In today's economy, sales leaders face a dilemma: Customers still able to invest in new solutions are also demanding discounts and other concessions. At the same time, selling organisations are under great pressure to deliver both sales numbers and profitability to meet their own company's expectations. Узнать больше
What growth strategy is your sales organisation pursuing as the economy begins to show signs of recovery? As the business climate improves, so do the opportunities for shifting from survival to growth mode. Узнать больше
Things are looking up. Businesses are starting to grow again and new opportunities are cropping up slowly but surely. Many companies are adding staff carefully, building the resources necessary to manage this new activity. New business calls for organisations to change their approach and their attitudes around engagement. Узнать больше
What makes a learning project global and successful? From the start, it's important to set a context of global awareness and effectiveness. Узнать больше
How do leaders drive organisational growth and performance? The biggest challenge for many leaders, especially mid-level leaders, is to shift their mindset from “getting the work done through people” to “getting the work done with people in a way that builds their ability to do it themselves.” This requires an empowered and engaged workforce. Discover what L&D can do to help leaders shift their mindset to better drive organisational growth.
As sales approaches have continued to evolve due to the current challenges, a new sales approach has emerged: hybrid selling. The exact nature of hybrid selling is yet to be determined, so the need for resilience is critical. Узнать больше
It is clear that the effective individual is more than just the sum of his, or her, technical or professional expertise. In the 40-plus years we have studied individual performance and helped our clients develop their workforce, we have come to believe that, in addition to technical competence, what separates the effective from the highly effective individual is a core set of skills that a person acquires over his, or her career, crossing from job to job, role to role. Узнать больше
Salespeople are told they should “call high, wide, and deep”—and really focus on the C-suite. But is that always the best approach? With buying processes becoming increasingly complex, we’ve provided insight into the 3 steps needed to shape buying decisions.
Read this article to arm your sales team with the information required in order to deploy the influence strategies needed to win. Узнать больше
Many of the perspectives and skills a salesperson acquires in developing an effective sales approach are inconsistent with the perspectives, skills and environment of a sales manager. The accompanying table shows some of the major differences. Узнать больше
In a challenging economic climate, you may be finding that prospective customers are strongly focused on down-sizing and cost cutting rather than on expanding their business or acquiring the latest new product features. Companies that may have been in growth mode last year are putting projects on hold, reducing capital budgets and paying renewed attention to cash management. Узнать больше