This week we share our five most-read articles this year so far. In this collection, you will discover how internal teams are embracing selling, learn why a well-defined sales strategy is key to business success, explore the evolution of emotional intelligence to relational intelligence, and uncover the transformative power of clarity and courage in leadership. We also share insights into what consumers want.
1) We’re All in Sales – An Internal Team’s Journey
Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & Inclusion.
Initially unsure about their needing to know how to sell, these teams have embraced the concept of incorporating human-centred solutions and value-based selling strategies into their interactions with internal stakeholders. Whether providing consulting support, ensuring compliance, reporting accurately, or promoting diversity, these teams need to engage, listen to, and persuade their clients to adopt new ideas and practices aligned with corporate goals and governance obligations.
As the Audit & Risk Team said, ‘We’ve come to the conclusion that many of our reports and presentations are, in fact, sales pitches for better ways of operating.’
2) Sales Strategy: Driving Business Success
Sales Strategy is how a business organises its sales efforts to go to market, who it is going to sell to, and how it is going to create real value within the given marketplace with its customers.
A business strategy is essential, but it doesn’t materialise until sales takes it to the field. A sales strategy directs sales efforts with clarity and consistency, unlocking opportunities and driving better and sustainable results.
Sales strategy is the vital link that transforms ideas into action, ensuring that businesses thrive in the marketplace.
3) From EQ to RQ: The Evolution of Emotional Intelligence
EQ – emotional intelligence – has been top of mind in business since the 1990s.
Mastering EQ is essential to personal and professional development when it comes to performing well in leadership, sales and service, or any other role, paid or voluntary.
However, mastering EQ is not enough to help us succeed in business and in life. For people and organisations to flourish and prosper, the nature and quality of human-to-human relationships matter.
This is where RQ – relational intelligence – comes into play.
RQ is about self AND other awareness, ethical intelligence, creating a deep sense of mutual trust underpinned by discernment, deep questioning, analysis, listening and understanding, and critical reflection.
RQ is the next step in our humans-at-the-centre revolution.
4) Leading With Clarity & Courage
Command and control or administration-focused leaders hinder progress and create toxic environments. Servant and transformational leadership styles provide better alternatives. By prioritising employees’ needs, fostering communication, and encouraging innovation, servant leaders create thriving organisations. Transformational leaders inspire growth, building positive work environments. Effective leadership demands courage and clarity, enabling tough decision-making and transparent communication. Inspiring teams requires articulating a vision, embracing risk, and instilling confidence. By fostering trust and collaboration, leaders drive sustainable outcomes.
Consumers now demand transparency from businesses. They want -and have the right- to know how and where their products were made, the environmental impact, how the business treats their employees, and how much tax they pay. B2C and B2B clients also expect omni-buying channels with access to a human when they need or want to. With the increase in online transactions and businesses storing more of our data and behaviours, the risk of data breaches is growing, clients want to know how their data is used and protected. Transparency can be the great equaliser. Consumers –B2C and B2B- are clearly saying how and what they want to buy. It pays to listen to and engage with people, customers, and communities at the human-to-human level.
Remember, everybody lives by selling something.
Testimonial
“The team is winning larger, profitable sales in highly competitive, commoditised market places and winning the ‘share of mind battle’ with our clients & prospects.”
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