乐博网页版首页的博客

Stay up to date with valuable insights and advice from our expert trainers.

Post-Mortems Are Not the End, But Rather the Beginning

By Jonathan Farrington / 2021年3月24日

Let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” I hear is that it was down to price, and when there is a very flat playing field where solutions and costings are identical, and there has been no opportunity to prove incremental value, this is indeed the case. The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box”

阅读更多

Success Never Permeates Upwards!

By Jonathan Farrington / 2020年10月29日

During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?”
I had the group whiteboard the exercise and brainstorm around it with some interesting results. 例如:
意料之中的是, the finance orientated managers talked about healthy cash flow; strong financial foundations; low debtor days; controlled stock levels and robust management reporting systems.

阅读更多

The Fine Art of Intuitive 管理

By Jonathan Farrington / 2020年9月15日

As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. 他是个天才, and to watch him go about his work – which was his obsession – was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened – not unlike the way a master piano-tuner listens. He was using his well-trained ear to identify the slightest imperfection.

阅读更多

The Present Is Understandably Occupying Most of Our Thoughts, But …

By Jonathan Farrington / 2020年9月14日

As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it.

阅读更多

“New Age” Selling Requires “New Age” 管理

By Jonathan Farrington / 2020年7月15日

Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a…

阅读更多

Today, More Than Ever, Managing Is All About Motivating

By Jonathan Farrington / 2020年7月6日

Don’t be under any illusion that right now, you absolutely have to give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their future.

阅读更多

A Picture of Tomorrow’s Leaders

By Jonathan Farrington / 2020年6月16日

Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.

阅读更多

It’s Time for a New Level of Realism

By Jonathan Farrington / 2020年6月1日

Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.

阅读更多