The post-pandemic world, also known as the “new normal,” is providing lazy salespeople with more excuses for not achieving their goals and objectives. Since the start of the new year, I have conducted dozens of interviews and focus groups with sales professionals as part of my work building our Strategic Business Selling curriculum. An overwhelming number of the salespeople I have talked with report that “gaining access” to prospects and existing customers has never been more difficult.

“Because of COVID, nobody wants to see me. Everyone has been either locked down, working at home, or working in a facility that won’t accept visitors.”

If you are somebody who feels this way and has stated the above, I have some very bad news for you. The reason they don’t want to see you, and are probably conducting virtual meetings with your competitors, is because you are not offering them a valuable business reason for doing so. Why would anyone in this busy world waste their time on your products if they perceive no value or benefit?

3 Insights from a Business Acumen Perspective

It’s starting up again and this time it’s going to be bigger and bolder than anything we’ve ever seen before. Welcome to Acquisitionmania 2021. Microsoft’s announcement of the acquisition of Nuance for nearly $20 billion is going to be just the beginning of what will surely be a wild ride as the economy comes back from the pandemic and the pent up demand for big deals plays out over the rest of the year.

One of the many learnings coming from the pandemic is that if your company survived, that’s great. It’s resilient and quite valuable. If your company has thrived, then it’s worth a lot of money! A lot of strategy, hard work, and being in the right place at the right time has positioned strong companies to get even stronger or to be acquired, providing their investors incredible and well-earned returns on their investments.

Earlier today, I was co-facilitating a leadership development workshop for a group of global leaders intensely preparing and developing their skills to be more effective leaders both today and tomorrow.

One of the discussion topics of the day was developing empathy skills. As I was listening to my co-facilitator do a great job of explaining the concepts and engaging with the group, I started to notice the dialogue in the group and among participants was different than any I have ever heard before. In listening to the great conversations, I picked up on two interesting themes coming from 42 leaders in the virtual session:

1. The group had a deeper sense of the value of themselves than I’ve ever experienced.
2. They had a purer empathy for others than I’ve ever heard.

Even before the pandemic, transparency was an overused, misunderstood buzzword that too many leaders and businesses used as a marketing tool and not a leadership tool. Whether it is used to position a low-quality consumer product trying to compete against a superior product by slapping a new label on a package or a senior leader feigning concern while really trying to push for more production, the term transparency is used too often when someone is actually not being transparent.

“I am going to be transparent here when I say…” is a scary way to start a sentence. So, let me get this straight, you are only transparent when you are telling me you are being transparent and the rest of the times you are hiding something?

Anyone with access to the internet has seen the pictures of the cargo ship that ran aground  and blocked the Suez Canal for almost a week. Another in a seemingly non-stop series of issues that have included a year-long global pandemic, terrible seasonal weather, container shortages, earthquakes, fires, and tsunamis that has caused havoc on the global supply chain.

As we come to the end of the 1st quarter 2021, the global supply chain has taken a beating and business leaders with strong Business Acumen are already looking ahead and planning to create competitive advantage.

At Advantexe, we have the privilege of working with more than 50 global clients across a dozen different industries and we are seeing and hearing about some of the unique challenges that are being faced.