L&D articles

How elearning is facilitating me-learning

What should the training world make of Mintel research showing that e-reader and e-book sales have declined, while paper publications have increased their market share?

How the SPIN® method is creating a customer centric climate for Zehnder

Beauty, or in this case value, is in the eye of the beholder. So the seller must see the situation through the buyer’s eyes if they are to have a persuasive dialogue between the two parties.

By | 2017-10-10T10:33:27+00:00 May 12th, 2016|Categories: Sales, Sales case studies, Learning & Development, L&D articles|Tags: , |

Why is the UK not feeling the benefit of a better-qualified workforce?

Why L&D teams should look to challenge the way people are employed and managed within their organisations in order to make the difference we need to make.

By | 2017-10-10T10:34:07+00:00 May 4th, 2016|Categories: Learning & Development, L&D articles|

Learning lessons from Leicester City

It’s an old learning and training trope that we can use sporting metaphors to shed some light on organisational issues and skills development in particular but there are four reasons why I think that the success of Leicester City may have some wider resonance.

By | 2017-10-10T10:35:03+00:00 May 3rd, 2016|Categories: Learning & Development, L&D articles|

What do you bring to the negotiating table?

Huthwaite research suggests that most people, in most places, get the skill of negotiation wrong, most of the time. This is both costly and avoidable.

By | 2017-10-10T10:36:30+00:00 April 21st, 2016|Categories: Sales, Sales articles, Procurement articles, L&D articles|

Global medical technology firm Medtronic – boosting the health of its customer service

How global technology firm Medtronic overcame increased competitive pressure and closer spend scrutiny within hospitals to achieve standout.

By | 2017-10-10T10:38:03+00:00 April 12th, 2016|Categories: Sales, Sales case studies, L&D articles|

Key methods for training and engaging young talent in China

Chinese leaders rate themselves as highly effective in leading a younger generation

Published in China Economic Review

The Global Leadership Forecast – the largest study of its kind – recently found that only 19% of Chinese leaders reported they were ‘very prepared’ to create an optimal workplace where employees deliver their very best. Furthermore, the report, published

By | 2017-10-10T10:40:38+00:00 April 3rd, 2016|Categories: Learning & Development, L&D articles|

Why a lack of sales methodology in the manufacturing industry is a huge opportunity

Is there a lack of sales methodology in the manufacturing industry? If that's the case, there's a huge opportunity for those with a more process driven approach.

By | 2017-10-10T10:41:19+00:00 March 14th, 2016|Categories: Sales, Sales articles, L&D articles|

How to address skills gaps when your people are spread around the globe. Aggreko plc share their strategy

After a recent global restructuring, Aggreko had identified some opportunities for future growth. The time was right to implement a change programme that would lead them towards greater stability and more business with greater profit margins.

By | 2017-10-10T12:50:18+00:00 February 2nd, 2016|Categories: Sales, Sales articles, L&D articles|

Resolving to change behaviour and why culture matters

Behaviour change is tricky. We need to work on culture. The language, skills and behaviours we seek to implement will need to be in tune with the environment in which we want to see the change in behaviour implemented.

By | 2017-09-05T09:09:02+00:00 January 26th, 2016|Categories: Learning & Development, L&D articles|