Browse Archives by Author: Avinash Malshe
Listening Empathy and Sales Effectiveness
Susie Pryor, PhD and Avinash Malshe, PhD
Communication skills are the single most important determinant of effectiveness in both sales and sales management. Poor listening behaviors by sales personnel contribute significantly to performance failure...
A Manager's Credibility Crisis: What It Is and How to Fix It
Avinash Malshe, PhD
In business organizations, the relationship between marketing and sales personnel is often sub-optimal. Marketers view their sales counterparts as short-term, tactically-focused while...