The Boston Red Sox had a mediocre team in 2024. They had too many left-handed hitters, not enough starting pitching, an undependable bullpen, and by far, the worst defense in the MLB. Sure, they won half their games, but they lost the other half – many of them games they should have won. Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)!

I believe today’s customers are overloaded and overwhelmed by too much information, so making any decision is a challenge. You may think this is only important to your marketing and salespeople, but in reality, it doesn’t matter how great your product or technology might be, you won’t succeed if you don’t understand your target customer’s decision process. Every aspect of your business must be about sales.

The corporate world loves buzzwords and slide decks. Words like “synergy” and “alignment” fly around in meetings as if they have some magical power to motivate people. But if you want to inspire people to drive real change, there’s a secret weapon that works every time: storytelling. Yes, good old-fashioned storytelling — the kind that gets people talking, connects teams and, believe it or not, fosters a little healthy competition.

This year marks a historical workplace milestone with six generations in the workforce at one time, from Traditionalists, who still hold many significant leadership positions, to Baby Boomers, Gen X, Millennials, Gen Z, and finally Generation Alpha, who are working their first summer jobs. That many generations in one organization can pose a particular set of challenges, specifically when it comes to communication, processes, and preferences.

It was early in my journey as a facilitator, and I was leading a development workshop on navigating your career to a room of seasoned leaders. I had only facilitated a few times before, and if I’m honest, I was more focused on keeping the energy up and making a good impression. I’d nailed a joke, tossed out another, and felt a surge of pride when the whole room burst into laughter.

A few years ago, I conducted a survey to understand the most frequent leadership mistakes that contribute to employee disengagement. Hundreds of global employee responses highlighted key trends, revealing what often causes leaders to lose their teams’ trust and motivation. While not exhaustive, these are the top warning signs identified.

Stories stick in our brains 22 times better than facts and figures. There's a reason why we tell stories to our children at bedtime rather than reading them fact-based reports. The human brain is wired for stories. Partly due to our evolutionary survival, and also due to our emotional limbic system, humans have often used storytelling as a cornerstone of belonging and inclusion.

Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. Top reps are articulate, assertive, and direct. And most importantly, they don’t use “weasel words” — words or phrases that subliminally undermine their credibility.

What will this emerging technology mean for service teams? Here are early thoughts.

Customer service organizations today are fighting an uphill battle. Service agents face record case volumes, and customers are frustrated by growing wait times. Often, to manage the caseload, agents will simultaneously work on multiple customers’ issues at once while waiting for data from legacy systems to load.

I have spent the past two decades on stages around the world as an auctioneer at the world’s top fundraisers and galas. I spend most nights negotiating with audience members to buy things at a higher price than they expect to pay when they walk in the room—it’s how I raise record funds for charities across the globe.

Hiring expenses are on the rise, with even small businesses often shelling out five figures for each new hire. Contributing factors include persistently low unemployment rates, an aging workforce, and a growing preference for freelance work. So when you finally find the right person for the role, it’s essential to onboard them quickly but effectively to make good on your substantial investment.

A few months ago, President Biden announced his plans to decline the Democratic nomination for the 2024 presidential election. Regardless of your political views, he made a decision that went against his interests for the greater good of the country. That, at its core, is transformational leadership.

As a venture investor and founder of Inspired Capital, I spend much of my time contemplating the strength of someone’s leadership.

Workplace culture became a critical business topic a decade ago, with more executives and HR leaders recognizing that shared values and behaviors drive engagement, innovation, and performance. Building a strong culture, however, requires visionary leadership. One framework I’ve been using to develop leaders in my coaching and training practice is based on the seminal research of organizational leadership scholar Dr. Jim Laub.

Throughout my four-decade career, as an author of over 100 books, and a professor of education, I have been driven to understand the behaviors of the most creative people. Everyone is capable of innovative thinking. Without realizing it, many of the common habits of the most creative minds were things you probably did in your childhood. Some of these impulses become stronger as you enter the workforce.

In today’s workplace, success is no longer about individual performance. It’s about building teams that work cohesively, communicate effectively, and share a sense of purpose. But how do you create a high-performance team? Is there a scientific formula to unlock team success? The short answer is yes—team building is both an art and a science, and the best leaders use a combination of research-backed strategies and intuitive people skills to cultivate strong teams.

You’ve been able to generate sales leads — prospective customers who may want to buy your products or services — and produced enough interest to draw them to your website or location. They’ve taken action to identify themselves by calling or filling out a website form. They may have even expressed precisely what they’re looking for and want to purchase. However, when you try to close the sale, they balk or ghost you altogether. What’s going on, and how can you fix it?

Sales organizations face constant pressure to close deals and hit targets, never more so than in a price-driven market where budgets are tight, and every dollar is scrutinized. But what can we learn from the best-in-class sellers, who time and again exceed these targets? What are they doing that their peers aren’t? Our 2024 Sales Maturity Survey reveals the proven practices used by top-performing sales teams globally, detailing how they set themselves apart from their rivals.

Everybody needs sales skills. We all have something we want others to buy into, whether it’s an idea we have, a proposal we want supported, or a product we are pushing. When our pitch is successful, others help us achieve our goals. When it’s not, we feel disappointed (and often less wealthy than we had hoped). I learned to sell when I was building my company, leadership communications firm The Humphrey Group, over a 30-year period.

If you’ve ever worked the front lines, where you’re directly dealing with customers, you know that sometimes, a customer can’t be satisfied. It’s always a challenge dealing with a difficult customer, but many times, companies have hard and fast rules for how to engage with these customers, leaving employees in the position of facing anger, frustration, yelling, and even sometimes rage.

If leaders want to build a workplace that better prioritizes mental health, the buck stops with them. At the Fast Company Innovation Festival, three executives - Elyse Cohen, executive vice president of social impact and inclusion at Rare Beauty; Andy Dunn, CEO at Pie; and Linus Karlsson, chief creative officer at Ikea - spoke transparently about their own experiences with and research about mental health at work.