Monthly Archives: November 2014

Learning Business Literacy… and Eating Your Vegetables

Watch the faces of your employees next time you tell them they need to learn business literacy. I bet they look a lot like my ten-year-old when I tell him he has to eat his vegetables. “Financial acumen training” doesn’t get much love from the folks in organizations who would benefit from it the most.…

What do you do when your sales model no longer works?

Your marketplace is changing in fundamental ways. Your customer’s business model has changed.  The decision makers have changed.  Not surprisingly, the sales model that you and your competitors have relied on for decades is no longer delivering the results you need.  You aren’t sure that you even need a sales force anymore.  But there are…

Get Alignment Upfront

Training doesn’t happen in a vacuum, the success of a training program depends on more than just a good design. Stakeholder commitment and buy-in is critical. Many a well-designed program rests on the dust heap of organizational training because it turned out a critical stakeholder wasn’t onboard. Ensuring stakeholder buy-in is even more vital when…

Creating and Maintaining Trust Among Project Teams

Part 1: In our business, like most others, working effectively with project teams is critical to our success. Today’s constantly changing marketplace is forcing teams to evolve while demanding higher levels of productivity and efficiency. The modern workforce is much more diverse now than it has been in years past, not just with ethnic or…

Organizational Practitioners are Recognizing the Power of Story

If you haven’t been following the fast-emerging discourse around “organizational storytelling,” allow me to help you get caught up. Here’s the idea: More and more organizational practitioners are recognizing the power of story to create culture; speed learning and change; archive knowledge; establish brand; and build shared meaning. (Gosh, there’s so much more to say…

Onboarding Sales Professionals with Online Simulation

In a previous blog, I described how we created an award winning onboarding experience for the legendary consulting firm: Booz Allen Hamilton. And in the one prior to that, I outlined our secret recipe. (If you missed that blog you may want to take a look now, because I’m going to showcase new ways to…

Challenger Sale: Selling With Insight

I am very proud to say that I was taught SPIN Selling by the pioneer of that method, Neil Rackham himself. That was nearly 25 years ago, and since then I have dedicated my professional life to uncovering my customers’ unique needs and solving challenges for them; and to teaching others to do the same.…