by Ciaran Nagle | Quick Lessons
When we survey EQs, we ask them, “How good are you at finding and qualifying opportunities – the beginning of the sales cycle?” “Oh, we’re very good at that; we love it,” they say. Then, we ask, “How good are you at the end of the sales cycle, closing business?”...
by Ciaran Nagle | Quick Lessons
The Strategist has a game-changing idea. Being a high pattern thinker with the ability to see many chess moves into the future, the Strategist knows the idea will work. But, since it is a breakthrough idea, it’s never been tried before. There isn’t any proof it will...
by Ciaran Nagle | Quick Lessons
More than 90% of projects fail on the people dimension, not the technology or process dimensions. What does that failure look like? It has many faces: one person dominates the team; we failed to understand the end user/client’s objectives; lack of trust; misalignment...
by Ciaran Nagle | Quick Lessons
Like all Intellects, Networkers can be misunderstood and their value underestimated. Remember, more than 90% of projects fail on the people dimension. The Networker is keenly attuned to the people dimension, 24×7. Early in our work with teams, there is a tendency...
by Ciaran Nagle | Quick Lessons
Having penetrated and closed a major new account, companies often reward the EQ by giving them account ownership, making them the Account Manager. The CEO expects the EQ to “grow the business.” Is this the best use of an EQ or the company’s sales compensation dollars?...
