This excerpt is from my conversation with Fred Copesteak, Founder at Brindis and author of Selling Through Partnering Skills. In his book, Fred takes a look at the evolving world of sales. It explores how people can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework, as […]
Emotional Intelligence is a Human Skill. Human skills make companies stronger. It’s not about the toughest boss with the loudest opinion. It’s not even about finding the individual with the most exceptional IQ. It’s about motivating people by first seeking to understand them, before seeking to be understood by them. It’s a not-so-secret, secret to […]
When leaders understand the neuroscience of effective communications everyone gains. At the core of neuroscience and the brain are how we manage change and decision-making. We pay people to make good decisions and to exercise reason and judgment, that part of the brain is called the prefrontal cortex. Underneath that prefrontal cortex is a little […]
The importance of establishing alignment in sales. When sales and the customer achieve alignment you’ve positioned yourself to achieve sales success. B2B selling is about getting everyone on the buy-side into alignment with everyone on the sell-side. Yep, it is as simple as that. Well, not exactly. We know to make any B2B sale requires […]
Exploring how human skills make leaders and the businesses they serve stronger. This is a record of my interview with Andrew Deutsch, CEO @ Fangled Tech a consultancy based in Ohio. When we began speaking about Andrew’s international business experiences I discovered he’d visited more than 75 countries. What I found more interesting about the […]