Insights

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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Challenge the creative

Challenge the creative

If you were an elementary-school teacher and you shouted at your class, telling them to draw the nicest picture they’ve ever done, how do you think those drawings would turn out? Full of color, imagination and creativity? Or rigid and nervous, penned by children...

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Own your virtual sales call before you even get to the pitch

Own your virtual sales call before you even get to the pitch

  Meetings software has found its own in 2020. If we thought business ground to a halt in the last few months … imagine what it would have been like without video conferencing apps and software—yes, we’re looking at you Skype, Google Meet, Google Hangouts, Starleaf,...

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How Unilever changed procurements playbook

by Ron D'Andrea Share “If you know the enemy and know yourself, your victory will not stand in doubt.”―Sun Tzu,The Art of War There is a new platoon in the buying world. The procurement department. A many-headed monster finely tuned to know everything about the art of...

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Make contract renewal a sure thing

by Ron D'Andrea Share Recognize this? Salesperson clinches the deal, customer moves over to the account manager, renewal sales rep schmoozes the customer to renew, maybe upgrade, their contract when the time comes. And so it goes on. But is that conveyor belt really...

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How to upsell and cross sell effectively

by Ron D'Andrea Share Do you want fries with that? The question of a generation. The moment of upsell. It’s now such a natural question that we don't even notice it. The customer has bought the product she wanted, and she is happy with it. But the "want...

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Courage in presentation tension

by Ron D'Andrea Share 91% of people asked thought trying to calm down before giving a speech was the best option. [1] But is it? Glossophobia. Stage fright. Fear of public speaking. Whatever you call it, it’s very real. A Gallup Poll in 1998 found 45% of people were...

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Courage in negotiation tension

by Ron D'Andrea Share In ‘Star Wars: The Force Awakens’, goodie pilot Poe Dameron faces up to black-masked baddie, Kylo Ren, in what should be an extremely intimidating negotiation. On his knees, with a gun pointed at his head and explosions occurring all around him,...

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What bread, Apple and Yahoo can teach us about innovation

What bread, Apple and Yahoo can teach us about innovation

We’re the survivors, the pinnacle of human achievement. Well done, us! We've learned from our parents, and their ancestors, and we’ve improved on so many things they accomplished. Our ancestors made bread, our parents sliced it, and we have idiot-proof machines that...

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Teamwork, constructive challenge and common purpose

Teamwork, constructive challenge and common purpose

 From the bitter genius of singers Simon and Garfunkel bickering through their partnership that produced some of folk rock’s most iconic music, to friends Chris Brasher and Chris Chataway putting their own dreams of glory on hold to pace Roger Bannister to his...

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Procurement wasn’t built in a day

by Ron D'Andrea Share They say Rome was not built in a day ... but from 21 April 753, when legend says Romulus and Remus founded Rome, through the building of the railways to supplying the troops in the world wars, procurement has historically been a clerical job....

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