Soft Skills? Don’t Roll Your Eyes—They’re Costing You Deals
Five Ways Soft Skills Boost Retention, Reduce Escalations, and Drive Growth I was speaking at an IT conference this week when an attendee shared afterward, “My colleagues and I were skeptical when you got on stage. We didn’t think this ‘soft skills stuff’ was for us. But by the end? We realized the value and […]
Why Empathy (Not Sympathy) Is the Key to Real Business Success
Empathy Can Be Learned—If You’re Open to It Several years ago, one of our clients in my IT business gave us a low score on a survey. Now, I’ll be honest—at first, I was frustrated. We’d made a simple scheduling mistake. It happens, right? But as I looked deeper and listened back to the call, […]
Why You’re Getting Ghosted by Prospects
PHOTO CREDIT: Kateryna Hliznitsova for Unsplash+ (And 3 Ways to Get That Second Date) This week, let’s talk about something that’s happened to all of us in sales—ghosting. You know the feeling. You’ve had a great conversation with a prospect. You’re thinking, “This is a done deal!” You follow up once… twice… then crickets. Nothing. […]