Are We Too Smart to Win?

High IQ Might Obscure Your Competitive Advantage

It’s been 26 years since the publication of Daniel Goleman’s groundbreaking Emotional Intelligence: Why It Can Matter More Than IQ. Since its original publication in 1995, EQ has been recognized by many as an important aspect of successful leaders. We’ve come to understand as well that high-performing sales executives are likely to score high in EQ.

But consider the role of EQ – and IQ – as factors in the business development activities of your Subject Matter Experts, known in our business as “Doer-Sellers.” The architects, engineers, consultants, accountants, lawyers, creative directors, scientists, and others who are integral parts of new business pursuit or capture teams. Individuals who you count on to create the right solutions for your prospects. But also to build close relationships with these prospects, to understand their real needs and fears, to represent and differentiate your firm in highly competitive pursuits of high-stakes, big ticket, RFP-driven opportunities.

Συνέχεια ανάγνωσης εδώ

Πηγή: ceoworld.biz