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…

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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…

    

Preparation and Energy

by George Pastidis

I admit that sometimes my ‘professional obsession’ makes me way too observing, picky and demanding when it comes to presentations and public speaking. I can hardly avoid getting bored or even being annoyed when I see experienced professionals having a negative impact or driving to failure an event with high potential or some crucial sales presentation, hurting their organizations, their teammates and actually sabotaging often their own hard efforts and work read more…

Once upon a time in door-to-door encyclopedia sales

by George Pastidis

Every time I hear and see a professional seller wasting her time and her prospect’s time with dropping pointless features, despite the fact that she is familiar with all the necessary related sales research and models that have been talking about identifying and answering the customer needs for several decades, I cannot avoid remembering my very first sales experience and training I had, back in 1984 read more…