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Août 19, 2020 - Quenching your customer’s thirst for value

Quenching your customer’s thirst for value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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Février 14, 2013 - Are you the light bulb or are you the light?

par Stephen Melchior

Change is something that affects everyone in today’s world, whether we like it or not. No matter what profession we’re in, our daily activities are influenced and driven by technology, differing customer demands, employee performance, and economic ups and downs. En savoir plus.

Janvier 10, 2013 - Choreographing the competitive dance: Planning moves in a competitive environment

par David Yesford

To choreograph the competitive dance that happens in every selling situation, you first need to understand why people are out on the dance floor in the first place. That sits squarely in understanding what the customer values. En savoir plus.

Janvier 8, 2013 - Factors guiding your global learning initiatives: What do you count on to be successful?

par David Yesford

An American and an Indian are rushing to an 11:00 meeting. Just outside the meeting place, each runs into a dear friend they have not seen in 5 years. What happens? You will laugh, but culturally, the American will quickly say hello, say they are late for a meeting, and as they rush for the door, tell the old friend that they will email them to connect. The Indian, on the other hand, will stop and invite the friend to sit down for a cup of coffee. Who is “rude” in this situation? Strikes me that your answer as you are reading this is influenced by your culture. En savoir plus.

Novembre 26, 2012 - The mid-level leadership vacuum

par Anand Subramaniam

As a business consultant and facilitator working with diverse businesses in India, I have witnessed people experience almost frantic career growth in the last 15 years. Those who have begun leadership careers in times of exponential growth have seen their career graphs skyrocket, and have often grown from front-line employees to upper-middle or senior managers inside a decade, sometimes less. En savoir plus.

Novembre 12, 2012 - Rumours of the death of consultative selling are premature.

par Michael Leimbach

If you have been following sales training articles and blogs recently, you would think that the role of salesperson as consultant and trusted advisor is dead. These articles suggest that the ideal salesperson acts as if customers are wrong about their "real" problems and challenges customers about their knowledge and assumptions. En savoir plus.

Septembre 24, 2012 - Are your customers buying differently? You bet.

par Michael Leimbach

New technology is changing the buying process. In the past, customers had little information about providers available to them and it was difficult to make direct product comparisons. Today, customers have multiple resources with which to identify, screen, and select suppliers without contacting them and often reject sellers before the seller even knows they have been screened out. In fact, an American Marketing Association report indicates that 80% of customers find sellers before sellers find the customer. This is a significant change in how buyers buy and requires an equally significant change in how sellers sell. En savoir plus.

Août 20, 2012 - Want successful change management? Get employee buy-in!

par Hazel Stewart

Operating in today’s business world is like living in the land of "Re" — something is always changing and mostly it is "re-something": re-organising, re-structuring, re-shaping, re-framing, re-aligning, re-engineering and so on. People have to constantly deal with the message "we’re changing again." As such, change has become a constant part of our work lives and a normal function of every leader’s role. En savoir plus.

Avril 2, 2012 - Better versatility = Better relationships

par Tom Roth

In conversations with clients about the impact of the current economic downturn, I keep hearing one concern everyone seems to share: "How can we help our people manage the strain of all the budget cuts, layoffs and re-organisations?" En savoir plus.

Février 14, 2012 - Rejuvenating your team: Discretionary energy lost and found

par Carl Eidson

You know the feeling . . . Low enthusiasm, low energy, not a lot of motivation. You’re tired out and feeling oppressed by "making do with less" for way too long. Chances are your employees are feeling this way too, stretched too thin and tired of putting out extra energy to cover work that used to be done by employees who are now gone. En savoir plus.

Janvier 24, 2012 - What can we do to make training stick?

par Carl Eidson

Training 2012 Conference & Expo speaker Carl Eidson answers the question, "What can we do to make training stick?" En savoir plus.

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