Tips for Asking Strategic Questions in Sales
Your questions can make all the difference between closing a deal or losing a potential customer. Strategic questioning is a skill that sales professionals must develop to understand their prospects’ needs, uncover pain points, and ultimately guide them towards a purchase decision. Here, we’ll explore some key strategies and insights to help you excel in […]
Learn or Lose
A few years ago, I attended the P&G Global Alumni Conference in Madrid Spain. Amongst the impressive line-up of topics covered by an inspiring group of speakers, was a presentation entitled ‘The Future of Learning’. Essentially, the takeaway from that session was: ongoing, continuous learning is critical to successfully navigating the exponential change we will […]
How to prepare your organization’s future leaders
IDENTIFYING THE GAP How many companies are successfully preparing their managers for the demands of tomorrow’s workplace? In a Harvard Business Review global survey of managers and leaders, it was found that 67% of North American companies said they needed to entirely revamp their middle manager development programs. In another survey by the same organization, only 15% […]
Winning at Strategic Customer Management
Strategic Customer Management (SCM) is a company-wide initiative, focusing on building strong and mutually beneficial relationships with a company’s most important customers and partners. Effective SCM programs create loyalty, stimulate growth, enhance profitability, and lead to innovative solutions. A successful program requires a commitment from senior management to ensure the necessary corporate and organizational shift […]
