Lack of implementation. It’s a major impediment to getting the return on investment you want from training. Have you heard about the studies that show up to 90% of what is covered in training is not retained after 4 weeks (also known as the Forgetting Curve first identified by Hermann Ebbinghaus in 1885). Or that […]
When to contact newcomers in C-level roles
It’s pretty standard these days for sales professionals to be on the lookout for what are called “trigger events” as a way of spotting potential new business opportunities. Trigger events are a sign that something has/is/maybe happening within a prospects organisation that could create a new need for them. Or the trigger event may highlight […]
How to get powerful client testimonials
Selling a service or technical product can be like “selling the invisible”. Clients can’t directly see what they’ll be getting. And that’s why just about every expertise-based business relies on some form of ‘proof’ that they can deliver what they offer. Potential clients simply don’t know whether you can do what you say you’ll do. […]
Who is driving your sales?
A client of mine was in a difficult situation. He and a partner developed a CD-based (digital product) learning aid to be used in tertiary education institutions. Both partners have “inside knowledge” of what students require, they are well qualified in their field, and they know how to produce the product. So what’s the problem? […]
Selling HR services to other executives
Selling Human Resources services is easy – it’s all about adding value Note: Although this article discusses the HR function it applies equally to other corporate services. Within most corporate environments there is a focus on achieving tangible financial results. Companies – and executives – either thrive or suffer as a result of monthly or […]