Insights
Uncover the secrets to sales and leadership success with these thought-provoking articles from the team here at Competitive Edge.
The ‘F’ in Feedback: A Guide to Receiving Feedback
Feedback is essential for personal and professional growth. However, while much attention is given to how feedback is delivered, less focus is placed on the equally critical skill of receiving feedback. Receiving feedback isn’t always easy. Emotional reactions,...
The ‘F’ in Feedback: A Leader’s Guide to Giving Feedback
Feedback is the bridge between potential and performance. It has the power to motivate, improve and transform, yet it’s one of the most underutilised tools in leadership. Done well, feedback can inspire growth and foster trust. Done poorly, it risks creating tension,...
Redefining Motivation in Sales: Moving Beyond the Carrot-and-Stick
Motivation often gets a bad press, especially in the world of sales. It’s a word that has lost much of its impact, largely due to overuse by motivational speakers and self-help gurus offering quick-fix solutions that fail to deliver real results. In the sales...
Maximise Sales Success by Delivering Value at Every Stage
It’s more difficult than ever to sell B2B, especially when targeting new prospects. Success is not just about having a superior product or service—it’s about how effectively your sales team can deliver value at every stage of the process. Many salespeople fail to...
The ACE Model: A Structured Approach to Hiring the Right People
Hiring the right candidate is one of the most critical decisions a company can make, yet many interviewers, even those with years of experience, struggle with conducting effective interviews. Often falling into the trap of relying on superficial questions or snap...
Harnessing the Strengths of an Intergenerational Workforce
Have you ever wondered why your younger colleagues prefer instant messaging over phone calls or why older team members hesitate to embrace the latest software? As the average lifespan increases and retirement ages rise, so many of today’s workforces are becoming...
Mastering Sales Across Generations
In today’s ever-evolving business environment, sales professionals face the unique challenge of engaging with prospective customers across a broad spectrum of generations. This generational diversity can be a double-edged sword, presenting both potential obstacles and...
Maintainers or Cultivators: Who’s on Your Sales Team?
Is your sales team currently maximising the value of your key accounts? If the answer is no, or you just don’t know, read on... As every Sales Director knows, in the competitive sales arena, there are two types of salesperson: Hunters and Farmers. Sales Hunters...
The Inspired, the Indifferent and the Angry: How Engaged is Your Workforce?
The analytics and advisory company Gallup publishes a yearly report on the State of the Global Workplace. One of the standout statistics from this year’s report is that 62% of people are not fully engaged at work, and this low employee engagement costs the global...
Organisational Entropy: Why Things Break Down
As a leader, do you often wonder why your organisation is not performing as it should? You've developed and communicated your strategy and implemented robust tactics to deliver it. Your initial results may well have been encouraging, but now the elements involved are...
The Nice D vs. the Nasty D: Understanding Dominance in DiSC Personality Profiling
In a business environment, understanding the personalities of leaders and team members is crucial in promoting team cohesion. Personality profiling is a powerful tool that helps collect critical data about how individuals handle challenges, work in a team and control...
What Motivates Your People to Take Action?
In the modern workplace, understanding what truly motivates your team is crucial for leadership success. In this article we challenge common assumptions about motivation and attempt to offer a deeper understanding of what drives individuals to perform at their best....
Why leaders need the EDGE in one-to-one meetings
As pressure on their time increases, leaders often lack the bandwidth to properly prepare for essential one-to-one meetings with their direct reports and team members. Imagine this scenario: You’re just 15 minutes away from a crucial meeting with a team member. You’ve...
Two Powerful Tools to Help Navigate Complex B2B Sales
In the B2B arena, there are two types of sales – tansactional and complex. Transactional sales are typically those with a lower price point, lower risk and fewer stakeholders who will be affected by a decision to make a purchase. Complex sales, however, present a...
Balancing Diversity and Culture is Essential if your Business is to Succeed
In today’s modern business, the interplay between diversity and culture has become a focal point for organisations striving for innovation, growth and sustainability. While diversity brings the benefits of different perspectives and experiences, culture is the...
How Leaders Can Overcome the Challenges of Siloed Thinking
One of the most significant challenges facing modern business leaders doesn't stem from external competitors but from internal behaviours. Picture a scenario where various departments within your company operate in isolation, each zealously guarding its objectives and...
How Much is Poor Leadership Costing Your Business?
Poor leadership can be a silent business killer. Imagine a situation where your best employees are leaving, productivity is plummeting, and your workplace culture feels toxic. Surprisingly, these issues often stem from one source: lousy leadership. This article...
Three Essential Steps to Mastering B2B Sales Conversations
In the competitive world of B2B sales, success hinges on the ability to engage prospects effectively. Unfortunately, many salespeople fail to get the basics right during B2B sales conversations. Falling into common traps, such as asking the wrong questions and not...
The Power of Emotional Intelligence in Boosting Sales Success
In today's competitive sales landscape, understanding your sales team's emotional intelligence (EI) can be the key to unlocking their full potential. This article explores the benefits of cultivating emotional intelligence in your sales team and how it can...
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