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Presenting a Persuasive Case – How do you sell an idea?
INTRODUCTION A frequent and often crucial situation in management today is one in which one person is seeking to persuade another to accept proposals for change. This situation commonly occurs when a...
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Key Account Management Series: Hicks Negotiation Model – Still valid today?
Introduction This model is a tool for summarizing the planning process before negotiations commencing and plotting progress towards agreement during the negotiation. Basic assumptions are that: Every...
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Key Account Management Series: Getting Over Quote & Hope – Team Exercise
In one of my clients in the food engineering sector, I estimated that only 1:12 quotes were successful. What are the implications of this situation, apart from not making your “Nut”? Effort devoted to...
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Managing Change for Competitive Success – Questionnaire
Managing Change for Competitive Success – Questionnaire This interview structure is designed to help interviewees talk about their principles and core values about leading which guide their behavior at...
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Offering Help and Advice to Mortgage Loan Customers
A key finding of our research (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage Loan Officers...
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Getting Competitive in Turbulant Times
Introduction The avalanche of data at ever increasing speeds creates greater corporate ADHD. The result is decision making suffers from “24×7 news cycle” thinking where now is better than later....
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Key Account Management Series: How do you really improve sales mastery to win...
Watch the video of this blog Over the last 25 years, sales executives have become jaded about sales training’s contribution to the bottom line. For many, memories of being pulled from the field for...
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Focusing Change to Win – Global Survey of 1072 leaders – Executive Summary
This report is a rare example of inductive research, which lacks the bias of many change management studies. This is because it works from the “bottom-up” looking for patterns first, then developing...
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Rebuilding Trust – Productivity’s Cornerstone
Globally there is a slow erosion of those binding forces for people to “go that extra mile” . The employee-employer psychological contract is degrading. The degree to which people identify with their...
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Focusing to Win: Executive Seminar Series
This seminar series features Nick’s new book Focusing Change to Win which he co-authored with Kelly Nwosu. These sessions provides business leaders with insights into critical areas to help focus their...
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So, You pay $1000 per head for sales training and a month later you only have...
Crazy as this seems, surveys and research show this is a common outcome. There’s got to be a better way to ensure sales executives get a ROI from their sale training projects. We need to raise the bar...
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Why Sales Conferences and Sales Training Fail To Produce Results and What You...
Discover How Brain Research Can Produce Sales Results By Bruce Lewolt Your expectations of your salespeople are too small! Executive Summary That is the conclusion of a series of neuroscience and...
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So, You give them $1000 per head for sales training and a month later the...
Crazy as this seems, surveys and research show this is a common outcome. There’s got to be a better way to ensure sales executives get a return from their sale training projects. We need to raise the...
View ArticleClik here to view.
Key Account Management Series: Hicks Negotiation Model – Still valid today?
Introduction This model is a tool for summarizing the planning process before negotiations commencing and plotting progress towards agreement during the negotiation. Basic assumptions are that: Every...
View ArticleClik here to view.
Key Account Management Series: Getting Over Quote & Hope – Team Exercise
In one of my clients in the food engineering sector, I estimated that only 1:12 quotes were successful. What are the implications of this situation, apart from not making your “Nut”? Effort devoted to...
View ArticleClik here to view.
Developing Leaders for Effective Change
Leading in times of transition is at best a significant and complex challenge. At worst it can be a leader’s darkest nightmare. The tension between what leaders want to achieve and their organization’s...
View ArticleClik here to view.
Presenting a Persuasive Case – How do you sell an idea?
INTRODUCTION A frequent and often crucial situation in management today is one in which one person is seeking to persuade another to accept proposals for change. This situation commonly occurs when a...
View ArticleClik here to view.
Focusing Change to Win – Leadership Change Manual – Book Summary
Why is this book important for leading change success? Here is what Bill Connors, President of the Boise Metro Chamber of Commerce said: “Focusing Change to Win is a must read and reference for...
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Developing Leaders for Effective Change
Leading in times of transition is at best a significant and complex challenge. At worst it can be a leader’s darkest nightmare. The tension between what leaders want to achieve and their organization’s...
View ArticleClik here to view.
Focusing Change to Win Series Highlights – Why is this book important?
Series Introduction This series highlights contributions from 1072 Business Leaders and Consultants from 80 countries in 19 Industry Sectors detailed in our new book Focusing Change to Win. Each blog...
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