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August 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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July 6, 2010 - Leader or individual contributor?

By Hazel Stewart

The recent change in Australia’s top leadership role (the replacement of Prime Minister, Kevin Rudd, by his deputy Julia Gillard) resulted in a myriad of articles and comments about Mr. Rudd’s leadership style. Узнать больше

May 10, 2010 - The evolution of virtual learning

By Michael Leimbach

I conducted my first virtual learning session almost 15 years ago. I chuckle a little when I think back to how limited the technology and my experience was back then. About all you could do was show your slides, maybe conduct simple quick polls that you had to create on the fly and maybe let the participants write on a whiteboard (why did they all use the upper left-hand corner?). Узнать больше

April 15, 2010 - Virtual learning: What's the real scoop about making it both virtual and effective?

By Nancy Frevert

Clients are asking a lot of questions about virtual learning these days, and it’s not surprising. There are so many ways that virtual learning makes sense. Instead of bringing people to a common location for training, why not bring the training to them? Instead of paying a big travel bill and disrupting work schedules, why not integrate the learning right into the work environment? Why isn’t everybody doing it more often? Узнать больше

March 15, 2010 - What's the payoff for investing in your sales managers?

By Michael Leimbach

Recently we took a detailed look at how sales managers can impact the results of sales training. We expected to see an effect, but were surprised ourselves to see how much difference sales manager involvement makes. If managers are on board with the initiative and know how to coach, their involvement can increase the impact of training by as much as 24%. Узнать больше

January 4, 2010 - New Year’s resolution: Get managers involved for better learning results

By Ed Emde

As you start out another new year, possibly with a more limited budget than in the past, you might be thinking about how to make sure you get outstanding results out of this year’s initiatives. Узнать больше

November 23, 2009 - Is an engaged employee born or bred?

By Bob Lovler and Scott Wesley

Lots of people are talking about employee engagement because of its relationship to a number of outcomes like retention, performance and customer loyalty. There seems to be a predominant focus on how to create (or breed) engaged employees through specific leadership and management practices. Узнать больше

November 5, 2009 - Leading by "remote control"

By Carl Eidson

One of our managers just had a group of employees move to home offices. As he described the situation, he acknowledged some worries. “What if they’re not as productive?” he asked. “How do those who are not used to working independently keep from getting distracted? How do I keep them motivated and focused?” Узнать больше

October 8, 2009 - Can your sales managers answer the critical questions burning in the minds of salespeople?

By Carl Eidson

In these tough economic conditions, it’s easy to believe that most sales forces are doomed to poor results and low morale until the economy turns around. But is this really the case? My informal observations across 10 companies and 8 industries would suggest—NO. Узнать больше

September 8, 2009 - If you want business results from learning, get managers involved

By Ed Emde

This past June we surveyed professionals attending the ASTD International Conference about what they are doing to make sure learning transfers to the job. As people began to fill out the survey, we kept hearing a common question: “Should we fill this out based on what we know we should be doing or based on what we are doing now?” Узнать больше

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