Sales is the lifeblood of every organization, now more so than ever before. This unparalleled resource will give your sales team a true competitive edge.
Selling More!
Don’t Negotiate Without A Plan ‘B’ – William Ury, Global Negotiation Project
Be Persistent – Sir David Michels, Hilton Group
Winning More Business Within Global Accounts – Colleen Honan, OneSource Information Services, Inc.
The Key To Compensation Plans Is Goal-setting – Andris Zoltners, Kellogg School of Management
Negotiating Large, Complex Deals – Nick Adamo, Cisco Systems
Instilling Belief In An Under-performing Sales Team – Charles Brewer, DHL
To Win Big You Have To Risk Losing Big – Mel Lagomasino, JPMorgan Private Bank
If You’re Not Getting Better, You’re Getting Worse – David Brandon, Domino's Pizza
Moving To A Sales Focused Culture – Robert Malcolm, Diageo
Winning New Business In The Service Industry – David Bell, The Interpublic Group
Serving Your Clients
Service Beyond The Call Of Duty – Gerry Roche, Heidrick & Struggles
Customers Give You Feedback Everyday – William Lamar, Jr., McDonald’s USA
Question Your Customers To Establish What They Need – Charles Brewer, DHL
Customer Service Is Key For A New Business – Matt Ferguson, CareerBuilder.com
Trust Is The Key To Winning Business – Gill Rider, Cabinet Office, UK
Give Customers More Than They Expect – Henry Bloch, H&R Block
The Customers’ Perspective – Philip Williamson, Nationwide Building Society
Customer Dissatisfaction Is A Great Opportunity – David Bell, The Interpublic Group
Satisfying Customers – Sir John Egan, BAA
Adapt To Your Customer’s Buying Process – Colleen Honan, OneSource Information Services, Inc.
Enabling Your Customers In Their Buying Process – Heather Loisel, SAP AG
Prove To Your Customers That You Care – Richard Santulli, NetJets
Managing Your Sales Team
Aligning A Sales Organization – Charles Brewer, DHL
Aligning Sales & Operations – Paula Barbary Shannon, Lionbridge Technologies, Inc
The Importance Of Global Account Managers – Paula Barbary Shannon, Lionbridge Technologies, Inc
Managing A Sales Team: Achieving The Right Mix – Charles Brewer, DHL
Selecting, Training And Supporting Sales Managers – Andris Zoltners, Kellogg School of Management
The Case Against Rank-ordering Your Sales Team – Andris Zoltners, Kellogg School of Management
Challenge Your Sales People To Think Big – Nick Adamo, Cisco Systems
Selling Products To Your Sales Team – Liam McGee, The Hartford Financial Services Group, Inc.
Building A High-Performing Sales Team – Robert Malcolm, Diageo
Partnerships & Relationships
Switching From Transactional To Partnership Selling – George Fischer, CA, Inc.
Moving From Transactional Deals To Relationships – Nick Adamo, Cisco Systems
Building A Relationship With Your Customers – Michael Dell, Dell, Inc.
Trust, Integrity And Honesty Are Paramount – Todd Flemming, Infrasafe
Make It Your Business To Know Your Customers – Ray Anderson, Interface Inc.
Keeping Your Promises – Jeffrey Hayzlett, Eastman Kodak Company
The Real Potential Lies In A Balanced Partnership – William Lamar, Jr., McDonald’s USA
Formalized Partnerships Work Best – Susan Bari, Women's Business Enterprise National Council
Look For Passion In Potential Business Partners – Robert Johnson, Black Entertainment Television
Relationships, Not Partnerships – Phil Smith, Cisco Systems
Marketing Your Brand & Products
Brands Are Built On Integrity And Attention To Detail – Richard Santulli, NetJets
Figuring Out What Consumers Really Want – William Johnson, H.J. Heinz Company
Communicating Your Brand – Dame Anita Roddick, The Body Shop International
Measuring The Effectiveness Of Marketing – Robert Malcolm, Diageo
Moving Beyond The Focus Group – Jim Garrity, Wachovia
Listening To Customers – Lord Ian MacLaurin, Tesco
Take A Harder Look At Your Market Segments – William Lamar, Jr., McDonald’s USA
Great Brands Are Built On Lasting Values – Howard Lester, Williams-Sonoma
Aligning Marketing & Sales To Drive Revenue – Jeffrey Hayzlett, Eastman Kodak Company
The Connection Point Between Marketing & Sales – Heather Loisel, SAP AG
Successfully Marketing New Products – Sir Mark Weinberg, St. James’s Place Capital
