One of the big challenges in B2B organisations today is the blurring of lines between sales and marketing. In this lesson, Simon Hall explains that, in the first instance, everyone has to accept that the buyer’s behaviour has changed.
Measuring the marketing process and results
How do you measure the success of your marketing process? In this lesson, Bryony Thomas – a consultant and trainer in marketing transformation programmes – discusses the three things that need to come together in order to make marketing measurement meaningful.
Customer feedback
Asking your customers for feedback about your product or service can be a tricky thing. In this lesson, customer service and experience strategist, Adrian Swinscoe, discusses the challenges of asking for feedback too soon, or too late.
How do I build a compelling customer proposition?
Every salesperson needs to create something that’s compelling for their customers. In this lesson, Nicola Cook, author of The Secrets of Success in Selling, explains how to take the value that a company offers and make it compelling.
What’s the difference between not just setting goals, but setting MASSIVE goals?
In this lesson, David Hyner explains how MASSIVE goals can mean something different to every person.
Building a team
Recruiting talent is not easy in today’s environment. In this lesson, Thomas Barta, a C-suite marketing consultant to many Fortune 500 CEOs, explains how marketing leaders start to build a really effective team
What’s the difference between an entrepreneur and a leader?
Are you an entrepreneur or someone who just ‘grows’ into the leadership role? Guy Rigby explains the boundaries of business people’s abilities / responsibilities and elaborates on the Cranfield analogy which is Artisan, Hero, Meddler and Strategist.
Governance and oversight
Governance is necessarily all about bureaucracy and the paperwork. In this lesson, Brian MacNeice, an expert on driving improvements in performance focus and culture in high performing organisations identifies three types of governance; strategic, regulatory and accommodating governance.
What is phase 1 of Brain-Friendly selling – ‘The Consideration phase’?
How considerate are you about the person you are going to see? How planned and prepared are you prior to meeting a client / customer? Simon Hazeldine MSc. explains ‘the consideration phase’ of Brain- Friendly selling.
What do you do? – Crafting a great answer…
You’re in the elevator between the 7th and 9th floor and someone asks you ‘What do you do?’
In this lesson, Media and Presentation coach Michael Dodd explains why you need to have an engaging response that you can deliver in under a minute.
