by Nick Anderson | May 3, 2021 | Alignment, Focusing Change To Win, Negotiating, Sales Effectiveness
Rackham & Carlisle’s research on the differences between successful negotiators vs. their average counterparts was illuminating. It had an impact as very few studies have investigated what actually goes on face-to-face during a negotiation, mainly because: Real...
by Nick Anderson | Apr 29, 2021 | Project Management
Introduction Getting people on the same page is crucial for developing successful partnerships based on strong and shared sense of vision. It is the cornerstone, and launching point for successful partnering efforts. Visioning in a partnership if different form other...
by Nick Anderson | Mar 3, 2014 | Sales Effectiveness
How can sales trainers and managers use BA to boost sales? Observing and assessing what people to say and do in given sales situations is not new. It can have a powerful impact on sales effectiveness when done well. From sales ranging from inside to field sales, from...
by Nick Anderson | Jan 26, 2012 | Change Management, Leadership, Seminars & Webinars
Introduction Getting people focused and committed on implementing a strategy has never been more difficult as von Moltke said: Strategic plans do not survive first contact with the enemy, and hence must be always open to revision. In today’s competitive...
by Nick Anderson | Nov 29, 2011 | Sales Effectiveness
1. Introduction I developed this as a discussion paper for a client’s European Sales Management Effectiveness Project. The interesting perspective is how the issues raised in the early 90’s are still validated by Deliotte’s 2010 survey of 250...