Listening Intelligence Blog

Active Listening: How It Supports Business Success and Where It Falls Short

Posted by Christina Guarino on Sep 23, 2019 7:10:00 AM


This is the first blog in a series of three that will explore active listening, cognitive diversity, and then how they combine to create even greater business success through Listening Intelligence. The first step to improving your listening is to be an active, attentive listener let's explore this below.  

Read More

Topics: Listening for Business, Listening, Listening for Sales, Leadership, Communication, Performance, Active Listening

Is Listening 100% of the Communication Equation?

Posted by Allison O'Brien on Sep 9, 2019 9:54:02 AM

This week I had a rich and thought-provoking conversation with Tom, a seasoned business strategy consultant, about how he uses the ECHO Listening Profile with his clients.

Read More

Topics: Listening for Business, Listening, Leadership, Communication, Performance

Avoid the Hidden Costs of Unclear Requests

Posted by Brian Branagan on Aug 19, 2019 7:35:00 AM

Requests that aren’t specific about the desired outcomes are a frequent cause of miscoordination in the workplace. When looking at the financial and human waste that is caused by team members who don't clearly ask for what they need, the resulting costs to a company are staggering. 

Read More

Topics: Listening, Leadership, Cognitive Diversity, Communication, Productivity

How Your Sales Team Can Quickly Identify Highly Connective Listeners

Posted by Barbara Giamanco on Aug 6, 2019 8:00:00 AM

Listening is half of the communication equation. The benefits of listening intelligently are profound, especially for your sales team—those on the front lines working to increase revenue and profit for your company. In fact, one study of 267 leading U.S. businesses found that upgrading your team members' communication effectiveness is associated with a 30% improvement in your organization's market value. 

Read More

Topics: Listening, Listening for Sales, Cognitive Diversity, Sales, Prospecting, Selling

Listen first. Sell me later!

Posted by Allison O'Brien on Aug 2, 2019 6:57:00 AM

I just had one of those nightmare sales situations. Maybe you can relate? Once the rep started talking, he didn’t stop. He gave me every detail about his product and service without stopping to take a breath, never mind to ask me questions about what was most important to me. Even worse, what he was explaining had no relevance to what I really needed.  I was being “pitched” and up sold, and I didn’t like it. He didn’t get the sale.

Read More

Topics: Listening, Listening for Sales, Sales, B2B, Prospecting, Mailshake

To Get on Base Bring Buyers to You

Posted by Barbara Giamanco on Jul 31, 2019 8:28:16 AM

In the iconic movie classic, Field of Dreams, Ray Kinsella hears a voice that insists that “If you build it, he will come.” Acting on instinct, Ray builds a baseball field in his backyard Iowa cornfield. As we find out much later in the movie, the calling Ray felt had bigger implications than just the appearance of “Shoeless” Joe Jackson and the 1919 Chicago White Sox  who show up to play ball on Ray’s baseball field.

Read More

Topics: Sales, B2B, Prospecting, LinkedIn, SEO, Selling, Lead Generation

Leadership vs Management: Communication in the Workplace

Posted by Allison O'Brien on May 22, 2019 2:03:18 PM

As a leader, are you ever disappointed in your team?  How we make requests of others can predict their success or failure.

Read More

Topics: Listening for Business, Leadership

Should Listening Assessments be Used as a Hiring Tool?

Posted by Allison O'Brien on May 21, 2019 10:33:26 AM

A client recently asked me if her company should require every applicant to complete our company’s listening assessment as part of their hiring and vetting process. My answer: “maybe yes, but also maybe no. It really depends on the purpose and what you’re hoping to gain from the results. “

Read More

Topics: Hiring, Leadership

How the ECHO Listening Assessment Stands Out from Other Assessments

Posted by John Winter on Apr 30, 2019 10:47:55 AM

There are currently over 6,000 assessments for both personal and professional use—with so many assessments out there, why would we want to add yet another assessment to the list? Ours is a bit different. Let us show you what makes the ECHO Listening Assessment unique.


Read More

Topics: Assessments

Key Ways for Sales Teams To Identify Highly Analytical Listeners

Posted by Dana Dupuis on Feb 28, 2019 9:00:00 AM

Understanding the listening preferences of prospective clients and long-term customers is key to optimizing your organization's ability to procure new business and help your sales departments thrive. Research has shown that small businesses with 100 employees or more can save over $400,000 annually just by making pivotal communication improvements, and this number reaches the tens of millions for larger organizations.

Read More

Topics: Listening for Business, Listening Styles, Listening, Listening for Sales