You might already be familiar with the term “resilience”. Merriam-Webster defines it as “an ability to recover from or adjust easily to misfortune or change”. Resilience is critical to how we conduct ourselves both at home and in the workplace, and how we respond effectively to challenges. However, definitions of resilience in jobs often come …
Insights on how organisations can work with technology to drive change. Technology has opened a wealth of means to communicate, making it easy to work and collaborate with people across the world. In my career, I have worked closely with clients and colleagues that I will probably never meet in person due to their geographical …
Ten key evidence-based change management principles Read More »
A recent video portrays a parody of why salespeople are naturally skeptical about the bold promise of sales technology. Although the video is funny and it resonates well (+3K reactions, +500 Comments & +235K Views), the reasons for low sales productivity are not funny at all. Given the significant impact that technology is having on the …
Making Sales in the Age of Digitalisation and AI Read More »
Organising sales roles and processes while maintaining an integrative view of the customer value is crucial. Progressive sales organisations rely heavily on the coordination of inside and field sales, online platforms, and business partners to deliver value along the multiple touchpoints in the customer purchase process. Consider what drivers should define the sales force structure …
Advances in technology have shifted the traditional linear selling process between seller and buyer to a non-linear process involving many actors. For instance, according to Gartner, there could be up to 7 decision-makers involved in deals +$500K on the buyer side, plus several other people on the seller side. On the other hand, communication advances and …
Announcing: Habenae, strategic consulting firm, will be starting operations The firm’s aim will be to help companies boost sales effectiveness and create superior customer experiences. London, England; February 11, 2019 – Habenae, management consulting firm in Industry 4.0, incorporates today into the group of advisory firms in the functional areas of Strategy, CRM implementation and …
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