Why are some businesses so good at targeting the right buyer with the right offer via the right salesperson at the right time? The odds are they have centralized how they manage relationships – freeing up their sales teams from researching prospects to do what they do best: selling.
There is a natural tendency to focus on the strongest links as the relationships of greatest value but this not always the case. Often times the benefit of your weak connections can be overlooked for your strong ones, leaving this value untapped.
Organizations searching for talent for succession planning value leaders who engage in external activities as well as being able to lead through change and disruption. We explain how leaders with diverse backgrounds can help the organizations they lead or engage with become successful.
