May 27, 2021
We talked talent pipeline a few weeks ago - what about the other pipeline - the main pipeline?
Pipeline is a snapshot in time - the volume of opportunities - the value of those opportunities at this moment in time and the velocity with with which we are progressing them from MQL alway the way through to...
May 20, 2021
This year marks the 25th anniversary of Daniel Goleman’s book “Emotional Intelligence: Why it can matter more than IQ”
You are more than likely familiar with IQ.
We typically think of ‘hard’ technical skills when we think of IQ.
We might even hire people based on academic performance in subjects which...
May 13, 2021
Did you listen to last week’s episode?
At the time of recording, it’s MHA 2021.
And that’s a really big deal.
Last week, we talked about why sales under current working conditions is big source of stress to many people.
When your people overly-worry, they can become unproductive which means they can’t...
May 6, 2021
Sales is a tough business.
When you think of sales, you might think of ‘grit’, ‘resilience’, ‘crushing it’ and all that language.
We want people who ‘keep on keeping on’.
But we also need people who know when to:
Get off
Walk away
Take a break
Take time out
Reach out
Ask for help
Sadly, many...