In today’s fast-paced business environment, organizations face numerous challenges, particularly when it comes to attracting and developing top sales talent. In this two-article series, we uncover overlooked strategies to boost sales performance, examining the impact of technology, strategy, leadership, performance management, and other critical factors that drive business success. In a recent interview, Professor Frank Cespedes shared his expert insights on effectively managing the sales function to enhance business outcomes. This interview is divided into two articles. This is Article 1, where we begin by exploring Strategic Approaches to Sales and Sales Talent. We’ll delve into foundational strategies and best practices for building a high-performing sales team. Article 2 will follow in two weeks, focusing on the Leadership Role in…
Meet Mary Ann Pierce, the visionary force behind MAP Digital and its groundbreaking MetaMeetings platform. As an "accidental entrepreneur," she changed the events sector by developing the most flexible and adaptable platform for sales-driven conferences. Pierce shares her journey - where it started, the turning points, the challenges and the growing vision for MAP Digital, Inc. She also gives insights into trends and changes in AI technology and how her life lessons can inspire budding entrepreneurs. Read and explore how her principles and journey have influenced the future of the events industry. How did the MAP Digital journey and transformation start? I consider myself an “accidental entrepreneur, finding myself at the forefront of the World Wide Web in the mid-nineties.…
Navigating Generational Shifts: 5 Key Takeaways to Leverage the Strengths of Gen Z and Millennials With Gen Z and Millennials entering and dominating the workforce, many business leaders are faced with the timeless challenge of managing generational differences and effectively engaging the younger generation. Each generation has its own set of values, priorities, and perspectives toward work, which can often lead to misalignment and misunderstandings between older and younger employees. Where Baby Boomers and Gen X often emphasize loyalty, stability, and traditional career paths, Gen Z and Millennials are driven by a different set of values and career priorities. They seek purpose-driven work, flexibility, and autonomy, and they place high importance on mental health and well-being. Understanding these shifts, which…
Image by AndriiKoval on Shutterstock There has been a significant shift in the approach businesses take to their operations. No longer is profit the sole driving factor in the corporate world; instead, an increasing emphasis is being placed on ethical business practices. From 'fair trade' to 'sustainable sourcing', there's a growing trend amongst businesses to make ethical decisions - not only because it's the "right thing to do", but because consumers are demanding it. Being Good is Good Business. - Anita Roddick (Founder of The Body Shop) But what exactly do we mean when we talk about ethical business practices, and how are they affecting consumer response? Ethical business practices: Typically includes practices that promote transparency, ensure worker rights, take…
Mr Leslie Loh, Founder and CEO of Lithan EduCLaaS Digital transformation has been knocking on the doors of businesses, irrespective of their sizes. However, it’s the small and medium-sized enterprises (SMEs) that arguably face the most challenges on this journey. As the Founder and CEO of Lithan EduCLaaS, a leading edutech business with a Pan-Asia presence, Leslie Loh has always been keen in the field of education, especially in terms of digital revolution. “Every business needs a differentiated solution. If you don't have one, you're not going to scale. And the way to find your unique solution is through digitalization.” - Leslie Loh Before we dive into digitalization, let's address the Return on Investment (ROI) question. ROI is the holy…
