Whether the economy is good or bad, all companies depend on their talented people to sustain and grow their business. Finding talent is a denting task in any economy; retaining them is another matter. Talent is everything. The success of any organization requires fully engaged and productive employee that care…

Business values and ethics have profound significance in our lives. They affect performance, company credibility, and reputation. In addition, they affect product quality, productivity, workplace design, relationships with colleagues, and clients. People’s values and ethics hold the fabric of organization culture, and that ultimately determines the organization’s success or failure…

In a digital hyper-competitive world, everyone agrees that value-selling is the answer. Most sales organizations try to position themselves as consultative-driven rather than transactional-focused. Every CEO or CRO prefer to lead a sales force that thinks, act, and perform in a consultative fashion while helping their customer achieve their business…

You cannot expect your sales managers to coach their team if they have never been educated on how to coach effectively. Most senior executives promote managers based on a set of perceived capabilities and competencies and hope that they will turn out to be great coaches and leaders. …

What got you to your current leadership position won’t keep there forever. Nothing is linear in life; Past efforts and the stroke of luck that got you to where you are today won’t be enough to secure your upward mobility and career ascension. Attributes like your educational background, experience, personality…

Excellence is never an accident. Transforming a relatively average sales organization into a high-performing well-oiled selling machine requires designing a strategic sales culture that people want to support and work hard to achieve. Sales culture is a powerful internal system that empowers people to stretch and act in the best…

For companies to exist, they need to generate revenue. Sales growth often triggers investor interest, while declining sales growth suggests that the company’s products and services lack appeal or suffers from poor leadership. Revenue is said to be business vanity; profit is the business sanity, and cash flow is a…

The truth is the average B2B salesperson and entrepreneur is way more comfortable talking about their products than discussing their customer business issues. Buyers seek solutions to their problems, not a salesperson or entrepreneur who regurgitate their product features, functionality, and benefits. According to SBI, 87% of the revenue in…

Sale team meetings are vital to build team cohesiveness, connect people, share best practices, discuss challenges, and celebrate collective success. Like me, you probably have attended countless meetings in your career. Some were inspirational, few were educational, and a good majority were boring. …