One of the main characteristics of Value Based Selling is that the sales professional takes control of the sales process from start to finish – this includes of course the all important negotiation phase. So what are the top tips that Value Based salespeople do well? Background Many confident sales people find negotiations tough – […]
View Post Negotiation
One of the key Success Drivers which underpins the success of any Agile Leader and their team is ‘Building Trust’ and what will certainly derail their success is lack of it. The Agile Leader needs to encourage people to follow them into the future – but that future may be unclear and the path may […]
View PostWe have completed some really interesting sales transformation work in the last few months and a key theme keeps recurring with many of our clients… “How can we sell on value in a market where both low-cost competitors – and some customers – seem determined to make it all about price?” Or as a sales […]
View Post Law, Project management, Sales
In today’s fast-moving VUCA digital business age, we face an entirely new environment for collaboration and partnering. And the bottom line is that the most successful companies will be those who are the best collaborators. Collaboration is working together to achieve a goal. But let’s not confuse collaboration with cooperation. Collaboration is more than the […]
View Post Collaboration“Buyers are treating us as a commodity”, “It’s all about price, price, price”, “we don’t have anything unique”…..given how often we have heard these statements over the last few years, I’d be surprised if these were not also common phrases around coffee machines in your B2B sales department…. There is no such thing as a […]
View Post SalesAgility is increasingly seen by leading organisations as vital for success for any leader – or aspiring leader. Greenbank have developed a Leadership Agility questionnaire for you to assess for personal leadership agility – identifying where you are strong as well as where you need to develop to stay competitive in today’s fast changing and […]
View Post Leadership agility
The downturn is making it tougher than ever to make a sale and the companies you serve are probably slashing budgets. You may even find that senior executives — maybe not the managers you’ve traditionally dealt with — are now the decision makers. But you can motivate those executives to allocate funds for your offering […]
View Post Sales
By José Luis Anzizar, Graphic Facilitator with an introduction by Ian Hirst, Greenbank CEO In November, we were running a Sales Leadership workshop in Brazil with 21 motivated, enthusiastic salespeople and leaders from across South America – the LatAm leg of a regular 5-day programme that we run with a wonderful client of ours. For […]
View Post Graphic facilitator, VUCA
Leadership ‘agility’ is now recognised as one of the most important differentiators for individuals, teams and indeed whole organisations – but how do you stack up? Driven by two profound and long-term trends – accelerating change and growing interdependence – leadership ‘agility’ is now recognised as one of the most important differentiators for individuals, teams […]
View Post Agile, Agility, Creativity, Innovation, Leadership, Vision, VUCA
With the summer and holiday season upon us what a great opportunity to refresh our thinking, be inspired and gather new insights and ideas from 3 of the best TedTalks that we have been inspired by over the last 12 months. You may have listened to them before or they may be new to you […]
View Post Body Language, Introverts, Leadership, Power, TedTalks