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Articles
4C The Future - In an ever increasing global marketplace, the degree to which companies can deliver ongoing value to their customers’ evolving needs, determines their continued success. Value is a personal thing and successful companies discover what value means to their customers quickly, effectively and continuously. The challenge is great and meeting that challenge requires... Click here to download 4C The Future
The Journey to Business Excellence is Along Learning Pathways - “Training and education accounts for just 10 to 20% of what makes a person effective at work.” A Return on Investment (ROI) of only 10-20% may come as a shock to all those people who have happily sent person after person and team after team on the same old training courses, in the belief that a training course is the answer to all their problems and performance. A key reason for this low ROI is... Click here to download The Journey to Business Excellence
The Miraculous Transformation: From Salesperson to Sales Manager - In many organisations, there seems to be a belief that a successful sales executive will be a successful sales manager without any specific development or preparation. How wrong they are... Click here to download The Miraculous Transformation
Networking: Building Relationships for Mutual Benefit - The best way to get business is through networking. That’s what the majority of people I speak to tell me. So what is networking and what makes it so invaluable to its supporters. My definition would be ... Click here to download Networking
Intrapreneurship - The global talent war has seen organisational leaders scratching their heads to understand how they can attract and retain the very best talent that is going to directly impact their organisational worth to shareholders, stakeholders, employees and of course customers. Senior executives are consistently striving for the next big thing or the next big idea, all too often the obvious is overlooked. What is so obvious? ... Click here to download Intrapreneurship
Salesperson or Customer Advocate? - The art of selling has been around since time began. Persuading someone to give you something in return for something else is not a complicated concept. Yet it remains one, which continues to provide endless debate about what selling is and what people who sell effectively do. Terms used in the debate range from hard sell and soft sell to transactional selling and consultative selling, from handling objections to features and benefits; all are meant to convey a variety of approaches with which to convince the customer to give you something in return for something you have to offer. So what is relevant today and for the future?... Click here to download Salesperson or Customer Advocate
Time to Learn: The Pachyderm Principle - The myriad of challenges and opportunities that face businesses may often seem like the task of eating an elephant; where do you start, how do you do it and is it worth the effort? Some might say start at... Click here to download The Pachyderm Principle
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