Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.
What is Software as a Service, SaaS? …and PaaS …and IaaS In this video, I want to answer the question, what is SaaS: Software as a Service? Watching this video is worth 5 Management Courses CPD Points. LESSON NOTES ============ Software as a Service, or SaaS, is a method of licensing, charging for, and delivering
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 MoreAccount Management: What is Account-based Selling? A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship is called ‘Account Management’. The goal is to win sales
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 MoreWhat is the Triple Bottom Line? John Elkington developed the concept of the Triple Bottom Line of People, Planet, and Profit. So, what is the Triple Bottom Line? 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
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 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 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 MoreNLP Time Line Therapy: What are Time Lines? Most of us represent time mentally, using metaphors of space and location. We look forward to our vacation. Because the future is ahead of us. So, let’s put the past behind us and move on. NLP takes this spatial metaphor and treats time as lying on a
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 MoreSocial Awareness: What is it and How to Build it Social Awareness is important if you want to manage a successful team. It gives you the ability to put yourself in your team member’s shoes: to understand how they are feeling. At its heart is empathy. Get our Kindle-exclusive companion to this course: Emotional Intelligence:
Read MoreSelf Motivation: What is it and How to Build it Self Motivation is your ability to get up and get going when you’d really rather curl up and let it go. Get our Kindle-exclusive companion to this course: Emotional Intelligence: A Management Courses Introduction https://geni.us/FsuCDrK Watching this video is worth 2 Management Courses CPD Points*.
Read MoreSelf Regulation: What is it and How to Build It The second domain of Emotional Intelligence is Self Regulation. This is about managing your emotional state and the behavioral and social choices you make. Get our Kindle-exclusive companion to this course: Emotional Intelligence: A Management Courses Introduction https://geni.us/FsuCDrK Watching this video is worth 3 Management
Read MoreSelf Awareness: What is it and How to Build it The first domain of Emotional Intelligence is really simple, you’d think. It’s Self Awareness. Get our Kindle-exclusive companion to this course: Emotional Intelligence: A Management Courses Introduction https://geni.us/FsuCDrK Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Overview of
Read MoreWhat is a USP? A Unique Selling Proposition Rosser Reeves was an advertising executive who believed that an advertisement or commercial should show off the value of a product, not the cleverness of the ad’s copywriter. He crafted his ads around what he called the Unique Selling Proposition, or USP. This is the one reason
Read MoreSeth Godin: What are Tribes? Seth Godin is a marketer and a communicator. And, in 2008 he tapped into the emerging Zeitgeist, with his book, ‘Tribes: We Need You to Lead Us’. (https://geni.us/ugCQ0). Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Marketing for Managers This video is part
Read MoreWhat is 360-Degree Feedback? And a 4-step Process. The idea and practice of 360-degree feedback has been through rises and falls since it first appeared in the 1950s. And it really took off in the 1990s. But it is as important today as it’s ever been. So, let’s examine 360-degree feedback from a number of
Read MoreWhat is the Starfish Model for Giving Feedback? The Starfish Model offers you a quick and future-focused way to give formal and informal 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
Read MoreWilliam Ouchi: Theory Z Organizations and Motivation One of our most popular videos is the one about Douglas McGregor’s Theory X and Theory Y. As a result, people have asked me about Theory Z. Theory Z, which was developed by William Ouchi, to describe the adoption of Japanese ideas of management in the United States.
Read MoreFrench and Raven: Social Power Bases in Organizations French and Raven described the sources of power that people have as ‘social power bases’. Watching this video is worth 3 Management Courses CPD Points*. (See below for more details) The Nature of Organizations ======================= This video is part of course module number 6.1.3 Program 6: Managing
Read MoreCharles Handy’s Triple-I Company The Triple-I company is the primary home of 21st century knowledge workers. So, what is it? 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 6.1.2 Program 6: Managing within Organizations Course
Read MoreCharles Handy’s Shamrock Organization In his 1989 book, The Age of Unreason, Charles Handy looked forward to a new type of organization, the Shamrock Organization. The Age of Unreason: https://geni.us/rwY6Iz9 Watching this video is worth 2 Management Courses CPD Points*. (See below for more details) The Nature of Organizations ======================= This video is part of
Read MoreAccelerate Team Development with Swift Trust Swift Trust s a simple idea… How can you quickly build trust among strangers? If you are getting a group together and you need them to perform well as a team, quickly, then the Swift Trust framework can really help. Watching this video is worth 3 Management Courses CPD
Read MoreThe Tuckman Model – Tuckman Team Development Model The Tuckman Model of Group Formation and Team Development is one of the most important, useful, and successful management models. Simply put… Every manager needs to know it! Watching this video is worth 3 Management Courses CPD Points*. (See below for more details) This video is part
Read MoreWhat is a Team? What is a Team? This is the first video in a new course on teams and team-working. So we need to start at the beginning and establish what we mean by the term ‘team’. Watching this video is worth 2 Management Courses CPD Points*. (See below for more details) This video
Read MoreRyan & Deci: Self Determination Theory (SDT) – Content Models of Motivation Ryan & Deci are the founders of Self Determination Theory (SDT). It’s possibly the most substantial modern body of research on motivation. As such, it is essential for modern managers to understand the basics. Watching this video is worth 3 Management Courses CPD
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