by Nick Anderson | Oct 18, 2011 | Coaching & Development, Consulting, Sales Effectiveness
INTRODUCTION A frequent and often crucial situation in management today is one in which one person is seeking to persuade another to accept proposals for change. This situation commonly occurs when a subordinate presents a case to his or her boss. Unfortunately,...
by Nick Anderson | Feb 28, 2011 | Sales Effectiveness
Designing Sales Training: Methodological Agnosticism Sound weird, doesn’t it? Truth is . . . being tied to one training methodology simply isn’t productive. There’s no “perfect training methodology” – whether it be focused on selling, managing or coaching. Any...
by Nick Anderson | Oct 13, 2010 | Consulting, Sales Effectiveness
Listen to the Radio Show This month’s topic looks at Competitive Differentiation in the Professional Services Sector. This sector typically includes accountants, lawyers, bankers and financial services, like planners etc. All these professionals offer very similar...
by Nick Anderson | Sep 19, 2010 | Sales Effectiveness
This blog’s topic looks at a cherished belief of many executives that pay for performance compensation schemes motivates people to higher performance. Yet, pay is just one thread in a tapestry that covers the state of motivation in organizations today. (Listen to ...
by Nick Anderson | Jul 19, 2010 | Sales Effectiveness
The focus of this blog is the first of two on Improving Sales Effectiveness. The first is the Quality of Sales Managers Matters. It is based on findings from the Conference Executive Board, PDS Groups and Huthwaite Research Group studies on sales management and...
by Nick Anderson | Jul 1, 2010 | Sales Effectiveness
The really effective sales organization has a number of characteristics, for example: Skills and strategies suited to their market outstanding products or services In-depth understanding of how these products can solve customer problems Appropriate rewards and...
