By definition, serendipity is unforeseen—you can’t plan for it. Another synonym is “good luck.” When it happens, it feels great: A former client calls you out of the blue and within a few days you suddenly have a major new…
Everyone would like more of their client’s business—more “wallet share.” But few are willing to invest the time and effort to do what it actually takes to earn that additional share of their client’s expenditures. The strategy to gain more…
The Causes of Relational Conflicts Early in my career, I had an important relationship with a colleague at my old firm, but it began to slowly deteriorate. Eventually, he stopped communicating with me and grew bitter—I know because he began…
How long is your sales cycle? How many months does it take to go from first meeting to a paid engagement? Your answer probably will be, “It depends!” But whatever your answer, you no doubt wish that your sales process…
By Andrew Sobel After a recent live interview that I did with my friend and bestselling author Dorie Clark, a listener wrote in and asked this question: As an introvert I would love to know from Andrew what are the…
By Andrew Sobel In the last few weeks my inbox has been bombarded with articles about how you need to dramatically change your business development approach in order to sell in a virtual environment. Puzzling Headlines I’m actually a little…
Are you really listening, or just waiting until YOU can talk? We need empathy more than ever Empathy is the ability to sense other people’s emotions, and also imagine what they are thinking and feeling. It’s a fundamental skill that…
The current environment is stressing many types of relationships. Clients are being forced to postpone contracts with long-standing providers. Parents and adult children are living under the same roof for the first time in years, at times uneasily. Loved ones…
Empathy is the ability to understand and share another person’s feelings and emotions. It is essential to building good relationships, both at work and in your personal life. People who don’t exhibit empathy are viewed as cold and self-absorbed, and…
HEADLINES FROM OCTOBER 1987 I woke up on the Friday morning, October 16, 1987 in my house in London, having been kept awake half the night by a brutal windstorm that resulted in the closing of all financial markets—and a…
Ask, don't tell: This is a book that will transform your conversations – and maybe even your life.
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