Research, practice notes, and thinking on change management, AI implementation, and the AlEx™ process — including content adapted from LinkedIn.
An account plan is essentially a change management plan. Strategic account management is, after all, about creating a vision and inspiring buyers with that vision of what’s possible…
Read MoreObserving 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.…
Read MoreBack 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…
Read MoreIn 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…
Read MoreSound 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…
Read MoreAccording to the research, more than a third of the respondents (38 percent) undertake a small number of change initiatives per year (1-5 projects). Yet the top reason…
Read MoreThis is the third in my Leadership Skills series to help Leaders assess where they need to develop their people skills. In my last Post I introduced the…
Read MoreSome barriers to effectiveness are obvious - if the products are poor then no amount of sales skill can compensate sufficiently to build success. Many barriers are more…
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