I got a text message a few weeks ago that reminded me of a basic fact of my existence, and the existence of most everyone involved in sales and marketing of any kind. We get paid for our promises. This specific text message was nothing special. It was from my bank – an alert that a client had sent me an engagement fee for a consulting project… And that’s when it struck me. I had given this client no samples; [...]
Nadine Hack:
See introduction to this article at http://www.rewi 
Nadine B. Hack:
If you find this opening segment of the four-part serie
Nadine B. Hack:
Tugba - as I wrote in my initial comment in response to
Nadine B. Hack:
A key takeaway that I get from this article is that, li In an earlier article, I outlined “Strategic Relational Engagement” (SRE), a comprehensive process...
In an earlier article, I outlined “Strategic Relational Engagement” (SRE), a comprehensive process...
This Deloitte paper presents the results of surveys and interviews, conducted amongst leading global...
I got a text message a few weeks ago that reminded me of a basic fact of my existence, and the existence...
Last week I wrote about sales wisdom from my 8-year old son’s tennis lesson. This week I will...
I won’t be one of those fathers who uses his seemingly professional blog to write about his kids,...
This Deloitte report identifies the 250 largest retailers around the world, based on publicly available...
For consumers nowadays it is a massive challenge to separate useful information from noise. The...
We are continuing the exploration of the insights...
In an earlier article, I outlined “Strategic Relational Engagement” (SRE), a comprehensive process...
In an earlier article, I outlined “Strategic Relational Engagement” (SRE), a comprehensive process...
This article details the value of “Strategic Relational Engagement (SRE)” in the 21st century....
Are mentoring programmes really a worthwhile addition to your business training arsenal, likely...
Corporate Social Responsibility (CSR) now seems to be a standard part of business practice. Browse...
If there is one expression that truly embraces the spirit of optimism, it has to be this one: “when...
In an earlier article, I outlined “Strategic Relational Engagement” (SRE), a comprehensive process...
Experience shows that good ideas and early success aren’t enough. What does it take to stay on...
Cloud computing is changing the way people and businesses work, upending conventional ideas about...
I got a text message a few weeks ago that reminded me of a basic fact of my existence, and the existence of most everyone involved in sales and marketing of any kind. We get paid for our promises. This specific text message was nothing special. It was from my bank – an alert that a client had sent me an engagement fee for a consulting project… And that’s when it struck me. I had given this client no samples; [...]
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In an earlier article, I outlined “Strategic Relational Engagement” (SRE), a comprehensive process I’ve devised to effectively engage stakeholders, which is critical to achieve productive, profitable and sustainable business. Engagement leaders use SRE to introduce change, win trust, and inspire buy-in from a broad spectrum of internal and external stakeholders in order to conduct business effectively in the 21st century. – Nadine B. Hack, Executive-in-Residence, IMD I. Role of Engagement Leader with Internal Stakeholders Business leaders want to build on, [...]
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This Deloitte report identifies the 250 largest retailers around the world, based on publicly available data. The report also provides an outlook for the global economy, trends for retailers to consider in the coming months, and an analysis of market capitalisation in the retail industry. Download the full report . . . . Global powers of retailing 2012 First published: May 4, 2012 Author: Deliotte Link to post at Deloitte: Click Here This article is republished courtesy and with permission [...]
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Experience shows that good ideas and early success aren’t enough. What does it take to stay on top? The idea for the world’s first CT scanner was conceived in 1967 by Godfrey Hounsfield, a scientist at EMI, a British company. However, much to EMI’s dismay, by the time Hounsfield was rewarded for his innovation with the 1979 Nobel Prize in Physiology or Medicine, the company had ceded almost complete control over the CT scanner market to later entrants GE and [...]
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Last week I wrote about sales wisdom from my 8-year old son’s tennis lesson. This week I will write about an extension of that lesson from my daughter and her early pursuit of tennis excellence. Now for all of you parents, this is not (just) about being fair and writing the same number of blog posts about each child, there really is something to this. So in last weeks blog, my son illustrated the power of incremental learning. My daughter [...]
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In an earlier article, I outlined “Strategic Relational Engagement” (SRE), a comprehensive process I’ve devised to effectively engage stakeholders, which is critical to achieve productive, profitable and sustainable business. Engagement leaders use SRE to introduce change, win trust, and inspire buy-in from a broad spectrum of internal and external stakeholders in order to conduct business effectively in the 21st century. – Nadine B. Hack, Executive-in-Residence, IMD Nelson Mandela is an archetypical engagement leader. After 27 brutal years in prison, he [...]
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This Deloitte paper presents the results of surveys and interviews, conducted amongst leading global market analysts, about the impact that leadership can have on share price. Deloitte believes that the results of the survey may help quantify the risks of a leadership deficit to an organisation. The Leadership Premium – How companies win the confidence of investors “Based on our research, we have developed some practical recommendations for businesses on how they can enhance their leadership effectiveness and demonstrate it [...]
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Are mentoring programmes really a worthwhile addition to your business training arsenal, likely to bring about genuine organisational change and bring tangible improvements to the bottom line? Or are they one of those well-meaning ideas that promise much but deliver little? They could be either, but done properly, mentoring programmes have the ability to bring both short and long term benefits for the mentors, mentees and the organisation as a whole. If a mentoring programme is to be successful and [...]
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I won’t be one of those fathers who uses his seemingly professional blog to write about his kids, but last week my son illustrated a lesson about learning that is worth using as a metaphor for the power of incremental improvement. So my 8-year old son has been taking tennis lessons with a small group of boys for almost two years. He is a very competitive little guy, so whenever the class exercise involved keeping track of points, time or [...]
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Do companies require radical innovations to woo consumers? New research suggests…no! For many companies, scoring a competitive advantage entails pouring millions of dollars into research and development to come up with revolutionary new products and technologies. But new research by INSEAD Assistant Professor of Marketing Myungwoo Nam and associates Jing Wang of the University of Iowa and Angela Lee of Northwestern University shows that companies don’t always need to focus on developing new tools and products when in some instances, [...]
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Corporate Social Responsibility (CSR) now seems to be a standard part of business practice. Browse through the websites of big corporations and you would struggle to find one that did not include details of that corporation’s commitment to CSR. What does CSR actually mean? It is an oft-referred to concept, but can sometimes be spoken about without real understanding of what it should actually mean. Executed well, CSR can have impressive results, both for businesses and for stakeholders. Executed badly, [...]
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When you are prospecting, some objections are predictable. “I don’t have time…” is one of them. The funny thing about this objection is how often I hear it from SALESPEOPLE with respect to finding time to do prospecting work. Lets not sugar coat this… It is a load of BS!! I usually hear the objection when I suggest dedicating a small chunk of time a few times a week to prospecting. The negotiation with the reluctant salesperson usually winds itself [...]
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Rapid technology developments in wireless connectivity and mobile devices marked the beginning of the mobility revolution. Next came the apps renaissance, when intuitive, engaging pieces of software, tailored for smartphones and tablets, began to change our day-to-day lives. The revolution has now reached business. Many organizations today find mobile initiatives popping up in every business unit, in every region and in every department. The floodgates have opened. Now what? For some, the path forward might begin by pushing existing solutions [...]
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This post is part of an 8-part series on the steps of the sales process. Click here to see the full series. An Overview of the Steps of the Sales Process The sales cycle – or the time from the first attempted contact with a specific prospect until the time that a sale is made to that prospect – is often referred to as a funnel when considering a large number of prospective clients over some period of time. The [...]
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Cloud computing is changing the way people and businesses work, upending conventional ideas about time-to-value, service levels, infrastructure needs and more. With cloud, systems and data are typically located outside of an organization’s four walls and accessed through the Internet. This has fundamental impacts on many parts of the business, transforming the nature of work and accelerating the pace of change across the enterprise. In this emerging cloud services environment, HR has a responsibility to help the organization adjust its [...]
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If there is one expression that truly embraces the spirit of optimism, it has to be this one: “when life gives you lemons, make lemonade” All over the developed world – from Greece to the US to my country of residence, Hungary, the lemon-du-jour is the economic crisis. It is not small thing. People are losing jobs, even houses, and there is great uncertainty about what the future will bring…. …a very big bucket of very sour lemons. So what [...]
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For consumers nowadays it is a massive challenge to separate useful information from noise. The average American is exposed to about 3000 advertising messages a day according to the Union of Concerned Scientists. Thus, when communication in Social Media is essential to create the impression of being a reliable source of information which brings extra value and to stay that way. This is by no means an easy job, not even for experienced marketers. One re-tweet you get is more [...]
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Accountability in your sales organization means that when you set a target, or a goal, or a deadline, then you need to make sure that it gets done. Accountability only has substance if failing to do what one is held accountable to has consequences. This principle is brilliantly illustrated by the political situations in both Iran and Syria. President Obama has made great efforts to address the crisis in Syria and the development of nuclear weapons threat in Iran through [...]
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Many leading companies are using workforce reporting and analytics to help make better, more informed decisions about their human capital. By capitalizing on the latest analytical tools and techniques, they are improving acquisition, retention and rewards; reducing labor costs; improving productivity and employee effectiveness; and managing risk more effectively. Workforce reporting and analytics traditionally used historical data to improve decision-making and business performance. And it still does. But now, advanced analytical tools and techniques, such as predictive modeling, are also [...]
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The phrases “consultative selling”, or “solution selling” are associated with a higher level, more professional approach to selling. Salespeople are usually proud to behave and to be thought of as a consultative or solution oriented salesperson. Normally, we associate these phrases with complex selling, and we would be right to do so. For a salesperson to be consultative, there needs to be something to first understand and then to propose a solution for, and the more complex something is, the [...]
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