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Webinar: Sales leader round table (limited places) 16 July 2021: 9.00 am – 9.45 am BST Simon Goodison and Neil Massa, Directors of Smarter Not Harder Solutions Tips to support your team to achieve and exceed sales goals: Understand how the changes in the last 18 months shaped the lives of your team and how as a leader you can…
Sales Essentials for Success – Cranfield Executive Development 2-3 June 2021 Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on a daily basis to succeed. £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 589292https://www.cranfield.ac.uk/som/open-executive-programmes/growing-businesses/sales-essentials-for-success…
Webinar: Cracking the Code for Communicating Price Increases 29 April 2021, 15.00-15.45 pm BST (09.00 am CST) Tim Riesterer, Chief Strategy Officer at Corporate Visions – Nearly 70 percent of companies describe their price increase conversations as “50:50” or worse in terms of how well they go over with customers. It’s no surprise that most price increases aren’t received well….
In the current ever-changing corporate world perennial adaptability is the key to sustainability and culture has become the conceptual foundation which should embrace ambiguity, uncertainty and complexity to ensure organisational success. Culture is not just mandated but it should be shaped at every level of the organisation and “even without a direct mandate from the top, people with passion, persistence…
“When we listen and celebrate what is both common and different, we become a wiser and more inclusive and a better organisation” – Pat Wadors, head of HR at LinkedIn. At SAP, we have set ourselves a target of achieving 10% of young talent in our workforce in South East Asia (SEA) by 2023. This is a two-fold increase from…
Key Account Management Best Practice – Cranfield Executive Development 10, 12, 26 Mar 2021 – live online Joining an experienced group of fellow KAM practitioners, you will gain: State-of-the-art knowledge and tools for creating an effective key account management process. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. Improved collaboration skills…
Webinar: Coaching your sales team through personal change. Why is it important? 4 March 2021, 14.00-14.45pm GMTPresented by Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean Cruises Ltd. We’ve all heard about change management through our work careers, and usually whenever organisations launch a new programme, there’s an element of change management that is involved. However, recent research…
Four new books written by distinguished contributors to the Journal offer business leaders, sales professionals, students and academics new insights and guidance as they seek to navigate the complexities of selling and sales leadership today. Each of the authors delivers that rare combination of academic credibility and practical business experience. Sales Management That Works by Frank V Cespedes Rather than moving…
Business leaders need to understand that it’s the fit of People, Process, Pricing, and Partners that drives sales effectiveness. Selling is changing. When managers make decisions based on obsolete assumptions, they fall victim to those who do understand cause-and-effect links between buying and selling. For over a half-century, buying has been framed in terms of a hierarchy-of-effects model: moving a…
Sales Essentials for Success – Cranfield Executive Development 18-20 November 2020 (live online); 8 February 2021 (face-to-face) £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 754500Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on…
Webinar: The Sales GTM of the Future – Where our customers are at! 04 November 2020, 09.00-09.35 GMT Dr Jeremy Noad FRSA, is an award-winning sales and marketing professional with over 25 years’ experience. For the last decade, he has been working with businesses in over 50 countries to grow revenue, increase profits and improve productivity and effectiveness. He is…
As a sales leader you may be a great talker, but how do you find your written voice? No matter how skilled you are as a practitioner, no matter how you have grown and flourished professionally, if you cannot express yourself with simplicity, in language unencumbered by business jargon, your work counts for little. Nowhere is this more evident than…
