Category Archives: Adding Value

Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found bringing clarity to clients’ value propositions in relation to how they view solutions is hugely beneficial in making their sales… Read More »

Innovation/Creativity – It’s Easy To Talk About, Much Harder To Actually Do

Every business talks about being ‘innovative’ or being more ‘creative’ as part of its vision or values. Management will talk about blue sky thinking, or its more robust cousin blue ocean strategy, without doing much else. Often people will talk about innovation and creativity as the same thing which doesn’t help. You might mean them… Read More »

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in interesting times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach. We have captured the main difference in a table… Read More »

How To Hard Wire Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance.  That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better?  The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

Laminated Or Live?

We often visit organisations with clearly articulated values. They’re easy to spot, they have posters with the values on in reception, and often employees each have a handy little credit card sized version of them to carry around. Some even wear their security passes on values embossed lanyards. We occasionally visit organisations with a well… Read More »

Techniques For Avoiding Redundancy

  There is no sure fire way to avoid redundancy, however there is real evidence of positive discrimination around the criteria used for selection that can improve your chances of staying off the list: How To Avoid Redundancy (Positively) Do the job you are paid to do brilliantly. Create as much additional value around your… Read More »

Consulting In The Age Of Complexity

The Context Of Complexity Whatever the precise nature and benefits of your product or service, viewed from the customer’s perspective it could easily be perceived as “one more complexity in a World which is already complex enough”. Some complexity factors facing customers are, for example: Choice From cars to computers, from banking services to pensions,… Read More »

How to Lead Change

How to lead to new places your organisation and clients, defining new market spaces and new ways of working. Change is about leadership, leadership is about change. Increasing change management capabilities with an absence of visible leadership is a waste of time (and money). Leaders stimulate and embrace change, they use change techniques to support the taking… Read More »

The Compelling Business Case

With selling very much on the agenda , customers are increasingly looking to buy great value. When you’re up against stiff competition, making sure you’ve got a compelling business case for your offer can make the difference between making the sale and missing out. We’ve developed this in-house course to help your salespeople make the… Read More »

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in tough times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach.   We have captured the main difference in a… Read More »