Not long ago, two colleagues and I found ourselves in an online meeting, cornered by three wildly overzealous sales professionals. They were selling a tool my company was evaluating, and their pitch behavior was so bizarrely unhinged, I half-expected Lorne Michaels to walk in and yell, "Cut! Great rehearsal, everyone!"
Imagine two colleagues and me, being bombarded with obvious, leading questions delivered with over-the-top enthusiasm from a group of aggressive salespeople.

Do you understand your customer?
If you’re running a sales organization worth its salt, we know you do. And are you well-informed on the challenges your buyers are facing? We bet you’re doing your best to keep up.
But is your sales organization equipped to keep up with these client changes—which we know are making the sales cycle longer, more complicated, and more transactional for most businesses?

How a business handles customer service interactions increasingly defines its online reputation, yet, according to our recent survey that gives a list of the best and worst customer service brands, many are still getting it wrong. Brand reputation and online image can draw new customers or deter them, therefore we all need to be asking, “how do we get customer service right?”

For many small business owners, the word “sales” can make you cringe. If that’s you, it’s time for a mindset shift. Too many business owners, especially women, view selling as something pushy, awkward, and even sleazy. But the truth is that sales is the lifeblood of your business. Without sales there is no revenue, and without revenue there is no business. Millionaire entrepreneurs embrace sales.

“I’ve hired a team of stars, but I really need them to work like a constellation,” a CEO once said to me. It’s a great line and captures a frustration I’ve heard so often over the last 20 years of coaching the world’s top teams. This particular CEO did what most leaders think impossible: he was chasing down a moonshot 10x growth goal while freeing up 30% of his time. The breakthrough came when he realized that despite hiring exceptional talent, his hub-and-spoke leadership style was creating a bottleneck.

How good are you at decisions? Here’s how to up your game. Making decisions is a key function of leadership. Leaders must make complex decisions that affect the lives of their teams, businesses, and communities. Expertise in the fine art of making decisions can empower you to make good ones while creating a culture that fosters collaboration and innovation.

John was a talented engineer, quietly excelling in his role at a large tech company. His managers appreciated his efforts, but few saw him as anything more than a skilled individual contributor. That all changed when the company implemented a comprehensive leadership potential assessment program. To everyone’s surprise, John’s results revealed exceptional leadership traits—learning agility, tolerance for ambiguity, capacity to problem-solve, and strategic thinking.

Since the introduction of modern education systems, leaders have approached development as a series of chapters, or even a collection of short stories, rather than a lifelong learning journey that starts in infancy and continues through adulthood. Think about it. We all progress through early education, primary schooling and beyond, leading to various opportunities such as higher education, workforce entry, or skill development.

What are the key challenges for B2B marketers in 2025, and how are others looking to overcome them?

That’s the focus of the latest survey report from Sopro, which incorporates responses from more than 400 senior B2B decision-makers, along with data from 97.9 million emails, to provide some key notes and pointers to assist in your outreach strategy.

Your sales are down. You need an influx of new customers. Often the first step is segmenting your prospects into groups, whether by industry, product type, service type, or some other categorization. Then the marketing blitz begins. Maybe you create a special offer on a product. Or a discount for new customers. Or just put up some billboards to build general brand awareness. But the needle doesn’t move that significantly.

A couple of months ago, I visited a well-known establishment in Miami for dinner. Even though it was a regular weeknight — not nearly as busy as a weekend rush — I noticed one of the staff members seemed completely overwhelmed. The table next to me was making endless demands, and the employee was visibly stressed, trying to accommodate them all. Watching this unfold, I couldn't help but think: "Is this really how businesses should operate?"

In the fast-paced world of business, staying ahead of the curve is not just advantageous—it's essential. The market is in a constant state of flux, influenced by technological advancements, shifting consumer behaviors, and evolving competitive landscapes. For businesses, this means that a once-effective sales strategy can quickly become outdated, risking the loss of market share and relevance.

In a crisis, the knowledge and experience of the people in the room is always smarter than any one single person in it. This collective, networked intelligence—what we might call “the wisdom of the room”—is a critical resource for teams navigating high-stakes, complex, rapidly adapting problems. However, the wisdom of the room is not something that teams can automatically use, especially during chaotic situations. Teams are often more productive and creative when they add cognitive diversity and include different skill sets, backgrounds, and perspectives.

While most of us accept that artificial intelligence isn’t going to take over the world just yet, there’s a growing recognition that businesses and their employees are going to have to adapt their skills pretty swiftly. According to the 2024 Global CEO Survey from consulting firm PwC, seven out of 10 CEOs believe that AI will significantly change the way their company creates, delivers, and captures value over the next three years. On the plus side, 41% believe it will increase revenue.

As hard as it is for me to believe, it’s been more than three decades since Stephen Covey wrote his book, The 7 Habits of Highly Effective People. The book was a smash bestseller and had a positive impact on readers for many years after it was published. While Covey honed his list of habits down to just seven, there are many other things that highly effective people do to become successful. Here are 21 that you can put to work in your own life right now.

Ready to transform how you use AI tools? Learn how to refine your prompts, avoid common pitfalls, and maximize the potential of generative AI tools. Generative AI tools like ChatGPT, Gemini and Copilot can be powerful. Even though generative AI is a fairly new technology, a powerful limitation on its use dates back to the 1950s or earlier: GIGO. GIGO means "garbage in, garbage out." If you ask AIs the wrong questions or don't ask them correctly, you're pretty much guaranteed to get nonhelpful answers.

Most of us think great marketing is all about closing the deal, but what if telling people they don’t have to buy is the real secret? Maybe you’ve experienced this too, that moment when someone shares an idea that feels so against your instincts, you want to reject it outright. That’s what happened when my friend, behavioral scientist Nancy Harhut, introduced me to her counterintuitive marketing strategies last year at SXSW.

Value-based selling is an essential skill for sales professionals, especially in markets where price often becomes the determining factor for clients. In many cases, these decisions occur because the products or services appear similar, leaving price as the only differentiator. When this happens, the issue often stems from a failure to effectively communicate the value that goes beyond the cost. Shifting the focus from price to value requires a structured approach. A simple three-step process can help sales professionals present value in a way that resonates with clients.

These days, customers aren't just looking for a great product or service. They want an experience that's smooth, hassle-free, and feels like it was designed just for them. If you're not delivering that, your competitors are ready and waiting to steal them away. Salesforce's "State of the Connected Customer" report makes it clear: 80% of customers say the experience a company offers is just as important as its products or services.

Modern media will have you believe sales motivation is best delivered in the form of an inspirational quote. But, while an inspirational quote can go a long way, it’s simply not going to fix any deep-rooted sales performance issues. Unfortunately, there is no one-size-fits-all approach when it comes to diagnosing and fixing a performance issue on your sales team. That’s why we’ve created this sales performance checklist. This sales checklist will help even the most seasoned sales leaders pinpoint and correct problems happening on their teams.