decided to ignore some brands in the future. That’s a red flag for all businesses. Why? Because your competitors win if the following kind...
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