Month: April 2008

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How Good Is Your Front Of House?

One of the most interesting parts of a consultant’s job when visiting different organisations is seeing how strongly the way they organise their reception and switchboard, revealing how customer centric the wider business actually is. […]
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Are Your Salespeople IT Literate? *

We are all users of technology, however many salespeople have huge gaps in their IT literacy, having developed ‘coping strategies’ to get by. The most obvious coping strategy is getting someone else to do it […]
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The ‘I’ In Team

We often hear that “There’s no ‘I’ in team”, a nice idea, but the reality is that teams are made up of individuals and individuals need to feel a sense of personal achievement as well […]
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Recession Proofing Yourself

With concern about the ‘credit crunch’, the ‘housing market slump’ and the ‘looming recession’, people find themselves considering how well positioned they are to weather a potential storm. [geoads2] This can cause people to behave […]
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Management Competence

Background Over the past decade, there have been widespread changes in the political, social, economic and psychological forces affecting organisations and their people.  These changes have significantly affected both the nature of management and the […]
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S3: Structured Solution Selling™

The cost of selling activities has increased significantly, and is likely to continue doing so. From purely a financial point of view, it makes good sense to invest in sales activity to achieve not just […]