Ask any salesperson about the biggest challenge they face along the customer journey, and they’ll probably say “sales objections.” Every seller has lost a prospect due to a concern expressed about pricing or a product’s ability to solve a specific problem.

The constant connectivity. The steadfast march of technology. The "know everything" environment. It's all changing the way you, me, and your customers perceive a company or brand. In some cases, our perception is influenced by word of mouth — recommendations from friends, online reviews, tweets, and Facebook rants. In other cases, it's our own experiences — both online and off — that shape the way we think about a brand.

CEOs often prefer to focus on the positive. After all, it’s a good place to start when it comes to learning lessons and finding takeaways from both successes and miscues. But CEOs also benefit from learning how to recognize when they’re exhibiting bad leadership qualities.

Public speaking isn’t an easy thing for every leader, but you have to conquer the fear factor if you’re planning to represent a business. By focusing on your passion for going into business, sharing authentically, and continuing to practice being in front of a room full of people every chance you get, you’ll be a pro at it in time.

A study by MIT Sloan Management Review shows that toxic corporate culture is the top predictor of employee turnover. In fact, it’s 10 times more important than compensation. Salary didn’t even make the top five predictors.

In February 2022, Netflix released an eye-opening documentary titled “Downfall: The Case Against Boeing”. The documentary is centered around the fall of Boeing after the two back-to-back crashes of their newest 737 Max model — causing the deaths of 346 people on board only minutes after takeoff.

Have you ever been caught in the trap of making tradeoffs between doing well and doing good? A short-term focus on revenue at the expense of all else can be not only stressful and exhausting, but in the long-run hurt profit and growth. There is a better way.

Imagine that you’re a prospect working with two salespeople from competing companies at the same time: one uses hard sell tactics and the other uses soft selling techniques.

The first sends you an obviously canned email asking for a five-minute call, followed up with a demo, the demo with a pitch — and before you know it, they're asking for the close.

A simple take on prices is that they are an obstacle toward the purchase of a desired product or service. Companies, therefore, see a legitimate need to reduce “friction” in the transaction, which they accomplish by reaching into a seemingly bottomless bag of tricks, ranging from the subtle to the egregious.

Showing gratitude isn’t just a nice thing to do – it also makes an impact.

According to a study by Harvard, “expressing gratitude helps people feel positive emotions, relish good experiences, improve their health, deal with adversity, and build strong relationships.”

Being great at sales is, in part, being great at asking questions.

The reason – questions help you understand your buyer’s situation and, just as important, your buyer themselves. This helps you co-create a solution with them that provides value to both parties.

Do you feel like you’ve hit a wall in your success – either in your personal life or professional development? Like there’s nowhere else to go but down or sideways? Being stuck and not knowing what to do about it is one of worst feelings in life, no matter who you are and what you do. But the good news is there’s a way to get un-stuck, and it starts with you and your leadership ability!

What CEO has time to reflection? Few. And yet, I'm constantly urging those at the top to take a breather -- to meditate, think examine. In the words of researchers at MIT: "The process of reflection helps us to develop our understanding more deeply and to make our intuitive knowledge shareable with others."

What CEO has time to reflection? Few. And yet, I'm constantly urging those at the top to take a breather -- to meditate, think examine. In the words of researchers at MIT: "The process of reflection helps us to develop our understanding more deeply and to make our intuitive knowledge shareable with others."

Though they might look like the same people, those who left the office at the start of the pandemic have dramatically different priorities, expectations, and needs than those who are returning today, according to Microsoft’s second annual Work Trend Index.

On the surface, it’s easy to see products as the center of your sales strategy. After all, products and services are the things you sell. It’s natural to build a strategy around them. You want to highlight their best features, compare to the competition, and price to make a profit. However, as easy as this sounds, it’s just not realistic.

Think about the last time you received service that was exceptional. And by exceptional, I mean exceptionally good or exceptionally bad. How you were communicated with is often what shapes your impression — good or bad.

Anytime you're selling, you're trying to balance the price you're asking for with the amount of value you're providing your customer. If you want to get the highest price possible, for instance, your goal is to convince your customer of the amount of value they're getting in exchange.

The fact is, better customer experiences are better for business. Great CX means your customers are happier, feel taken care of, and are more loyal—all of which leads to more profits. It takes the right tools and data to fuel those experiences, and a lot of it is already at your fingertips.

The old proverb says, “If you give a man a fish, he will eat for a day. If you teach a man to fish, he will eat for a lifetime.”

But too often, managers fall into a habit of simply giving their employees a fish — or in this case, all the answers. “Do as I say, and you will succeed” is, unfortunately, not an uncommon approach to management.