It’s often easy as a salesperson to make assumptions about what buyers are really looking for. It’s much more powerful though when you experience it yourself! As some of you reading this will know, Judith and I have recently moved our home and office from the green fields of Surrey to the urban delights of […]
View Post Differentiation, Empathy, Sales, Trust
The Importance of employee engagement I recently spent a great day with an international group of HR leaders, where a big focus was on their role in developing greater employee engagement and motivation – especially during times of increasing change. They all understood the vital impact of employee engagement – or lack of it – […]
View Post Employee Engagement, HR leaders
We all want respect in our lives. Self-respect – and the respect of others, especially those who we look to for leadership and direction. After all why would anyone willingly follow someone who they don’t respect or feel respected by? It all sounds like common sense but in our busy, challenging lives it can be […]
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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 […]
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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 CollaborationAgility 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