Effective leadership extends beyond simply completing rote management tasks: It requires a high level of emotional intelligence (EQ). This crucial skill, encompassing the ability to understand, manage, and express one’s emotions and handle interpersonal relationships ethically and empathetically, has become essential to leadership success. EQ is not only about being aware of your emotions, but also about using that awareness to lead, inspire, and positively impact your team and organization.

Over the last twenty years, I've coached and trained hundreds of leaders to be more effective on the people side of the business. Observing middle and senior-level managers overcome their limitations and develop greater emotional intelligence to become better leaders has been an immensely gratifying experience.

In the ever-evolving realm of sales, the conventional pursuit of securing a "yes" may often lead to frustration and missed opportunities. This article focuses on the art of analyzing prospect responses and bringing a new meaning to sales success. You’ll learn why there's value in a "no" and how to reclassify a successful pitch with receiving an answer rather than just a "yes”.

Knowing how much revenue a potential client could generate is helpful when qualifying a sales opportunity. Knowing their sales potential lets you better assess if that company can afford your offer. If you're dealing with an existing client, understanding their total revenue potential can also help you better assess if there might be additional upsell potential. If you're in the market to buy a company, you might also want to estimate their sales.

In the world of sales, there is a time-tested secret weapon that has the power to make or break deals—the recommendation. A recommendation is a powerful tool that can have a significant impact on a customer's purchasing decision. It carries the weight of trust, credibility, and social proof, making it an invaluable asset for businesses looking to boost their sales.

Exceptional salespeople don't separate themselves from the pack by doing what everyone else is doing and hoping for the best. They go above and beyond, and you can't do that if you lean exclusively on conventional sales skills. No, the best reps demonstrate advanced sales skills — ones that can help frame you as an authoritative, helpful, empathetic guide with expertise relevant to your prospect's circumstances.

At a time of extreme political polarization, heightened racial tensions, and cross-cultural conflicts in the United States (and beyond), how can we encourage Americans to build relationships with—or even just try to understand—people who have different backgrounds or views from their own? And how can scientific research help us chart a positive path forward for our multi-racial, multi-ethnic democracy?

Saying yes to every opportunity that comes up can help you achieve a certain level of success. However, continuing to operate from a place of automatically saying yes can often hold you back from achieving your next level of success, whether that be climbing the career ladder or running a successful company.

Leaders will remember the 2020s as distinct for many reasons, most of all for the unprecedented number of changes. Consultants and journalists rushed to their keyboards to make it all make sense. What should learning leaders do with this information? This article will help you cut through the noise — providing best practices for developing leaders who can navigate the current landscape of change and futureproof their organization when more changes come their way.

Becoming a successful manager is no cakewalk. It involves working both sides of your brain to manage tasks and lead people. That means building trust with team members and continuously improving oneself. So, what are the qualities that make a successful manager? Let's revisit classic Google research that still stands the test of time. In 2009, Google launched Project Oxygen with the intention of developing better bosses.

Selling often means speaking to people who've never heard of you. You might think of them as "cold leads," which is a bit impersonal. After all, they might very well become your best customers — in time. The problem is credibility. Without it, customers won't be receptive to your sales pitch. You can't blame their cynicism, either — the perils of overpromising in sales are well-known, even among the public.

Salesloft is trying to make salespeople's jobs easier with the help of AI. The sales engagement platform is incorporating IBM's Watsonx artificial intelligence into its interface to enhance seller capabilities, the Atlanta-based Inc. 5000 company shared in a press release. IBM's technology offers a "prompt lab" that can summarize meetings or reports, generate insights and takeaways from content like product reviews, and create a customer assistant through a chatbot template.

Within your organization, you may have noticed that top performers are meticulous planners. They understand that success doesn’t happen by chance and, as a result, they spend time at the beginning of the sales process preparing a well-thought-out strategy for “planning to win.” In our previous article, we explored the importance of understanding what matters most to your customer’s key stakeholders, and the types of questions that can help you discover and align their objectives and challenges with your solutions and unique business value.

In November of last year, I spoke at the CX NXT - Customer Experience Summit in Dubai on the topic of failure, fumbles, and fiascos in customer experience. Now, we can all learn from failures, but rather than just doing a talk about service and experience mishaps and what we can learn from them specifically, I wanted to try and elevate the discussion to illustrate that failure is inherent in every organizational system and is something that we need to both acknowledge and do something about.

When it comes to living your best life, Albert Einstein — notorious as the greatest physicist and genius of his time, and possibly of all-time — probably isn’t the first name you think of in terms of life advice. You most likely know of Einstein as a pioneer in revolutionizing how we perceive the Universe, having given us advances such as

“Most people feel meetings are not as effective as they could be,” says Abrahams, a lecturer in organizational behavior at the Stanford Graduate School of Business and host of Think Fast Talk Smart: The Podcast. “However, it is possible to have well-run meetings that are productive, that you look forward to, and that good things come from.”

Hannibal crossing the Alps to surprise the Roman army. Charlemagne’s conquest of Western Europe. The Allies’ D-Day invasion of Normandy. These are the powerful images conjured by the word “strategy” – military maneuvers using smart tactics to secure victory. But strategy isn’t just for winning wars. There’s a famous saying that goes, “Most people spend more time planning their summer vacation than planning their lives.”

Micromanagement isn't just a corporate buzzword, but if you haven’t experienced it personally, you might not fully understand just how negatively it can affect employees. You also might be micromanaging without even realizing it. Here’s how micromanagement affects individual employees, teams, and organizations. What is Micromanaging?

It's that time of the year when many people are thinking hard about how to be better. Either to be new and improved or to work smarter, if not harder. For salespeople, that means focusing on what has been—and will likely remain—the biggest challenge: not just keeping their clients, but finding new ones. I wrote will likely remain because of one trend in particular. Salespeople must find new ways of remaining vital, as I've written here before.

Empathy is a key concept in business today, especially in sales management. Some would say it has become a buzzword, but many experts agree that empathetic leadership enhances sales team motivation and performance in big ways. I suggest there is an element of truth in both views. The challenge is in the execution. Many sales managers have the wrong idea of what empathy really entails.