Fri.Nov 20, 2020

Holiday shopping in 2020

McKinsey

Consumers, longing for normalcy and eager for something to celebrate, plan to spend money during the holidays—but differently from the way they have in the past. Retail Insights

Friday Fusion: November 20, 2020

Tsavo Neal

What are the top traits of a hugely successful salesperson? You’ve seen them before: some people are just born great at sales. Others? Not so much. However, I think that sales is a skill that can be developed. In Andrew Sobel’s new book, It Starts With Clients , he talks about the habits of a rainmaker — a highly successful salesperson. Here are a few of those habits: Adopt the advisor mindset rather than the expert-for-hire mindset.

Tools 60

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‘Prepare for the marathon and be ready for the course to change’: An interview with the Boston Logan Airport CEO

McKinsey

Massachusetts Port Authority CEO Lisa Wieland discusses why the contactless passenger journey is here to stay and how she’s building agility and flexibility for her organization. Insights on Travel, Logistics & Transport Infrastructure

Agile 74

What content marketing makes sense?

Kai Davis

A reader question through my reader survey ( [link] ). They ask: How can I best reach potential buyers/decision-makers? The most obvious content marketing seems to be more relevant to peers than clients….

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

‘An environment where everybody can thrive’: A conversation with U.S. Bank’s Tim Welsh

McKinsey

The vice chairman for consumer and business banking at the fifth-largest bank in the United States describes how setting an environment of mission, purpose, and individual generosity is central to building capabilities that achieve strategic outcomes. Insights from McKinsey Accelerate

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Scaling sustainable aviation fuel today for clean skies tomorrow

McKinsey

The move to sustainable aviation is now an imperative. Insights on Travel, Logistics & Transport Infrastructure

Make Mindfulness a Habit

Harvard Business

Four tips to improve your follow through. Stress Emotional intelligence Psychology Digital Article

The shift to virtual and home care: An interview with Annie Lamont

McKinsey

Holistic healthcare, virtual care, and the integration of mental-health care and primary care are among the trends the COVID-19 crisis moved ahead of schedule. Annie Lamont is keeping tabs on them all. Insights on Healthcare Systems & Services

A paradox of community, belief and reality

Seth Godin Blog

Belief happens when we combine community with emotion. It’s a way for us to see and understand the world, at the same time that we engage with some of the people around us. Belief is a symptom of shared connection, and community makes us human.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

The board’s role in embedding corporate purpose: Five actions directors can take today

McKinsey

A large spotlight is shining on corporate actions these days, and all stakeholders have growing expectations. A board’s involvement in defining purpose helps meet those expectations. Strategy & Corporate Finance Insights

Transgender, Gender-Fluid, Nonbinary, and Gender-Nonconforming Employees Deserve Better Policies

Harvard Business

Even well-intentioned organizations inadvertently reinforce outdated gender norms. Gender Human resource management Diversity Digital Article

Organizing for speed: Agile as a means to transformation in Japan

McKinsey

Japanese working practices may help or hinder the adaptation of agile approaches that can increase an organization’s speed and customer centricity. Addressing five main areas can allow leaders to master the transition to enterprise agility. Insights on Organization

What Kind of Startup Founder Are You?

Harvard Business

Research shows there’s more than one way to be a great leader. Managing people Founders Entrepreneurship Leadership Digital Article

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

The Pitfalls of Telehealth — and How to Avoid Them

Harvard Business

Four lessons from the rocky adoption of electronic health records in the late 2000s. Innovation Health Technology Digital Article