Month: October 2014

Value Chain Capital

Each business and market segment has its own unique value chain consisting of the combined activities that make up the internal business and external market environment. Segmenting the market place and developing a deep understanding […]
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80 Ideas for Sales Meetings

Sales Managers are often nervous of kicking off yet another dry sales meeting.  Here’s some ideas that recent participants have shared for adding an element of discussion and debate at sales meetings. Topics marked * are […]

Influencing Behaviors II

Using What Others Bring To The Situation Influencing is commonly thought to centre on “my agenda and getting what I want”.  However, the whole picture suggests that just using this approach, even if done skilfully […]

Influencing Behaviours I

Using What You Bring To The Situation In some influencing situations, what we call “your agenda” will be paramount.  Your agenda means everything that you bring to the situation, which is important to you: your thoughts, views, […]