by Nick Anderson | Jan 19, 2012 | Leadership, Sales Effectiveness
Introduction The avalanche of data at ever increasing speeds creates greater corporate ADHD. The result is decision making suffers from “24×7 news cycle” thinking where now is better than later. Competitively, it means increased market stress and rapid cycles of...
by Nick Anderson | Dec 15, 2011 | Sales Effectiveness
Back in 1995 I worked with my client Peter Barlow then VP Global Account Management and Major Projects for APV (Food Process Engineering Company) on developing a Major Account Management System. Now over 15 years on I ask: What’s changed in Key Account...
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...
by Nick Anderson | Nov 4, 2011 | Sales Effectiveness
Introduction A key finding of our research in a large mortgage loan client (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage Loan Officers recognized only half of...
by Nick Anderson | Oct 23, 2011 | Coaching & Development, Sales Effectiveness
INTRODUCTION People problems are very varied; they can also be complex. There is no all-embracing theory for understanding them and no magical formulas guaranteed to solve them. The problem-solver, where people problems are concerned, must be an experimenter. ...
by Nick Anderson | Oct 21, 2011 | Sales Effectiveness
In one of my clients in the food engineering sector, I estimated that only 1:12 quotes were successful. What are the implications of this situation, apart from not making your “Nut”? Effort devoted to lost causes Good opportunities starved of resources at the right...
