To make the customer buying experience about the customer — whether he or she is a lead, a prospect or a longtime buyer — sellers need to act on the opportunity to establish a connection at all stages of the sales cycle.
If something is a commodity, it’s like everything else in its category; it’s interchangeable. Human beings are unique and irreplaceable — but the work we’re associated with might not be. When your work seems replaceable, you're ripe for...
Learning leaders need to engage with executives with the understanding that they may believe in the value of training, but nothing else is guaranteed.
Most salespeople work for companies where their success depends on acquiring new clients from their competitors. The skill sets required now are different than the ones required in the past.
Learning professionals need to prove the value of their programs to leadership by continuously closing the gap between current practices and best practices to navigate from L&D to profit.
While this issue can’t be solved overnight, here is some guidance that will help you on your journey to quantifying your value to your business partners.