© Tweeter Linder 2016 – All rights reserved. Photo by iStock One of the first questions you get when interviewing for sales positions is how you deal with carrying a sales quota. A question derived from the need to perform well under pressure, as new numbers will come down every quarter. A pressure cooker with…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock A vital enabler for digital businesses is to operate towards concrete and near term targets. Software development is today lean and operating with 2 or 4 weeks long sprints. Other parts of the organization are likely operating towards yearly goals. across a spectrum of…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock Agile development for dynamic markets cannot use classic product management processes. The increase in pace combined with a lack of initial clarity drive the need for a complementing process. This post will give you a few perspectives on what to attack as you try…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock In a world where the need for learning is increasing, and budgets are flat and declining, we have a new challenge. How to reduce the cost of learning in a material way. Both for the learning and insights creation end and the end where…
© 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 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…
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