"With great power comes great responsibility." Leaders are endowed with great power and responsibility, making it challenging to lead a variety of stakeholders through critical changes. No leader possesses the ability to see into the future, which can be one of the most challenging parts of the job. After all, decision-making is about the available, yet incomplete information – past [...]
Have you ever had difficulty concentrating and staying focused on a task? The good news is that a brain break might not be as detrimental to your work as you think – it might even help you solve a problem. (1) People dislike spending time with their thoughts. Have you ever noticed how many people have their heads down while [...]
Which sales tactic generates warm leads and requires very little financial investment? Referrals. Why are referrals so valuable? Seventy-eight percent of B2B marketers report that referrals capture good or excellent quality leads. (1) Sixty percent of marketers see a high volume of leads from referrals. (1) Fifty-four percent of marketers indicate that referral marketing offers a lower cost-per-lead. (1) Eighty-four [...]
Part One: Marketing Engagement Versus Sales-Ready Conversions Part Two: Preventing and Re-Engaging No-Shows The final installment of this three-part series discusses how to prevent leads from dropping off and how to close more leads with less effort. It's not a secret that today's buyers are savvy and conduct most of the purchasing process themselves. Eighty-seven percent of buyers self-service part [...]
Delegation is one of the biggest challenges that leaders face. It means letting go and depending on and entrusting others to get work done efficiently, correctly and timely. However, delegation is a necessity to ensure productivity, morale and business livelihood. Just how much can delegating impact a business? In one study, over 50 percent of business owners think that they [...]
In an ideal world, sales leads would close quickly with little effort or time invested. The reality is, they take work and, in most cases, a significant amount of time. Unfortunately, far too many salespeople give up on leads that are perfectly qualified. Eighty percent of sales require five follow-up calls, but 44 percent of salespeople give up after just [...]
The year 2020 coined the term "disruptive" due to the life-changing events that occurred. This disruption offered both benefits and drawbacks. The former includes unprecedented advances in technology and powerful insights into the psychology of employees. Taking a strong leadership stance and addressing employee needs and desires is more important than ever. It is especially important when workers have been [...]
When crises hit, they can cause significant shifts in the responsibilities resting on the shoulders of leaders, as well as the roles they are expected to play. Members of leadership may encounter any number of urgent issues that can literally make or break their organization including: Layoffs or the possibility of layoffs Team shortages due to layoffs or illness The [...]
There is no shortage of people who want to lead companies and exhibit authority. However, few of these people are true leaders. The presence of a real leader is not determined by a title. Rather, it is determined by the way he or she recognizes hope and opportunity during difficult times, instills confidence, motivates employees, inspires ideas, anticipates challenges and [...]
Problem-solving for business problems is no longer an option; the pandemic has made it mandatory. Curiosity is critical to problem-solving. Why? Revealing problems that could prove damaging to business requires asking the right questions and following them up with additional thoughtful questions. A mind that has been trained to be curious has access to a treasure trove of subjects and [...]