Insights

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The Importance of Values

In an original project submitted for his Doctor of Professional Studies qualification, Philip Squire asked: How can a “client-centric values” approach to selling lead to the “co-creation” of a new global selling mindset?

Axel Ferreyroles Interview

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“If you build it, they will come”

Transforming a major corporation’s business model requires a change in development approach. SAP’s Axel Ferreyrolles talks to Nick de Cent.

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Corporate training is broken – fix it!

Dr Phil Squire appears in the Training Journal, about developing deeper levels of performance through structured reflective practice that corporate training lacks to be truly transformative in sales.

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Values – the DNA of Value Creation

In this paper, Dr Philip Squire , CEO Consalia, Professor David Hennessey and Michael Hurley, Director, Hewlett Packard, look at how the values of sales people directly impact the ability to create value in the sales process, particularly with complex and global contracts.