Marketing : Sales & distribution
Employees, managers, and leaders: we all participate in transactional exchanges on a daily basis. What do the best salespeople have to teach us about how to communicate our ideas and motivate our teams more effectively? Based on To Sell is Human: The Surprising Truth about Moving Others by Daniel Pink (Riverhead, December 2012), We are all salespeople (“Nous sommes tous des vendeurs”) by Evelyne Platnic Cohen (Eyrolles, January 2013), and the interview with Paul Lebon, CEO of Vertical Software (Canada), February 2013.
A study by Lynette Ryals and Iain Davies shows that 63% of salespeople are underperformers! How can you identify them and help them improve? Based on “Do You Really Know Who Your Best Salespeople Are?” by Lynette Ryals and Iain Davies (Harvard Business Review, December 2010) and “Sales Signals Report,” a Krauthammer study in collaboration with the ESC Clermont Graduate School of Management Group, 2010.
Understanding heavy hitters to develop communication skills. Based on the book by Steve W. Martin, Heavy Hitter Selling, Sand Hill Publishing, 2004, and the interviews with Anne Marie Bülow-Moller, professor at the Copenhagen Business School in Denmark, and Scott Raskin, President of Telelogic Americas and Asia/Pacific.