Entrepreneurs
4 Underrated Skills You Can Leverage to Reach New Clients

As a sales pro, it probably comes as no surprise to you that you are just as much a sales tool as the product or service you’re choosing to sell. When speaking with your audience or following a new lead, you are the face and voice of the product, and you make a subconscious impression on your customer that will ultimately impact their response to your pitch.
That’s all well and good, but what if the wells run dry? It happens – people get burnt out, worn down, and just plain tired. It happens to the best of us, and while it’s tough, it’s anything but insurmountable.
Whether you feel like you’re struggling and are looking for new tools to add to your sales pro toolkit, or you’re seeking to unlock some hidden potential you didn’t even know you had, keep reading to discover the four underrated skills you can leverage to reach new clients.
1. Have You Been Listening?
The best skill in today’s world is being able to listen, and it’s one that so many sales professionals fail at. It doesn’t matter who you are, where you are or what you’re doing: customers are sick of salespeople who keep trying to sell them their perspectives, solutions or points of view.
Some sales pros have technically grasped this skill, but haven’t mastered it; they listen because they know it’s the right thing to do, but they have an answer prepared in their mind long before the customer has finished talking. A customer who feels truly heard will buy not only your solution, but also a partner they can trust. That trust? Priceless.
Everyone wants to feel heard and seen, and by giving that to your customer, you’re not only building a potential lead, but you’re building a bond as well. That tiny moment of human connection can mean everything, and can carry on long past the initial interaction.
2. Cultivate Empathy
The act of stepping into someone’s shoes is an act of humility and service, two things that are great in theory but can be tough to practice. While it’s vital to be proud of your job and the work you do every day, don’t let that pride blind you to the customer’s point of view – that’s what matters most, after all!
Think about your customer’s perspective when approaching each lead. What are their hopes and dreams? What is a big win for them, and how can you make that happen? What gaps in service or in the marketplace they’re in can you help fill or solve? If you don’t know the answers, ask!
At the end of the day, you’re in this business to work with customers to fill their needs. In order to do that effectively, think about what they must be feeling on the other side of their problem. Your approach will change, and customers will pick up on it and reap the benefits.
“Empathy is the ability to step outside of your own bubble and into the bubbles of other people.” – C. Joybell
3. Curiosity is Needed
Curiosity may have killed the cat, but it won’t kill the sales deal. In fact, your natural curiosity – or what your mother may have called nosiness – may make the difference between a big commission and a zero-sum bottom line.
Curiosity goes hand-in-hand with both listening and empathy; you put those three together and you’re golden. Curiosity is all about asking the right questions to suss out your customer’s needs. Prompt them to think about where they’re at, where they want to go, and what you can do to help get them there. Not only will you be able to gain a clearer understanding of your client’s needs, but you’ll also show them that you are ready, willing, and able to help – and that you care enough to do so.
4. Ability to Make People Smile
If you love cracking jokes or just have a demeanor about you that makes everyone want to spend time with you at parties, channel that energy each time you meet with a customer. People will smile when they feel comfortable and at ease, but many times a potential client will put walls up to not seem overly eager or gullible. The ability to crack those defenses a bit will go a long way.
There are several ways to do this depending on your personality and style. If you happen to fumble a pen or accidentally mute yourself on a video call, a small crack at your own expense can drastically lighten the mood. If you notice your client has a photograph of their children or family on their desk, wall or phone, ask them about the image and listen to the answer. This process allows you to humanize yourself to the customer and ensure they will be more open and willing to hear what you have to share.
If you see yourself reflected in these four underrated skills or have realized there’s a skill you never knew you had, now is the time to take advantage of these action items and grow your commission as a result. By approaching customers with listening skills, empathy, curiosity, and the ability to make them smile, you will ensure positive interactions that keep customers happy and coming back for more – which means more success for you!
Business
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Entrepreneurs
The Leadership Shift Every Company Needs in 2025
Struggling to keep your team engaged? Here’s how leaders can turn frustrated employees into loyal advocates.

In workplaces around the world, there’s a growing gap between employers and employees and between superiors and their teams. It’s a common refrain: “People don’t leave companies, they leave bad bosses.”
While there are, of course, cases where management could do better, this isn’t just a “bad boss” problem. The relationship between leaders and employees is complex. Instead of assigning blame, we should explore practical solutions to build stronger, healthier workplaces where everyone thrives.
Why This Gap Exists
Every workplace needs someone to guide, supervise, and provide feedback. That’s essential for productivity and performance. But because there are usually far more employees than managers, dissatisfaction, fair or not, spreads quickly.
What if, instead of focusing on blame, we focused on building trust, empathy, and communication? This is where modern leadership and human-centered management can make a difference.
Tools and Techniques to Bridge the Gap
Here are proven strategies leaders and employees can use to foster stronger relationships and create a workplace where people actually want to stay.
1. Practice Mutual Empathy
Both managers and employees need to recognize they are ultimately on the same team. Leaders have to balance people and performance, and often face intense pressure to hit targets. Employees who understand this reality are more likely to cooperate and problem-solve collaboratively.
2. Maintain Professional Boundaries
Superiors should separate personal issues from professional decision-making. Consistency, fairness, and integrity build trust, and trust is the foundation of a motivated team.
3. Follow the Golden Rule
Treat people how you would like to be treated. This simple principle encourages compassion and respect, two qualities every effective leader must demonstrate.
4. Avoid Micromanagement
Micromanaging stifles creativity and damages morale. Great leaders see themselves as partners, not just bosses, and treat their teams as collaborators working toward a shared goal.
5. Empower Employees to Grow
Empowerment means giving employees responsibility that matches their capacity, and then trusting them to deliver. Encourage them to take calculated risks, learn from mistakes, and problem-solve independently. If something goes wrong, turn it into a learning opportunity, not a reprimand.
6. Communicate in All Directions
Communication shouldn’t just be top-down. Invite feedback, create open channels for suggestions, and genuinely listen to what your people have to say. Healthy upward communication closes gaps before they become conflicts.
7. Overcome Insecurities
Many leaders secretly fear being outshone by younger, more tech-savvy employees. Instead of resisting, embrace the chance to learn from them. Humility earns respect and helps the team innovate faster.
8. Invest in Coaching and Mentorship
True leaders grow other leaders. Provide mentorship, career guidance, and stretch opportunities so employees can develop new skills. Leadership is learned through experience, but guided experience is even more powerful.
9. Eliminate Favoritism
Avoid cliques and office politics. Decisions should be based on facts and fairness, not gossip. Objective, transparent decision-making builds credibility.
10. Recognize Efforts Promptly
Recognition often matters more than rewards. Publicly appreciate employees’ contributions and do so consistently and fairly. A timely “thank you” can be more motivating than a quarterly bonus.
11. Conduct Thoughtful Exit Interviews
When employees leave, treat it as an opportunity to learn. Keep interviews confidential and use the insights to improve management practices and culture.
12. Provide Leadership Development
Train managers to lead, not just supervise. Leadership development programs help shift mindsets from “command and control” to “coach and empower.” This transformation has a direct impact on morale and retention.
13. Adopt Soft Leadership Principles
Today’s workforce, largely millennials and Gen Z, value collaboration over hierarchy. Soft leadership focuses on partnership, mutual respect, and shared purpose, rather than rigid top-down control.
The Bigger Picture: HR’s Role
Mercer’s global research highlights five key priorities for organizations:
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Build diverse talent pipelines
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Embrace flexible work models
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Design compelling career paths
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Simplify HR processes
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Redefine the value HR brings
The challenge? Employers and employees often view these priorities differently. Bridging that perception gap is just as important as bridging the relational gap between leaders and staff.
Treat Employees Like Associates, Not Just Staff
When you treat employees like partners, they bring their best selves to work. HR leaders must develop strategies to keep talent engaged, empowered, and prepared for the future.
Organizational success starts with people, always. Build the relationship with your team first, and the results will follow.
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