© Tweeter Linder 2016 – All rights Reserved. Photo by iStock Leading change in an organization is about changing behaviors of both teams and individuals. At first leaders see a move from good to great. In reality it is about supporting your team to see reason and impact relationships. To succeed you need to coach…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock Numbers guide controller’s and their professions. Established laws of physics and equations define the Science, Technology Math and Engineering professions. A colorful world with clear facts as base for decisions. But the reality today for sales and business professional is different. A reality with…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock A common sales trap is where to center your time with clients. It is easy to talk about what a solution do, rather than the so what aspect of what it mean to your client. And no what, dealing with required actions. The sixth…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock. The fifth step in commercial teaching is about providing customer with a new alternative. By articulating a cross-road and the nature of your alternative. Alternatives trigger choices and new choices trigger actions. Creative Cross-road Construction To build momentum for action down a new path…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock Business decisions in a stable world is to a large extent fact based. As we move into a dynamic world emotions play a bigger role. The fourth step of commercial teaching is about creating emotional impact. A task about making your client’s see themselves…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock The third step in the commercial teaching model laid out by CEB is about leveraging numbers to move client’s minds. Numbers have always been important in business cases but the number game is different. Clients don’t lack data but love to find more relevant…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock. The second step of the commercial teaching framework addresses how to reframe an opportunity. It is hard to influence an opportunity in a well-defined frame. One of your biggest tasks is to provide a superior frame for the opportunity at hand. Fulfill ask or…
© Tweeter Linder 2016 – All rights reserved. Photo by author The first commercial teaching step is about establishing comfort and confidence. Instead of cold talk you need a warmer built around insights to frame your client meeting. Take the opportunity to make this a crisp element supporting the end goal of helping your client…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock On larger business transformation journeys it is hard to prioritize across multiple opportunities. The challenge increases when you pursue these opportunities across a diverse customer base. A simple chess board can support you in planning your expansion strategy. Nail it before you scale it…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock In the past we defined needs, solutions and pricing in sequential flows. A vital enabler was market stability over quarterly or yearly horizons. In fast paced markets we need to think and work in a more iterative way with all three areas in parallel.…
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