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What is BIG DATA? And introducing the 3 (or 5) V’s In this video, I want to answer the question, what is Big Data? Watching this video is worth 5 Management Courses CPD Points. This video is part of course module number 6.4 – Program 6: Managing within an Organization – Course 4: Strategy LESSON
Read MoreDaniel Pink: To Sell is Human Daniel Pink is not a salesperson, but a skilled writer who specializes in anecdote-heavy popular business books. Pink believes that, and I quote: ‘Like it or not, we’re all in sales now’. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction
Read MoreThe Miller Heiman Strategic Selling Methodology Robert Miller and Stephen Heimann were the founders of the hugely successful sales training business, Miller Heiman (no part of Korn Ferry). Their sales methodology focuses on Strategic Selling. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic,
Read MoreSollution Selling: Neil Rackham’s SPIN Selling Solution selling is all about finding out what the problem is, and offering a solution. And this is at the heart of Neil Rackham’s approach to sales: SPIN Selling. SPIN is an acronym that will guide you through the diagnosis. The Book of the Course! Sales Skills: A Management
Read MoreMary Kay Ash: The Mary Kay Way of Selling Mary Kay Ash started her working career as a salesperson. But, with her multi-billion dollar Mary Kay Independent Beauty Consultants business, she innovated her way to the sales stratosphere. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction
Read MoreDale Carnegie: How to Win Friends and Sell to Them When selling, a relationship mindset is vital. And Dale Carnegie tells us how we can make friends with the people who buy. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and
Read MoreThe Complex Sale: 101 Complex Sales are, by nature… Complex. And that means this is a big topic. In the late 1990s, I went on a 2-day course, so this video is, necessarily, the 101 version of what has stuck with me. The Book of the Course! Sales Skills: A Management Courses Introduction This book
Read MoreSales Optimization: Upselling, Down-selling, and Cross-selling A good salesperson never wants to leave their customer without making the best sale they can. So you need to learn the art of the upsell. And, for that matter, of the cross-sell and the down-sell. The Book of the Course! Sales Skills: A Management Courses Introduction This book
Read MorePricing and Fear of Price This is a course about sales. And most salespeople have no control over the prices of the products and services they need to sell. So, I am not going to talk about the economics, strategy, or internal politics of setting a price. I want to focus on one ubiquitous phenomenon
Read MoreThe 1-2-3 of a Successful Written Sales Proposal In many sectors – especially professional services, where I have had my career – sales are often made with the help of a written proposal. And, while this could be a course all on its own, here are a few tips and pointers. The Book of the
Read MoreWhat is Corporate Social Responsibility (CSR)? Corporate Social Responsibility (CSR)… What is it? What drives it? And what are the benefits? Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Corporate Social Responsibility (CSR) This video is part of course module 6.2 Program 6: Managing within Organizations Course 2:
Read MoreCold Calling to Get a Sales Appointment In the professional world, cold calling is not about making the sale, but to move you one step closer. And the most frequent first step is to get an appointment. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to
Read MoreThe Disney Creativity Strategy: The NLP Way to Test Ideas In the previous video, I described how NLP modeling works. Perhaps the most famous example is the Disney Creativity Strategy. It was modeled on Walt Disney’s approach to creative planning or problem-solving. Watching this video is worth 1 Management Courses CPD Point*. 🔎 See below
Read MoreYou Need a Sales Strategy: Which One? If you want long-term success in anything, you need a strategy. And this is never more so than with sales. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or
Read MoreHow to Qualify Your Sales Prospects Prospects are the people or organizations that might, one day, buy from you. However, all prospects are not equal. So, we need to assess how likely they are to buy, and if they do, when. That way, we can make intelligent decisions about how much time and resources to
Read MoreWhat is the Sales Funnel? The Sales Funnel is one of the most fundamental concepts in selling. So, in this video, I want to answer the question What is the Sales Funnel? The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and
Read More5 Components of a Powerful Sales Attitude A powerful sales attitude for any salesperson consists of five components. Let’s see what they are. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in
Read MoreSales Success Tips: Sales Do’s & Don’ts In this video I share an armful of great tips to boost your sales effectiveness. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales
Read MoreMaster Selling: Why People Do and Don’t Buy People buy for emotional reasons. They may justify their purchase on things like cost, convenience, performance, or sustainability. But, deep down, it’s all about how these things make them feel. Let’s look at the emotions that make people buy, and the things that will stop them. The
Read MoreAfter-Sales Activities [Sales Process Part 9 of 9] The last step in the sales process happens after the sale. But it is important to understand that there are after-sales tasks that, if they get forgotten or are not done well, will compromise the sale you worked so hard to achieve. The Book of the Course!
Read MoreSeeking Commitment – Closing the Sale [Sales Process Part 8 of 9] The last step of the sales process at the meeting itself is to seek commitment: to ask the prospect if they will buy. This is called ‘closing’. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad
Read MoreHandling Objections to the Sale [Sales Process Part 7 of 9] If you don’t get objections to your sales pitch either you got it just right, or they aren’t interested. Objections are usually a good thing. So, it pays to become adept at handling objections. The Book of the Course! Sales Skills: A Management Courses
Read MorePresenting Solutions [Sales Process Part 6 of 9] The part of the sales process that people think of as ‘selling’ is the step where you present solutions to meet your prospect’s needs. This is what we’ll look at in this video. The Book of the Course! Sales Skills: A Management Courses Introduction Get the kindle
Read MoreDiagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9] The first stage of the actual sale part of the sales process is diagnosing what your prospect needs or wants – and understanding which is which. This is the investigation, or diagnosis, stage of the sales process. The Book of the Course! Sales Skills:
Read MoreOpening the Sales Meeting [Sales Process Part 4 of 9] You have made a connection with your sales prospect, and you are ready to start selling… But, hold on. Let’s first open the sales process formally, so we all know where we are. This is the Sales Opening. The Book of the Course! Sales Skills:
Read MoreSales Meeting Rapport Building [Sales Process Part 3 of 9] When your sales meeting starts, do not go straight into selling mode. People buy from people, so your first priority is to create some basic human contact. Start (or extend) your relationship with some basic rapport building. The Book of the Course! Sales Skills: A
Read MorePre-Sales Activities [Sales Process Part 2 of 9] You have prospects, but it would be foolish to dive in and try to sell to them immediately. You need to prepare, and this is where the three pre-sales activities come in. Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details
Read MoreSales Prospecting [Sales Process Part 1 of 9] The sales process starts with prospecting. This is how we find potential future customers – or ‘prospects’. Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Sales and Selling Skills This video is part of course module 8.4.1 Program 8: Managing
Read MoreThe Sales Process – a Summary of the 9 Step Selling Process For some people, the idea of selling is scary, off-putting, even alarming. But, as a manager, you may sometimes be called upon to sell or help sell your organization’s products or services. But don’t worry. There is a straightforward sales process to help
Read MoreCognitive Reappraisal: How to Control Negative Thoughts Wouldn’t it be great if you could replace negative thoughts with alternatives that are both positive and true? Well, this is called Cognitive Reappraisal, and there are techniques to help you. Get our Kindle-exclusive companion to this course: Emotional Intelligence: A Management Courses Introduction https://geni.us/FsuCDrK Watching this video
Read MoreWhat is Advertising? And What are its Benefits? Advertising is, perhaps, the most visible and obvious aspect of marketing. Yet it is also one of the least written about. In my 956-page copy of the Principles of Marketing (4th Ed), advertising gets just 24 pages (less than 3% of the book). Indeed, for many people,
Read MoreWhat is A/B Testing? …and Split Testing? Why is Amazon so successful? A big part of the answer is A/B Testing. Unknown to most users, Amazon’s customers are subject to thousands of A/B test experiments every week. They tell Amazon how to lay out a page, which products to offer you, and even the font
Read MoreWhat is Customer Relationship Management (CRM)? …And How to Use it. Customer Relationship Management, or CRM for short is a simple idea. Learn about your potential customers, and use that knowledge to strengthen your relationship with them. Use your stronger relationship to sell them your products or services. And then to sell them more. Watching
Read MoreWhat is the Customer Journey? And How to Visualize it To understand our customers, we map out the route they take through our marketing, advertising, and sales processes. This is your customer journey. It’s a way to understand how it feels for your customers to deal with you at each step along the path. Customer
Read MoreWhat is Diamond Feeback? In this short video, I want to answer the question, ‘What is Diamond Feedback?’ Watching this video is worth 1 Management Courses CPD Point*. 🔎 See below for details Feedback This video is part of course module number 3.8.2 Program 3: Managing & Leading Individuals Course 8: Feedback Section 2: How
Read MoreWhat is the Marketing Channel Mix? Promotion Channel Strategy Channel Mix is the ratio at which you assign resources to the different ways of communicating about products. It is a strategic document that identifies each channel that can deliver your messages and the optimum blend that maximizes their reach and effectiveness. Watching this video is
Read MoreWhat is a Customer Persona? …or Buyer Persona or Marketing Persona Who are you marketing to? Do you know the characteristics of your prospective customers? To target your marketing well, you need an archetype, which marketers call the ‘Buyer Persona’ or sometimes the customer or marketing persona. And sometimes they use ‘Customer Avatar’. Whichever term
Read MoreWhat is a Brand Marketing Plan? A brand marketing plan is a plan for all the goals, activities, costs and controls to promote a brand. Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Marketing for Managers This video is part of course module number 8.3.1 Program 8: Managing
Read MoreWhat is a Brand Strategy? A Brand Strategy is a long-term plan for the evolution of a successful brand and the growth of its brand equity. Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Marketing for Managers This video is part of course module number 8.3.1 Program 8:
Read MoreWhat is Brand Management? Brand management is the creation and execution of plans to strengthen consumers’ brand perception of a brand. Watching this video is worth 1 Management Courses CPD Point*. 🔎 See below for details Marketing for Managers This video is part of course module number 8.3.1 Program 8: Managing Customers & Clients Course
Read MoreCultural Web: Johnson & Scholes on Where Culture Originates The Cultural Web of an organization is a model developed by Gerry Johnson and Kevan Scholes. Watching this video is worth 1 Management Courses CPD Point*. (See below for more details) The Nature of Organizations ======================= This video is part of course module number 6.1.4 Program
Read MoreThe Agile Organization In a fast-moving competitive environment, where new technology can disrupt everything overnight, is Adhocracy nimble enough? Do we need an Agile Organization? Watching this video is worth 2 Management Courses CPD Points*. (See below for more details) The Nature of Organizations ======================= This video is part of course module number 6.1.2 Program
Read MoreAdhocracy Organizational Model When did bureaucracy become a dirty word? Almost certainly when the idea of adhocracy emerged. The two are polar opposites: radically different ways to coordinate an organization. The one a set of rules and systems that overlay everything. The other, a fresh recreation for every new need. But, while the concept of
Read MoreCog’s Ladder of Group Experiences – Team Development Cog’s Ladder of Group Experiences is a model of group development that expands on the Tuckman Model we looked at in an earlier video. Watching this video is worth 2 Management Courses CPD Points*. (See below for more details) This video is part of course module number
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