Category Archives: Opportunity

Is China An Opportunity Or Threat To Your Business?

We keep reading about the explosive (consistent double digit) growth in China, now the world’s second largest economy, overtaking Japan in 2010 and predicated to catch America is the next 10-15 years. We also hear about how this growth is going to affect the Western economies with huge speculation around potential outcomes. To help make… Read More »

Why Everyone Can’t Be Talented And How Some Organisations Deal With The Opportunity

Given a standard distribution curve, the amount of really talented managers in business is going to be relatively small. The bulge of managers (as opposed to a manager’s bulge) will be around the middle, classified as average. If that point is then scaled up to the business level, and we assume that talent equals upper… Read More »

What Every Business To Business (B2B) Organisation Is Trying To Achieve

When all the strategies have been written, all the workshops attended, and all the board meetings or management meetings sat through, what all B2B businesses are trying to achieve is the same thing: Organisations what to deliver an enhanced Customer Experience through optimising all interactions – in all integrated dimensions – more cheaply To increase… Read More »

E-Learning

Many organisations are struggling to enable real learning (not just training) amongst a diverse population of employees in a way that is accessible, engaging, effective and aligned. Meanwhile self directed employees are becoming more demanding and are taking charge of their own development at a rate that many learning and development functions cannot keep pace… Read More »

What We’re Reading – The Goal

Title: The GoalAuthor: Eliyahu M. Goldratt, Jeff CoxPublisher: Gower Publishing Ltd; 3Rev Ed edition (17 Nov 2004)ISBN: 0566086654Price: £16.95Reviewer: Claudine McClean The Goal is a classic management text book, although it doesn’t really read that way. Written instead as a novel, almost a detective story, it takes you through management problems from the perspective of… Read More »

7 Technology Related Trends That Are Coming To A Place Near You!

The mobile phone looks like being the first truly successful convergence device since the Teasmade. The killer application combination will be location tracking (through GPS or similar), high bandwidth and new services. Don’t underestimate customers inventing uses either, like using Bluetooth to see who is up for flirting on the bus, in the train carriage,… Read More »

Recruiting Sales People – What You Should Really Do

Sales organisations are always trying to recruit who they think are the best salespeople. The problem is they sometimes don’t understand what their customers are looking for in these salespeople. Our own work in this area consistently shows that customers value subject specialism and the ability to create insightful solutions as the most desirable capability.… Read More »

Structured Training Open Courses Receive CPD Accreditations

All of our Courses are now CPD Accredited (Continuing Professional Development). The world in which all professionals practice is changing. Global competition has never been more intense, clients are more demanding and technology offers new ways of working. The knowledge base of the professionals and of the sectors in which they operate has also increased.… Read More »

Everybody Can Think, Why Don’t We Do More Of It?

There is thinking concerned with conception (‘day dreaming’) and thinking concerned with action (problem solving) There is thinking that is linear (experience, logic rational analysis) and thinking that is lateral (intuition, wild thoughts, crazy ideas) We live in a world of discontinuous change, which will require discontinuous responses Thinking differently can be learnt, its not… Read More »

Where Have All The Sales Leaders Gone?

Many sales teams aren’t led but managed. Sales Directors, National Sales Managers & Field Sales Managers all need to occupy the leadership space, but many don’t, preferring to stand only on management ground. Below we explore the some of the reasons why sales leadership (and leaders) are not the visible force they should be: Management… Read More »

The Modern Sales Professional’s Glossary of Competitive Advantage

These are some of the concepts that are helping the modern sales organisation effectively engage with their most demanding customers and prospects. Customer Value Proposition – The total offer as perceived by the customer. It’s the interdependencies and emphasis of the various elements that creates a unique CVP (or not). Salespeople, and the way they… Read More »