Insights

Increase price and boost business

Increase price and boost business

Increasing prices are a fact of life, and in the race to retain customers, price increases are often the biggest hurdle to overcome. So, how can you prepare your salesforce to have the inevitable price-increase discussion without damaging the relationships your...

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Take the bull by the horns

Take the bull by the horns

The more-flexible dialogue-based approach to selling that we introduced in the last blog isn’t easy. In fact, it’s outside the comfort zones of many selling professionals.  Of course it is! Adopting a flexible, dialogue-based approach that provokes the complacent...

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Flexibility is the future in B2B sales

Flexibility is the future in B2B sales

Today’s web-savvy B2B buyers believe they know best. They’ve done the research. They know all the suppliers are alike. Now it’s all just down to the price. 60% of executives say that their companies do not “consistently do a good job of aligning offers to target...

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Create your own goldmine

Create your own goldmine

70% of employees are disengaged from their work. The cost to the US economy: between $450 – 550 billion.* Today’s buyers believe they can find on the internet most, if not all, of the information they need to make informed purchase decisions. Once they feel informed,...

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B2B selling gone wrong

B2B selling gone wrong

85%: Gartner Group’s estimated commercial transactions that will occur without the aid of a sales representative by 2019.*  In B2B selling, it is possible to use wrong selling techniques. Gone are the days of the same-old boring sales approaches. To succeed with...

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B2B buyers are changing

B2B buyers are changing

40% of B2B buyers say they waited longer to initiate contact with suppliers this year than they did last year.* Business-to-business (B2B) selling is changing with remarkable speed. Just a click of a button can make most people an expert, and as a result, web-savvy...

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Get your team talking and inspire innovation

Get your team talking and inspire innovation

Many executives see innovation as a leadership issue: The big guns, employed at significant cost, are incapable of delivering what they promised. But the lone genius is a rare find, and in your hunt to find one, you'll end up alienating and demotivating some truly...

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No such thing as a fast buck

No such thing as a fast buck

After hours of brainstorming, R&Ding, planning, thinking and talking, you'd think that at least one person in these huge multi-national corporations would have stood up and challenged the notion of Colgate making meals or Bic making underpants. But this is what...

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Talking about our generations

Talking about our generations

Most corporate leaders are smart, logical people, and many of them are Gen-Xers or Baby Boomers, groups characterized by the need for processes learned in a pre-Internet world, where they needed to physically move from place to place to deal with most tasks. When...

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Engage the disengaged

Engage the disengaged

  You know what engages and inspires people most? Feeling they’ve done a good job and that their work is valued and valuable. Agreed? But according to a recent Gallup state-of-the-workplace report, only 30% of employees are engaged and inspired at work. 50% are...

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Start nurturing innovation

Start nurturing innovation

Money plummets into R&D, new product development, leadership development initiatives and employee engagement programs, but for most companies, the desired impact is still elusive. It’s time companies focused less on the money spent, and more on the creativity and...

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