By George Pastidis

It was a couple of days ago when I ran into the interesting site of MCE, talking about leadership and the business skills needed today: ”… it is important that you focus on three key areas of leadership – Leading Self, Leading Others and Leading Business.  You need to start by understanding yourself and your personal strengths. You need to ensure that you have all the necessary skills to work and communicate with your peers and colleagues throughout the world. Then, you need to gain the skills and knowledge to engage and motivate your teams towards common business goals. This also includes formulating a vision, setting the strategy and communicating it. Finally, you need to make sure you have the business skills for your specialized area in Finance, Marketing, Sales, Human Resources etc.” read more…

by George Pastidis

After working many years in sales, sales training and sales learning & development, I have been exposed to a bunch of great different ways and models for proposing to customer.  I guess, we all have, one or another way. We all have heard of terms such as features, benefits, advantages, unique selling points, differentiators, insights etc. I do not mean to underestimate these concepts that significant training companies have come up with and they are usually based on serious research. They help us have a common understanding, speak the same sales language and get more effective. However, us that we do not sell “sales training” but we only want to make use of for getting the job done, we must have a clear picture and be able to put things in the right order in terms of sales effectiveness read more…