Avoiding and Handling Tricky Sales Objections If our work with sales teams around the world is anything to go by, customers haven’t yet stopped giving you reasons why they don’t want to buy from you…and we are regularly asked for ways to address objections during our sales programmes. Tip 1: Heading objections off at the […]
View Post Leadership, Learning and development, Negotiation, Sales, Sales TrainingNegotiating from a position of strength Participants in our win-win negotiation programmes, often state that their main objective for attending the programme is that they want to feel ‘stronger’ in a negotiation. In this short blog article we aim to provide some quick hints and tips to allow you to walk in to a negotiation […]
View Post Leadership, Learning and development, Negotiation, Sales, Sales TrainingWhy 360o feedback is a vital leadership tool If your goal is to make your organisation more successful, you first need to make your people more effective, but of course the million-dollar question is how do we do that? From our experience, a big part of the answer is helping people, especially anyone in a […]
View Post Leadership, Leading Millennial PeopleLeading talented people is challenging. Managing Generation Y (‘Millennial’) people – typical those between the ages of 18 and 25 – has many managers frustrated and confused! From discussions with a wide range of leaders who attend Greenbank programmes they often talk about needing a different approach with the latest generation of team members. One […]
View Post Leadership, Leading Millennial PeopleUnderstanding how to communicate across cultures is an absolutely indispensable skill. Do you work with colleagues and customers from around the world whether face to face, by mail or tele-conferencing? The answer is probably ‘yes’ as more and more of us need to connect and work well with a whole range of people from different […]
View Post Cross-cultural, diversity, global, international teams, LeadershipWhen I talk to commercial leaders they frequently focus on the issue of margin. And that’s not surprising – arguably, it’s one of the most important ways in which businesses can protect their profitability, long-term growth and ultimately marketplace survival. Without healthy margins, profitability drops. Without profitability, no business has a future. But although those […]
View Post Business Development, High margin, Negotiation, SalesWe 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 […]
View PostEven experienced, professionally qualified Project Managers can struggle with complex and challenging projects. In the last 4 years Greenbank have worked extensively with groups of highly talented, hardworking and technically skilled project managers – helping them deliver their projects on time & within scope and even keeping their customers happy whilst also delivering their targeted […]
View Post Communication, conflict management, delivery success, influencing skills, negotiations skills, project launch, Project management, stakeholder management, team buildingA proven tool for defining and communicating the compelling value that your project is delivering. Daniel Goleman, better known for his work on Emotional Intelligence (EQ) has defined 6 Leadership ‘Styles’ that good leaders can call upon. His work lends itself excellently to the world of project management and forms the basis of a lively […]
View Post Communication, Leadership, Project management, Value propositionHow can 360 degree feedback help Project Managers and their Performance Managers know how well they are doing and benchmark them against their peers? More and more work is now being driven in project mode – labelled as “projects” or “change initiatives” rather than as “business as usual”. And the world in which these projects […]
View Post 360 degree survey, Feedback, Project management