As many of us continue to work from home, it’s natural to form new habits and mindsets to navigate a new way of working. While some of these behaviors may feel helpful in the moment, they may not serve you well as we consider life post-pandemic.

The amount of product and service information available to B2B customers—reports, blogs, display ads, email marketing, and more—has become overwhelming, leading to indecision and a sharply reduced likelihood of making a substantive purchase.

The best reps have turned this conundrum into a prime selling opportunity. Above all else, they help buyers make sense of the information they’ve encountered. Their approach is a form of sensemaking, and it encompasses three broad activities.

Your sales team is the backbone of your business. I can imagine that you’d like to increase their sales revenue consistently month by month. With sales coaching you can tangibly improve your sales team’s output with focused goals you’d like to achieve. At Predictable Revenue, we believe it’s one of the most valuable investments you can make in your business.

"Embrace customer complaints" is probably a cringe-worthy idea to some of you. The thought of negative feedback may trigger something inside of you that frankly, makes you want to crumble up all the papers on your desk or just throw your laptop against the wall. Wait, please, help is on the way.

At my company, we LOVE to get negative feedback. It's rare and candidly, if there was a lot, maybe my team wouldn't embrace it as much. My company is able to do well even though we don't have a gold standard service method like The Ritz-Carlton hotel or follow ten core values like Zappos.

Receiving a request for proposal (RFP) can be a great opportunity to grow your business.

But, for a lot of business owners, RFPs are complicated, overwhelming, and downright terrifying.

In this article, we’ll give you 11 practical tips to improve your business proposal writing skills and show you exactly what to do the next time an RFP lands in your inbox.

When they say that "the customer is always right", they might just have a point.

In Singapore, a survey conducted by U.S.-based experience management company has revealed that offering poor customer service experiences can lose businesses a crazy amount of revenue – to the tune of US$11 billion per year, in fact.

I surveyed 53 sales managers, asking them (among other things) what essential skills their top-performing salespeople possess. Okay, it wasn’t an actual survey.

However, our team at Sales Readiness Group (SRG) recently completed rolling out a sales training program from a large sales organization, and I was reviewing my notes from interviews with frontline sales managers as part of the customization process.

Virtual work—with its benefits and drawbacks—is not new. But its pace accelerated at a dizzying rate in 2020. Now, people don’t want to return to the office. That doesn’t mean they can’t be committed and productive through astute virtual leadership. Ensuring such leadership should become a key priority for organizations.

The business world has arguably seen more disruption in the last nine months than in the last nine years, bringing new and urgent demand for change. Initiatives are being launched by the dozen, adoption can’t happen fast enough, and the stakes are higher than ever. In the midst of a Covid-induced recession, and with some industries on the brink of extinction, change isn’t about fine-tuning — it’s existential.

Microsoft’s chief executive officer, Satya Nadella, often speaks of how his career — and his company — have been shaped by empathy. Nadella views empathy as a quality to be consciously cultivated, practiced and applied — “not just as something nice to have but (it) is core to (the) innovation agenda in the company,” according to a Quartz India article. In addition, he believes empathy can be a differentiator when working with clients.

There is no doubt that coaching is an effective tool for developing people and teams. Research shows that training and coaching can lead to an 88% increase in productivity, versus 23% from training alone, and an organization’s return on investment (ROI) in training increases from 22% to 88% when supported with coaching. The question is, how do you use coaching in your organization to really make a difference?

From time to time, I help clients recruit for key roles. Unlike recruiters, I don't work on a contingency because I take responsibility for the entire recruiting process from soup to nuts and then the client makes the decisions on who to hire. They pay a fee for services. I specify the requirements, write the job postings, attract and source candidates, take the initial application, get them through Objective Management Group's (OMG) accurate and predictive candidate assessments, review resumes, conduct the first interview and then recommend candidates who are perfect fits for the roles.

According to our 2020-21 Sales Performance Study, only 53% of salespeople are achieving their quota. The reason it’s so tough to sell? It’s harder than ever for sellers to please buyers. And most sellers aren’t approaching buyers in the right way, which means they’re facing more challenges than ever as they try to make a sale.

In October 2021, Korn Ferry released a global report showcasing the pressure on talent acquisition in the year ahead. More than half of the professionals surveyed believe employee turnover will continue to grow in 2022 – and almost a third would quit their current job even if they didn’t have another one lined up.

A Cognitive Scientist at Seattle University, Therese Huston’s passion is straightforward, “I try to help smart people be smarter at work. It’s that simple.”

Huston is also a public speaker, consultant, and author, having just published her latest book Let’s Talk: Make Effective Feedback Your Superpower in early 2021.

For generations, the standard way to learn how to ride a bicycle was with training wheels or a tricycle. But in recent years, many parents have opted to train their kids with balance bikes, pedalless two-wheelers that enable children to develop the coordination needed for bicycling—a skill that is not as easily acquired with an extra set of wheels.

Many companies find it hard to prioritize ideation. Here are five ways to break the pattern and gather a wealth of ideas for your organization.

In today’s rapidly changing world, it’s easy to think that most companies are innovation factories—full of ideas for new products, services, and processes.

With the last 18 months changing the sales landscape in ways no-one could have predicted, it’s time to pause and think about the future. A successful sales organisation needs a defined vision, a skilled team, and an obsession with the customer.

Pre-pandemic sales people used personal contact (a firm handshake, wining and dining, etc.) to build customer relationships. Now that it looks likely we'll be living with some form of Covid for the next few years (and maybe forever), a winning face-to-face personality will get you absolutely nowhere. Ditto with the "I'm successful so you should buy from me" personal semiotics, like the tailored suit and the Rolex.

One of the biggest challenges for a sales organization is moving upmarket. For example, if an organization targets the small- and medium-sized business market (SMB) and now want to target enterprise customers — that’s where the money is — they need to rethink how their representatives sell.