Learning & Development

How to plan a global sales transformation – 6 steps to success

A change in mindset from sales teams can be driven by many factors. Here are 6 key strategies to successfully implement a sales transformation programme on a global scale.

By | 2018-03-13T12:56:21+00:00 June 29th, 2017|Categories: Sales, Sales articles, Learning & Development, L&D articles|

Why more ‘educators’ are needed in the L&D environment

L&D expert, Robin Hoyle argues the need for more ‘educators’ to become a part of the L&D environment.

By | 2018-03-13T12:55:24+00:00 February 22nd, 2017|Categories: Learning & Development, L&D articles|

Will Artificial Intelligence send us hurtling towards ‘learning magnolia?’

What threat does increasing AI pose to learning and development? In this article Robin argues using algorithms to predict what people want or need actually reduces choice rather than expands it.

By | 2018-03-13T12:58:02+00:00 February 9th, 2017|Categories: Learning & Development, L&D articles|

Non-negotiable! Why businesses must negotiate more effectively

Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.

Does SPIN® Selling work? A company share their story

In a video testimonial Atkins Global share their story of achieving sales excellence from a SPIN® implementation to 400 people.

By | 2018-03-13T12:58:29+00:00 December 1st, 2016|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|Tags: , |

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.

By | 2018-03-13T12:58:36+00:00 November 20th, 2016|Categories: Sales, Procurement articles, L&D articles, Marketing articles|Tags: , |

Negotiation in the virtual world

Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if not managed effectively.

What are the appropriate behaviours for contemporary negotiations?

Today procurement departments are dealing with all manner of tangible and intangible products. How can they adopt behaviours more appropriate for the needs of contemporary negotiation? We find out.

By | 2018-03-13T12:59:04+00:00 September 29th, 2016|Categories: Procurement, Procurement articles, L&D articles|Tags: , |

What we measure matters

For anyone involved in learning programmes, how to assess Return on Investment (ROI) is a constant question. If we can’t prove that what we are doing is having a quantifiable benefit then perhaps we shouldn’t be doing it!