Why is Your Sales Team Falling Short? (And What Can You Do About It?)

I’ve said this before, but it bears repeating: There is no such thing as a product that sells itself. If you want to move product—if you want to generate revenues—you need a sales team willing to connect and close deals. But what happens if your…

The More We Know, The Less We Think We Know

I’ve been having a fascinating discussion with Charlie Green, Jill Konrath, and Andy Paul on something known as the Kruger-Dunning effect. It’s a fascinating piece of research, published in 1999. Here’s a short description of it: “People tend to hold overly favorable views of their…

What It’s Like to Be a Woman in Leadership in a Workplace First Environment

Over the years, the one question I’ve often heard being asked around – which I’ve never quite understood – is: “What is it like being a woman in leadership?’ My natural instinct is one of indignation “Why should it be any different from being a man?”…

The Customer Service Gap

I’ve written about the customer service gap before. The first version referred to the gap between you and your competitors. You want the gap to be wide. It means you are putting yourself further ahead of your competition and picking up market share. The second…

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