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セリング トゥ バリュー ポストコロナ時代の営業活動を支える新基準 (e-Book)

<!-- 01 -->セリング トゥ バリュー ポストコロナ時代の営業活動を支える新基準

営業担当者は、オポチュニティごとの価値を判断できていますか？多くの組織が変革を余儀なくされたこの年は、お客様の価値観も変化していることでしょう。この新しい環境でどう差別化するか、e-bookをダウンロードしてご活用ください。

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3 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 organizations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers. 詳しくはこちらへ

3 Winning Strategies for Prospecting: Right Prospects, Right Message, Right Attitude

If your organization is like a lot of sales organizations, 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. 詳しくはこちらへ

8 Tips for Team Survival in the New Economy

With shifting consumer demands, disruptive new technologies, and unpredictable financial dynamics, today's organizations have to be more agile and work faster to adapt if they want to thrive in the new economy. While senior leaders need to always be looking forward, anticipating trends and making decisions just ahead of the curve, the unit of the organization responsible for flawlessly executing these complex, ever-changing strategies is the team. 詳しくはこちらへ

Aligning the Selling and Buying Processes: A Consultative Selling Approach

If you think your salespeople can control the way buyers buy — think again. The old adage that "people love to buy, but hate to be sold" has changed to "people know how to buy, and won't be sold to." But, that doesn't mean it's time to fire your salesforce. With a little insight into today's buying process, salespeople can understand how customers buy and dramatically increase their sales results. 詳しくはこちらへ

Approach to Learning: How We Enhance Human Performance Through Learning (Point of View Paper)

Learning, the acquisition of new skills, knowledge, and capabilities, always occurs within the context of human performance improvement! Wilson Learning approaches every client situation from this perspective. That is, we begin with a process of understanding the client's needs, expectations, situation, and problems. 詳しくはこちらへ

Assessment Technology in The Age of Hypercompetition (Point of View Paper)

As markets heat up all over the world, companies strive to develop strategies and tactics to contend with today's dynamic conditions, or at least survive them. "Hypercompetition is an environment of intense change in which flexible, aggressive, innovative competitors move into markets easily and rapidly, eroding the advantages of the large and established players." 詳しくはこちらへ

Balancing the Consultant and Strategist Roles: Managing the 4 Sides of Sales is Key to Highly Effective Selling Skills

There was a time when a salesperson could fulfill a unified role as a vendor, trusted advisor, and challenger. But today's hypercompetitive market requires the salesperson to play two distinct yet complementary roles—that of Consultant to the customer and Strategist to both the customer and his or her own organization. 詳しくはこちらへ

Becoming a Leader People Choose to Follow: Effective Leadership Development

One of the greatest challenges leaders face is preventing their employees from feeling stuck or paralyzed in the current situation. Leaders need to shift their own energy to help people move forward in the context of opportunity, even while times are tough. This energy shift won’t happen automatically; rather, leaders must make a conscious, intentional shift. 詳しくはこちらへ

Beyond the Training Event: 6 Best Practices That Ensure Learning Results

Training events on their own aren’t enough to ensure lasting performance improvement, but what can you do? Elevate any learning effort from program to performance improvement initiative with these six best practices. 詳しくはこちらへ

Boost Your Personal Power by Challenging the Way You Think

Personal power is the single biggest “make-or-break” factor in human performance—the factor that ultimately determines success. Beliefs are the fuel of our behavior, and there are four common beliefs that cause most of our negative feelings. In this article, we'll explore how to challenge these beliefs in order to unleash personal power. 詳しくはこちらへ

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