JCurran

Dr Janet Curran, Head of Thought Leadership

About Dr Janet Curran, Head of Thought Leadership

As Head of Thought Leadership at Huthwaite International Janet undertakes global research on a variety of topics relative to sales, marketing, procurement and L&D in the modern age. She is a key contributor to the Management Consultancy Association’s Consultancy Buyers Forum and regularly speaks on a number of topics related to her global research.

The five golden rules of effective coaching

Huthwaite International’s latest research has identified five golden rules of effective coaching. Head of Thought Leadership, Dr Janet Curran, shares the key findings.

How to challenge effectively – part 3

There are two basic ways to challenge – you either push your alternative ideas at another person, or you ask them questions to challenge their thinking.

How to challenge and retain a creative and productive conversation – part 2

To create a feeling of collaboration you need to show Support for the other person. This means finding the areas of common ground on which you can both agree. Sometimes, when we hear a proposal or an opinion put forward with which we don’t agree, or we think we have a ‘better’ idea or opinion it is human nature to jump in with giving our own idea or opinion straightaway.

How to challenge your business – effectively. Part 1

Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.

By | 2017-06-02T11:03:54+00:00 November 3rd, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |

The crucial skills coaches and sellers can learn from each other

Can a sales manager coach? Many would argue not. Conversely can a coach sell? Many do not relish the idea of selling their services. In fact, as Huthwaite's Dr Janet Curran argues, both can benefit from the skills of the other, which are not as far removed as you might think.

Can key account management bring true differentiation?

The reasons organisations consider a Key Account Management training implementation is because they see it as a way of increasing revenue, protecting against competitor activity and customer churn. But does it?

By | 2017-06-02T11:46:35+00:00 December 15th, 2015|Categories: Sales, Sales articles, L&D articles, Marketing articles|

Messages sent / messages received – the impact of understanding in negotiation

A key part of communication in negotiation is understanding the difference between messages sent, i.e. what you think you are saying to the other side, and messages received, i.e. how the other side perceives what you say.

By | 2017-06-02T12:05:36+00:00 April 8th, 2015|Categories: Procurement, Procurement articles|

Achieving negotiation success through trading

A key point about trading is that, for negotiation success, effective negotiators know at any point in a negotiation the value of what they have given away and the value of what they are getting in return.

By | 2017-06-02T12:06:00+00:00 March 25th, 2015|Categories: Procurement, Procurement articles|

The role of ego in selling

Why can sales people suddenly change tactics? Why can they suddenly rush into a feature presentation instead of following the carefully thought through range of questioning options and potential lines of enquiry? Dr Janet Curran examines the impact of emotion, specifically ego, in the selling process.

By | 2017-06-23T11:10:54+00:00 March 17th, 2015|Categories: Sales, Sales articles|

Are counter proposals a viable negotiation technique?

Dr Janet Curran discusses counter proposals and the importance of verbal behaviours in bargaining.