The Five Practices of Exemplary Leadership

The five practices are the framework. It's an evidence based framework of leadership. And this is what our research consisted of with those 530 b to b buyers. In fact, we drilled it down five practices, ten commitments. But in the research we got right down to the thr specific behaviors, six behaviors under each practice. What we found out is that for buyers, all 30 behaviors, which means all five practices, are important to them,. They would like to see a higher degree of frequency from sellers and every single one of these. So they're all important.