“It’s all in the State of Mind”

Consalia / 03 July 2014
By Cathy Ward,Global Process Executive, SAP Field Operations If you google the word “leadership” you get 445 million results – a topic that has been written about extensively and that has many different flavours and meanings…. I was asked to write about a topic that interests me, and so, based on my experience, here’s my leadership perspectives. I am sure that each of us has those individuals who we look up to, who we say inspire us and we can spend time analysing their behaviours, listening to what they say, and observing how they it – visionary, motivational, charming …they ...
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Leading the modern sales organisation with ambidexterity

Consalia / 24 June 2014
By Dr Javier Marcos-Cuevas,Senior Lecturer in Sales Performance at Cranfield UniversityOver the last decade, we have witnessed unprecedented transformation of the sales function and the role of sales professionals. Buying behaviour, technology, globalization, competition, and extraordinary levels of external and internal pressures are forcing sales organizations to revisit sales strategies, structures and practices in a fundamental way. Amongst others, many world-class sales organisations are evolving from selling products to bundles of products and services. They are also less reliant on product knowledge and more in using advanced customer business insights to compete. Leading companies are fostering transparency and accountability rather ...
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Ian Helps

It’s H2H – Sales is Human to Human

Ian Helps / 03 March 2014
Have you ever seen the link between sales and end of life care? You probably haven't, and neither had I until I ran a workshop on sales enablement with my local hospice. It turns out that the connection is that both are about H2H or human-to-human interactions in which the mindsets of people are what matters. As part of the pre-briefing in setting up the workshop, I was told that there would be attendees from both the hospice's fund-raising and clinical teams. The clinical teams, being nurses, have been concerned that they don't know about sales and were even embarrassed ...
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