General
Nice execs finish first: why empathy is a commercial imperative
Moving beyond IQ: The need for relational intelligence For the past few years, it’s been nigh on impossible to skim through any LinkedIn post, job advertisement or business thought-leadership piece without coming across one word: empathy. The London Business...
Why neurodivergence can give high-performing teams an edge
David Clayton on how embedding a culture which embraces and celebrates differing thinking styles benefits the whole organisation Why cognitive diversity is a commercial asset Like one in ten people in the UK, I’m dyslexic. Writing at school put my mind in a fog. I was...
Selling When the Solution is Unclear
The challenge of unfamiliar client problems It may come as no surprise that in a rapidly changing world, B2B buyers are no longer just looking for vendors; they are looking for answers to problems they don’t yet understand. As they seek to answers unfamiliar...
Creativity, the secret to unlocking your sales growth?
Why traditional sales methodologies aren’t enough Sales is all about the process, right? If you follow the leading methodologies (MEDDIC, SPIN, Challenger), you’d be hard-pressed to conclude anything else. Well, I’m calling bullshit. High-performing salespeople...