- Статьи и отчеты
- Исследование
- Блог
- Веб-трансляции и подкасты
- Новости и Пресс-релизы
- Published Articles
- Книги
Blog
View Additional Blog Entries
July 30, 2020 - Here’s a thought about first-level leadership development
By Tom Roth and Michael Leimbach
This is the first intallment in Wilson Learning’s “Here’s a Thought About . . .” leadership development series. These brief explorations look at challenges faced by L&D professionals and offer thoughts, trends, and tips for preparing well-equipped leaders to lead organisations forward from a new workplace. Узнать больше
July 29, 2020 - Is there a crisis of leadership? Developing well-equipped leaders
By Tom Roth and Michael Leimbach
With only 50% of leaders feeling well equipped to lead their organisations in the future, the next crisis your organisation may face is a crisis of leadership. In this blog, we'll discuss what qualifies as a leader who is well equipped for an uncertain future and how organisations should approach this leadership development. Узнать больше
February 1, 2018 - Filling your pipeline with the right kinds of prospects: Part 3 of 3: Right message, right person
By David Yesford
Identifying the "right" prospects to target is only part of the sales prospecting battle. The key to gaining access is to present the right message to the right person. But to achieve access the salesperson needs to create a relevant message that is compelling to their target prospect’s business. If a salesperson can’t uncover your customer’s problems and needs they don’t stand a chance at selling them a solution. Узнать больше
January 26, 2018 - Filling your pipeline with the right kinds of prospects: Part 2 of 3: Convert your strong suspects to good prospects
By David Yesford
How can I determine a Strong Suspect from a Good Prospect? People buy for their own reason, not yours and therefore, experienced salespeople know that there needs to be evidence of obvious mutual benefit in a potential sales relationship. When salespeople make the link between what the customer needs and what you have to offer, it becomes easier for salespeople to invest their time into only targeting the strongest prospects. Узнать больше
November 14, 2016 - Learning and Development as a strategic voice in the organisation
By David Yesford
To address this crucial role of connecting talent development to an organisation’s complex growth strategies, L&D must strategically go beyond the need expressed by one person, one department, or one executive and help to define what the business truly needs. Let’s explore three key principles that point the way to becoming a trusted L&D adviser. Узнать больше
November 10, 2016 - Separating the people from the problem
By Frank Croswell
We all experience situations at work where conflict arises, potentially putting relationships at risk. The key to resolving such conflicts is to be hard on the problem while being soft on the people involved. Let me share an example that illustrates the value of this stance. Узнать больше
November 10, 2016 - Successful sales enablement: Bridging the gap between strategy and execution (As seen on Selling Power blog)
By Wendy Mack
In working with sales organisations around the globe, I have found that everyone wants a piece of the sales force. Internal functions such as marketing, training and development, R&D, and sales operations all have information they want to get out to sales. When these functions aren’t working together, the result tends to be costly chaos. Узнать больше
November 9, 2016 - Do you have the stomach for employee engagement?
By Tom Roth
Early in my career, I worked for an NFL quarterback who is now in the Hall of Fame. Late in his career he was having trouble throwing the long passes downfield and his production dropped off dramatically. The team feared his arm was “dead.“ They ran every test possible to diagnose and fix his arm to no avail. Узнать больше
September 26, 2014 - RFPs… So you’re telling me there’s a chance!
By David Yesford
“So you’re telling me there’s a chance. Yeah!” Sound familiar? You probably recognise these classic lines from the movie Dumb and Dumber, starring Jim Carrey as Lloyd Christmas, the eternal optimist. I’m not saying all requests for proposals (RFPs) are like this, but it sure does feel like it sometimes. Узнать больше
August 26, 2014 - This is my best and final offer!
By David Yesford
Over the years, my travels have often taken me to India. Some of the most fascinating experiences I’ve encountered while there have occurred at the Indian markets, including one particular experience at the Dilli Haat market in the central part of Delhi. Узнать больше