Losing customers without any plan to mitigate the situation is a surefire path to ensure your business goes under. If you’re seeing a decline in customers, there could be various reasons for why that’s the case, like poor customer service, inconsistent pricing, or lack of training for your sales reps. Digging into why you’re losing customers doesn’t need to be a big mystery to solve. However, understanding why you might be losing customers is essential so you can create and implement a plan to recover and retain your clients.

What do sales leaders look for when hiring a salesperson? To find out, we asked sales leaders at some of the most innovative companies in the world – Gong, LinkedIn, IBM, Salesforce, Equifax, and others – that exact question via our How I Sell newsletter. And interestingly, there was a lot of overlap in their answers. Many of the respondents used the same words over and over again.

The workplace is undergoing a radical transformation. Generational shifts, technological advances and economic turbulence have created an environment where traditional corporate ladders no longer inspire talent. Today’s employees prioritize purpose, growth, and human value over impressive titles and managerial power. In the past, successful careers meant ascending narrow departmental rungs, starting from the mail room, and gradually working your way up to an executive corner office.

In today’s world of intolerance, conflict, and divisiveness we would all benefit from more kindness and emotional intelligence. And some organizations are truly trying to build these skills. In research cited in HBR a while back, we learned that 20% of U.S. companies now offer empathy training to their managers and leaders. That’s a great beginning. And as a leadership and culture coach, I applaud it.

“If I had an hour to solve a problem and my life depended on the solution, I would spend the first 55 minutes determining the proper question to ask . . . for once I know the proper question, I could solve the problem in less than five minutes.” So said Albert Einstein, arguably one of the greatest minds of modern times.

Customers can be unforgiving in the marketplace with lots of competition across industries, that’s why it’s imperative as a business owner to make sure you are providing a memorable experience. Award-winning speaker, author, and skills trainer Patricia Fripp once said, "It's not your customer's job to remember you; it's your obligation and responsibility to make sure they don't have the chance to forget you."

Have you ever searched for an item on Amazon and you not only found the item you were looking for, but found around 100 variations of the same product. They appear to be the exact same thing but since there is a huge difference in price, you look closely and learn that the cheapest products are Chinese rip-offs that don’t work, don’t last, and don’t include the same features.

As part of my financial planning business, I offer free introductory meetings. Recently, a potential client indicated in her pre-meeting questionnaire that she would like to have two times her current salary in retirement. To avoid boring you with math, let me just say that this is fairly impossible in most situations. For a basic example, if you earn $100,000 per year and want to have $200,000 in retirement you would need to have approximately $5 million invested, which is fairly difficult to accumulate using a $100,000 salary.

As we step into 2024, the landscape of sales is evolving rapidly, shaped by technological advancements, shifting consumer behaviors, and the ever-changing business environment. Let's delve into the key sales trends that are set to define the year ahead, drawing insights from various research papers and my own observations.

As I approach my 100th birthday, I’m often asked for advice on how to succeed in business and in life. I have a pretty standard set of advice that applies to most circumstances. It’s worked pretty well for me, and it’ll work pretty well for any other person who uses my methods. I don’t claim that they’re perfect for everybody, but I think many of them contain universal values and can’t-fail ideas.

In a recent interview with podcaster and former monk Jay Shetty, Dalio distilled his decades of experience into a five-step process, promising a map for success that's as effective as it is simple. The beauty of it is that you don't need to be a Wall Street genius to apply it. Anyone with the will and determination to succeed can use it as a guide to navigate their own journey.

Someone in your life has probably uttered the clichéd (but true) wisdom that “you can’t buy more time.” The art of managing the seconds, minutes, and hours we have at our disposal is a lifelong project—but what if we’re looking at things all wrong? What if, instead of focusing on building time management skills, we started bolstering our energy management skills?

Many bad habits can hinder your goals — but the “most self-destructive” habit is so common, that you may not realize just how damaging it is. As human beings, we can’t help but to compare ourselves to others, and comparison is the deadliest thing we can do to ourselves because we will always come up short,” Simon Sinek,

Sales has always been a dynamic and evolving field. As we move further into 2024, we are seeing a continuation of this trend, with fresh methodologies, technologies, and strategies emerging at an unprecedented pace. Here, I delve into some of the most impactful sales trends of 2024 that are reshaping the way we connect, engage, and drive growth.

I first learned about the importance of this from the father of a woman I was dating. This woman was special, and I knew I wanted to marry her. First, I had to make it through the difficult conversation with her father. Fortunately, he gave his permission, along with some advice. He told me, "You need to learn to read her mind." When I replied I wasn't a mind reader, he repeated his advice but didn't elaborate.

Discussion of generative AI has maintained a fever pitch since OpenAI released ChatGPT-3.5 in late 2022. Many leaders’ instinct is to provide direction and codification when trying to drive adoption of new tools. This is particularly true in sales, a function rooted in processes, playbooks, scripts, and templates. However, driving adoption of generative AI as a new way of working — leading sellers toward creative use of generative AI, and helping them to use it as a coaching and learning aid — requires a very different approach. The author offers four steps to get you started.

One of the most fruitful (and enjoyable) things you can do is to prioritize being in relationships with people you enjoy. Even if none of them are or work directly with your target clients, they each represent hundreds, if not thousands, of people they know. And chances are, people within their network are, or work with, your ideal clients.

“You don’t know everything. And because you don’t know everything, you can’t be expected to have all the answers,” Li, a San Francisco-based executive coach, recently told LinkedIn’s “The Path” podcast. “When you can practice humility on a daily basis ... you can be open to a learner’s mindset and that is absolutely crucial.”

At its launch in October 1983, this influential software was known as Multi-Tool Word, and not long after, changed to Microsoft Word for Dos. Back then, there were more than 300 word-processing programs across multiple platforms. People of a certain age will remember WordStar or WordPerfect, yet in a little over a decade, Word eclipsed these rivals. By 1994.

The employee’s job recommendations were impeccable: glowing write-ups from former managers, and a handwritten note from a well-known CEO. And yet he applied for job after job and did not receive interview offers. Was it because he was 61 years old?