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Strategic selling: Outmanoeuvre the competition
Salespeople often believe they know what the customer wants and needs, based on their own company's value proposition and one or two discovery conversations with trusted contacts. Salespeople may be responding to an RFP that spells out the official requirements—information that is shared with all bidders. In fact, this information only tells part of the story and will not really help the salesperson clearly understand how the customer sees value. Узнать больше
Successful sales enablement: Bridging the gap between strategy and execution (Point of View paper)
Successful sales enablement requires an approach that bridges the gap between the sales strategy and execution, and provides the sales-force with all of the information and resources they need to generate revenue. Read more about how to build an approach that yields results. Узнать больше
Successful sales skills for increasing win rate and profitability: An evidence-based strategy
Salespeople’s drive to win is key to their success—but their drive combined with a challenging environment can cause them to pursue any deal at any cost, which means they invest time and resources on improbable and unprofitable deals. In this article, we'll discuss the evidence-based approach that leads salespeople and managers toward high-probability and high-profitability opportunities. Узнать больше
Three strategies for peak sales performance: How to create renewable competitive advantage (Point of View paper)
Traditionally, a company could win long-term advantages with new products, or dominate with deep pockets and massive size or capture markets with widespread brand recognition and global presence. Today, these attributes may produce a temporary market advantage, but may also create a competitive disadvantage. Узнать больше
Three vital strategies to protect your customer base: How to retain your most profitable accounts
Sellers as well as buyers are taking stock of priorities as the economy continues to show weakness across most industries. As a result, most sales organisations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers. Узнать больше
Three winning strategies for prospecting: Right prospects, right message, right attitude
If your organisation is like a lot of sales organisations, you may have intensified prospecting efforts lately as old customers downsized, cut spending, and in some cases, switched to other suppliers. The problem is that prospecting is often time-consuming, costly, wasteful, and hard on the morale of the sales team. Узнать больше
The Times They Are a Changing . . . (e-Book)
Download the e-book The Times They Are a Changing to explore ways your organization can leverage today’s challenges to develop stronger leaders for tomorrow. Узнать больше
Top five elements every leader needs to drive employee engagement: Re-engagement strategies to re-charge employees
It's a sinking feeling . . . the low battery icon is glowing and you know it's a warning that your mobile device is running out of capacity to deliver on its full performance unless you plug in and re-charge. Stay with me on this analogy for a minute . . . as leaders, we have asked our followers to do more with less. Now, with the economy improving, there seems to be a need for relief—some leadership re-engagement strategies to re-charge employee discretionary energy and create higher engagement. Узнать больше
Trois mythes de vente virtuelle démystifiés (Infographic) : La réalité derrière les idées fausses de la vente virtuelle dans l'environnement actuel
Alors que les vendeurs s'efforcent d'accéder aux clients et de les impliquer dans ce nouvel environnement, le thème de la vente virtuelle a, à juste titre, fait l'objet d'une grande attention. Consultez l'infographie ci-dessous pour découvrir les réalités qui se cachent derrière les mythes courants de la vente virtuelle dont nous avons entendu parler par nos clients. Узнать больше
Tuning in to internal signals: Establishing strong leadership character (Leadership insights series)
Today, mid-level leaders deal with increased complexity. But what makes them truly effective? To succeed at mid-level leadership, L&D need their leaders to be a Purpose-Centred Leaders which then guides what they do as a leader. Learn how to develop resilient and courageous leaders who have the ability to effectively contribute to the success of others. Узнать больше