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Consalia

IJST : 'The importance of values'

Consalia / 25 May 2017
This article first appeared in the May 2017 edition of the International Journal of Sales Transformation. It summarises the doctoral thesis of Consalia CEO, Dr. Philip Squire, which analysed the values or 'Mindsets' that underpin best practice behaviour in the top 10% of sales professionals. Excerpt: 'My research has shown that, when making purchasing decisions, customers seek a layer of value that goes beyond the product or solution. Customers look for a complex amalgam of attributes from their account executive: the ability to sustain intelligent conversation (as one interviewee stressed, “Don’t give me data, give me intelligence!”); leadership to leverage ...
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Consalia

IJST : 'Earn and Learn'

Consalia / 25 May 2017
This article first appeared in the May 2017 edition of The International Journal Article of Sales Transformation. 'Learn and Earn' addresses the critical information for around what is a hugely poignant topic en route to a professionally recognised sales industry.Excerpt: 'An immediate benefit for employers will be a flexible training and development framework that can be tailored closely to their requirements – because the majority of the learning is work-based. For employers generally, the programme will rapidly gets off the ground: they can be sure that graduates of the programme will have covered and practised the fundamentals of B2B sales ...
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Consalia

Opening the "Third Box"

Consalia / 14 December 2015
This article appeared in the October edition of The International Journal of Sales Transformation, authored by Russell Keating, Sony Mobile Communications. © International Journal of Sales Transformation, 2015.www.journalofsalestransformation.com/
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Consalia

Re-imagining the hiring process to support growth aspirations

Consalia / 14 December 2015
This article appeared in the April edition of The International Journal of Sales Transformation, authored by Paul Devlin, SAP. © International Journal of Sales Transformation, 2015.www.journalofsalestransformation.com/
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Consalia

Personal Growth Leads to Business Growth

Consalia / 17 November 2015
This article appeared in the July Edition of The International Journal of Sales Transformation, authored by Gustavo Mancera, Sony Mobile Communications. © International Journal of Sales Transformation, 2015.www.journalofsalestransformation.com/
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Consalia

2014 Raconteur Times Suppliment

Consalia / 17 September 2014
** As originally seen in ‘Sales Performance’ published by Raconteur in The Times on 17th September ** Download the pdf, here Raconteur feature Consalia MastersRaconteur, the specialist magazine within The Times, today released its second issue focusing on Sales Performance. Once again Consalia's work around professionalism and our unique work-based Masters programmes - in conjunction with Middlesex University – is featured strongly.In the article entitled "Learning to be professional", author Nick de Cent pays particular attention to latest Masters client, Sony Mobile Communications. De Cent notes the demand for high-level professional development in Sales, linked the need for an increased ...
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Consalia

Death of the old-style salesman

Consalia / 27 April 2014
This article first appeared in the 'Appointments' page of The Sunday Times on 27th April 2014. By Carly Chynoweth Death of the old-style salesmanThey used to be focused on closing the deal, but now sales staff do best when they think of ways to help their customers.The stereotypical salesman is a fast talker who always has his eye on closing the deal. The best sales people, however, are those who are more interested in helping their customers than in getting the contract signed. Sharon Ashcroft, HR director at Ford Retail in the UK, came to this conclusion after an analysis ...
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Consalia

Collaboration vs War

Consalia / 03 April 2014
Alternatively download the pdf hereThe 'Art of Collaboration' vs the 'Art of War'On the 1st April 2014, Professor Hum Sin Hoon, Deputy Dean of the NUS (National University Singapore) Business School, delivered a repeat of his GST6 keynote presentation. Hum continued to spread the story of how exploration and collaboration lay at the heart of Asia's greatest trading initiative and further sought to analyse the lessons and best practice for sales issues of today. Much of Hum's talk became central themes for the day.To ensure that the inspired teachings of Zheng He (and Professor Hum) are not lost, and in ...
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Consalia

Corporate training is broken

Consalia / 31 March 2014
Corporate training is broken; so why are you still doing it?The annual UK spend on training has been estimated at around £50bn and yet much of this is wasted because it doesn't result in behavioural change in the workplace.In this extract from the March 2014 edition of Training Journal, Libby Drake, Head of Instructional at Consalia takes a critical look at some of the key issues with current L&D practice and what can be done to remedy them.
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Anne Feeney

What is transformational leadership?

Anne Feeney / 19 March 2014
This article first appeared in TrainingZone online on the 19th March 2014.Why is transformational leadership so important? Anne Feeney tells us how you can make that change. ‘Leadership is about followership – investing in those who get the work done...Leaders inspire people to reach beyond themselves.’ General Colin Powell, Former US Secretary of State The challenge for many organisations today is how do you engage people to want to deliver to their potential and beyond? Often those OK performers in the office are high achievers in their home lives - chairman of the local school board of governors or hang-gliding ...
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