Category Archives: Adding Value

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 »

Eleven Things Effective Leaders Do…

They do nothing particularly difficult or sophisticated, but they are effective in creating value in their role through focusing on certain behaviours and activities that make all the difference. Effective Leaders… Work at making sure their influence exceeds their levels of authority. Motivate those around them to change things Inhabit the mind of the customer… Read More »

Commuting For Success

Commuting has always been a time consuming experience, but with fuel prices at their current levels and congestion in the UK leading to delays it now takes up more time and money, so how can you make the most of your commuting time? You can always read work papers and mentally plan for the day… Read More »

Taking Yourself Seriously

Job titles can be a contentious area in organisations, whether people feel they make people too status conscious, or whether they feel titles provide a clear signal to colleagues about the structure and hierarchy they matter to individuals. An interesting trend is for people to choose their own titles, whether from a set of HR… Read More »

Some Secrets of High Performing Sales People

Two recent training projects have uncovered things that separated the above average from the exceptional salesperson. Although there is nothing particularly new in our findings we were still struck by the performance difference they created. All of the examples are from business to business environments performed or exhibited by people who are at the top… Read More »

Are You In The Zone?

We are all familiar with being in our Comfort Zone, but what about the other performance/behaviour zones that can help you focus on being more effective and understand why you feel like you do when performing at certain levels. Working from the bottom up: If you are below the black line you are in the… Read More »