Can sales people afford playing Barcelona?

by George Pastidis

In football, Barcelona tends to refuse to change the style and system of its play. They refuse to abandon their favorite “tiki-taka” with short passing and ball possession for adapting in the situational conditions, demands and their opponent. Apparently, their success record usually justifies this decision read more…

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Mature leadership for a successful modern organization

by George Pastidis

Recently, I wrote on leadership, having in mind a specific non-profit organization that I am involved in since I was a kid. Today, thinking broader, I want to blog on leadership of a successful modern organization. After all, I really see no significant differences between profit and non-profit when it comes to the components needed for achieving success. read more…

Learning should start from within

by George Pastidis

The downsizing of major western corporations is the unfortunate result of today’s poor economic conditions, the shrinking market and the severe competition from Asia. The Growth KPI is replaced by Profitability and companies reduce drastically human costs. A top executive of a major telecom giant said recently “We need to take care of the ones leaving. But we also need to do something for the ones staying”. I loved this line. I particularly loved this line because us in Learning are among those that can do something for the ones staying. Can do a lot actually. We can help them to diversify themselves, develop skills, change behaviors, be more competent and get more competitive. read more…

Insource or outsource sales training?

by George Pastidis

I have a beloved uncle that I lived with when I was studying in the States long ago. He was a mechanical engineer before his retirement and when he was a student himself, he was earning his living working as a car mechanic. This together with being generally a handyman, allowed him to maintain and repair his cars on his own. He loved spending time on his cars and my motorcycle. It was a dream thing for me that I am never sure what is the right direction to loosen a screw and my pocket money was quite limited. read more…

Nice guy or respected trainer?

by George Pastidis

I believe this is a dilemma that many trainers often face, consciously or unconsciously. Be a nice guy, go with the flow, make the participants like you and in the end and give you high evaluations? Or challenge them, give them tough feedback, get them off their comfort zone and push them to learn? Tell, after the training, their management what they want to hear embellishing things or get transparent and give a frank view of the situation? read more…

Do they negotiate you, getting pigeons out of the magician’s hat?

by George Pastidis

Negotiations is not an easy thing. Never was. But today, the complexity of sales, the size of market’s pie that often shrinks, the competition that is severe and the rise of procurement make negotiations a real tough game. We all have heard that “when the going gets tough, the tough get going”. But playing back tough is neither enough nor always realistic. Sales people need to play smart and be prepared to anticipate read more…

No people, no sales. No sales, no business.

by George Pastidis

I had the luck, pleasure and honor to actively participate and speak yesterday, 6 June 2017, in the Conversations That Win Sales Conference that was hosted by Corporate Visions and Association Professional Sales (APS) and took place in my birth-city London that despite the recent insane, coward terrorist attack never stops being a shining city. read more…