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Special Rerelease: How to Sell to Value
in the New Sales Environment (e-Book)

Special Rerelease: How to <i>Sell to Value</i> <br/>in the New Sales Environment

Do your salespeople know how to determine value for each customer opportunity? As many organizations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well.

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Global Training Initiatives: 4 Strategies for Enhancing Global Learning Implementation

What makes a learning project global and successful? From the start, it's important to set a context of global awareness and effectiveness. learn more

How Today’s Top Leaders Drive Growth: Shifting the Traditional Heroic Manager Mindset to Drive Growth and Performance (Leadership Insights Series)

How do leaders drive organizational growth and performance? The biggest challenge for many leaders, especially mid-level leaders, is to shift their mindset from “getting the work done through people” to “getting the work done with people in a way that builds their ability to do it themselves.” This requires an empowered and engaged workforce. Discover what L&D can do to help leaders shift their mindset to better drive organizational growth. learn more

The Hybrid Approach to Selling: Creating a Resilient Salesforce (e-Book)

As sales approaches have continued to evolve due to the current challenges, a new sales approach has emerged: hybrid selling. The exact nature of hybrid selling is yet to be determined, so the need for resilience is critical. learn more

Individual Effectiveness: Creating the Effective Workforce (Point of View Paper)

It is clear that the effective individual is more than just the sum of his or her technical or professional expertise. In the 40-plus years we have studied individual performance and helped our clients develop their workforce, we have come to believe that, in addition to technical competence, what separates the effective from the highly effective individual is a core set of skills that a person acquires over his or her career, crossing from job to job, role to role. learn more

Influence Strategies That Win: Steer the Buying Process and Players to Outmaneuver the Competition

Salespeople are told they should “call high, wide, and deep”—and really focus on the C-suite. But is that always the best approach? With buying processes becoming increasingly complex, we’ve provided insight into the 3 steps needed to shape buying decisions. Read this article to arm your sales team with the information required in order to deploy the influence strategies needed to win. learn more

Integrated Sales Leadership Development Approach: Managing the Process, Leading the People (Point of View Paper)

Many of the perspectives and skills a salesperson acquires in developing an effective sales approach are inconsistent with the perspectives, skills, and environment of a sales manager. The accompanying table shows some of the major differences. learn more

Is Your Customer Base at Risk? Protecting Your Existing Business in Tough Times

In a challenging economic climate, you may be finding that prospective customers are strongly focused on down-sizing and cost cutting rather than on expanding their business or acquiring the latest new product features. Companies that may have been in growth mode last year are putting projects on hold, reducing capital budgets, and paying renewed attention to cash management. learn more

Is Your Customer Experience Inhospitable? Increasing Guest Loyalty by Exceeding Guest Expectations

Customer experience will overtake price and product as the key brand differentiator. A consistent customer experience is critical where every member of the hospitality organization own a piece of the customer experience. But how? Learn more. learn more

Is Your Organization Ready to Go Global? 5 Cultural Dimensions that Must Be Managed to Ensure Global Effectiveness

The most critical global developments for businesses include the increase in economic activity in emerging markets, the free flow of information across the globe, and increasingly global labor markets. learn more

L&D’s Role in Sales Enablement: What Every Learning Professional Needs to Know Today to Impact Sales Results Tomorrow

Improving the alignment of the core functional elements, the go-to-market strategy, and the customer experience is the ultimate objective of sales enablement. Accomplishing this triple alignment requires coordination across multiple functions, including Learning and Development. Read more about what executives are demanding from today's L&D professionals. learn more

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