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Why doesn’t traditional sales training work anymore?
By Andre Alphonso •
I have been training salespeople for over 25 years. I have carried a sales bag for around 30 years. The first sales training program I attended was called Counsellor Selling by Wilson Learning in the 1980’s. I learnt a lot about “Discovery Agreements” which was the output of good questioning.
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4 Steps to Increase Staff Productivity
By undefined •
When I talk to CEOs today, they tell me that revenue growth in itself is no longer enough for them and their leadership team. It’s now about profitable growth. Which means not just grant the top line but also reducing operating costs, the bottom line.
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How to create & manage workplace diversity
By Andre Alphonso •
We all know that leaders today need to embrace diversity and inclusion. Research has consistently proved that more diverse teams get better results and we know that because the benefits impact not just the moral and ethical standing of a business, which is so critical, but also on the bottom line.
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3 Leadership Skills for Managers to Become Leaders
By Andre Alphonso •
I am sitting with the HR Director of a major Australian organisation. She whispers about another round of cost-cutting created by the latest restructure and the total number of jobs that have been eliminated from the organisation.
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If you are not a storyteller, then you haven’t read the science Andre Alphonso • November 16, 2018
By Andre Alphonso •
Early October 1990. Wellington New Zealand. I am sitting in the boardroom participating in a quarterly business review meeting with the leadership team as the CFO presents the financials for the quarter. I am the HR Director of this leadership team. The CFO continues with the company’s year-to-date performance, the committed revenue projection versus actuals, the budget variation, blah, blah, blah. I am struggling to remain focused as my mind wanders and I metaphorically float out of the room to my happy place.
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How managers can inspire employees and replace cynicism with motivation
By Andre Alphonso •
"That is really impressive",I say to a senior leader of a multinational technology services company as I remark on the floor-to-ceiling posters in the boardroom in which we are meeting. The posters are made up of striking images captioned with words like “Respect” and “Teamwork” and “Customer First” and a couple of others I can no longer recall.
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