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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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Octobre 11, 2011 - Protect and retain your strategic accounts by aligning organisations

par Peter Krammer

Nothing is quite as profitable and rewarding for a supplier as a strategic account. There is a myth embraced by far too many organisations that the health of this type of relationship is the province of the sales department. Let’s challenge our thinking on that. En savoir plus.

Août 17, 2011 - Mobile web vs. mobile apps

par Michael Leimbach

Many of our clients who start utilising mobile learning are quickly confronted with the issue of whether to implement it as a mobile app or via mobile web. The decision can have broad implications for accessibility, cost, quality and maintenance of a mobile learning strategy. En savoir plus.

Juillet 8, 2011 - Virtual leadership: Leading by remote control

par Carl Eidson

We posted a blog in 2009 titled Leading by Remote Control in which we discussed the challenges of leading a remote team. Several readers commented that they found the title troublesome since it conjured up images of a leader controlling others or purposely pushing others’ buttons. These critiques had good merit. After all, engagement research tells us that employees don’t want to be controlled. And clinical psychology research tells us we all have buttons, yet none of us wants them to be pushed by others. With all of this criticism, does the Leading by Remote Control title have any legitimacy? En savoir plus.

Juin 21, 2011 - What reality TV tells us about Social Styles and building better relationships

par Leon Thompson

As the saying goes, pop culture often imitates life. In today’s media-driven culture it seems you cannot have a reality show without a largely tell-assertive cast. Television executives are well aware that Expressives and Drivers in back-up mode equal good ratings. En savoir plus.

Avril 1, 2011 - Q: Hire salespeople and train them to be scientists - or hire scientists and train them to be salespeople?

par Carl Eidson

A few days ago I posted this question on a LinkedIn discussion group focused on sales effectiveness in the chemical industry, a market segment that employs many scientists and technical experts as part of the sales force. While this discussion was focused on sales in the chemical industry, the same issues apply across many industries including laboratory equipment, high tech systems, aerospace, alternative energy and more. En savoir plus.

Janvier 11, 2011 - Let's stop handling objections!

par Carl Eidson

Consider this scenario: The customer says, “The competition has the same thing you have, but the price is lower.” What does the sales representative do? Possibly point out differentiators and highlight the value to the customer. If that doesn’t work, free value-adds might be thrown out to entice the customer to buy. And what if the customer continues to maintain a hard price position? In my experience, the salesperson will often end up giving in to the customer’s demands, lowering the price or margin or both, sacrificing profitability to save the sale. En savoir plus.

Novembre 4, 2010 - Calling on executives... don't get "referred downward"

par Ken Valla

Not long ago I was talking with a senior executive about the barriers confronting salespeople who want to meet with their customers' top leaders. I mentioned the common complaint that executives are hard to access and often refer salespeople right back down the line to their functional department heads. His response stuck in my mind: "You get referred to who you sound like." En savoir plus.

Octobre 8, 2010 - Building cultural competency

par Carl Eidson

A culturally diverse project team breaks down because team members can’t make a key decision that is core to the team’s mission. Some team members claim others are spending too much time off task and failing to share critical information. Other team members say the team leader is forcing decisions too quickly without allowing time for conversation, thought and consideration of alternatives. The executive sponsor is mystified. She wonders: “What’s the problem with this hand-picked team of high performers and how do I get them back on track?” En savoir plus.

Août 2, 2010 - Do you have what it takes to be a successful virtual learning facilitator?

par Nancy Frevert

Many of our clients tell us that they are interested in virtual learning and want to understand how to ensure the success of a virtual learning initiative. We discuss with them the various factors that affect the virtual learning environment—great design, the right technology, etc. But in recent conversations with some of our most successful facilitators, I was reminded of just how critical their role is in a virtual learning environment. En savoir plus.

Juillet 19, 2010 - What are today's top training priorities? Insights from industry leaders

par Carl Eidson

In the past few months, I have had the privilege of attending two of our industry’s leading professional conferences: American Society for Training & Development (ASTD) and the Society for Pharmaceutical and Biotech Trainers (SPBT). En savoir plus.

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