Energizing Your People For Results

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‘Rather than trying to get more out of people, organizations are better served by investing more in them and meeting their multidimensional needs in order to fuel greater engagement and more sustainable high performance.’

Awareness is the key to recognizing the consequences of the choices we’re making and their impact on others.’

Learning to observe our feelings as they arise, rather than simply acting them out, allows us to make more reflective, intentional choices about how we want to show up in the world.’

‘We must embrace the opposites. By celebrating one set of qualities and undervaluing another- courage or prudence, confidence or humility, tenacity or flexibility- we lose access to essential dimensions of ourselves and others.’

We’re most effective at work when we alternate between active forms of renewal, such as exercise and play, and more passive forms, such as meditation, napping, and sleep.’

‘Deeply held values define the person you aspire to be.’

‘The key to effective renewal is not how we do it but how well we do it. As with any other capacity, we get better at effectively renewing by practicing it more systematically.’

We can develop the capacity to influence the stories we tell ourselves, so that they empower rather than undermine us.’

‘Leaders who default to negative emotions to motivate others may get short-term performance they’re seeking, but the costs over time are high.’

‘The most effective leaders are those who regularly recognize and show appreciation for the real accomplishments of their people.’

‘Organizations that set aside separate spaces for creative thinking make a statement about the priority they’ve accorded innovation.’

Source:

Tony Schwartz (2010). The Way We’re Working Isn’t Working: The Four Forgotten Needs that Energize Great Performance

How To Win More Sales

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Buyers expect sellers to provide insight, beyond product and services. They want sellers to look across the marketplace, pay attention to changing trends, evaluate information from the buyers’ perspective, and help them narrow the scope and simplify their buying journey.’

‘If a seller or sales manager can get a proper read on the buyer’s situation, the decision-making and subsequent execution improve dramatically.’

‘The most important aspect of foundational agility is to understand how buyers buy, what motivates them at each stage, and how to plan and execute sales conversations differently at different stages.’

‘Buyers (and humans in general) make changes when the pain of staying the same exceeds the pain of change.’

‘Buyers like their own ideas better than salespeople’s, resulting in the need to make purchase decisions the buyers’ ideas.’

‘It is rare to win a deal that someone else- namely your competitor- has helped shaped.’

‘What does hold true is that practice is more time-consuming than execution, even for the highest performer.’

‘Knowing the common buying situations you might encounter makes the diagnosis more efficient, but it doesn’t negate the need for diagnosing.’

‘Execution is more effective when balanced with assess, choose, and feedback.’

‘The degree to which the customers have defined their solution will have a significant impact on your choice of sales strategy.’

Source:

Michelle Vazzzana and Lisa Sottosanti Doyle (2023). The Sales Agility Code: Deploy Situational Fluency to Win More Sales