Greetings!
This month Inspiring Ideas brings you key insights from the world of sales. Building customer relationships, creating value and reaping the benefits of that value, have always been critical to a successful sales force. But how is this achieved in what is a new era of selling? We get some tips on how to keep boosting the bottom line from some of today’s key thinkers in this critical area. We hope you enjoy and do let us have your thoughts and feedback on what you read and watch this month.
Chris Stanley, Editor HSM Inspiring Ideas
 |
Tips from the Top
If you truly have a unique and valuable solution to offer your customers, how do you get paid for the value you create? Here Jeff Thull, leading-edge sales and marketing strategist and best selling author of Mastering the Complex Sale, offers 3 steps to successfully demonstrating value to your customers.
[Read +] |
 |
Million Dollar Tales Superquinn
Feargal Quinn is Ireland's "Pope of Customer Service". He dominates his market -- and continues to beat bigger rivals -- with a leadership philosophy that is at once folksy and radical. Behind all his success is one big question: How do we convince our customers to come back? [Read +] |
 |
After Office
Don Peppers and Martha Rogers have been setting the standards in business strategy and customer relationships for over 20 years. In this exert from their latest book, Rules to Break and Laws to Follow, they look at one of the keys to earning and keeping the trust of your customers. [Read +] |
|
| MULTIMEDIA TOOLBOX |
 VIDEO Neil Rackham is the best selling author of Spin Selling – one of the most influential analyses of sales effectiveness ever conducted. Here he discusses the key functions of the sales force and its new role in creating value. [watch video] |
| VIDEO Before thinking about how to sell, businesses should think about what they are selling. Andrew Lippman, who has a 35 year history at the MIT Media Lab, here discusses how companies should be re-thinking the concept of products and turning customers into partners. [watch video] |
|
| HSM NEWS |
| Webinars: Expand Your Training Options While Reducing Costs |
 As shrinking budgets and a general global economic slow-down require managers to achieve "more with less", the need to continue learning, adding value and improving your skill and those of your staff while reducing costs becomes even more critical. Find out how professionals around the world are using Webinars as time-efficient, cost-effective ways of training and delivering valuable business knowledge to their staff. |
| Download the Innovation@Work Article Collection |
 Receive three recent innovation articles selected to help you strengthen your business and gain a competitive advantage in a fiercely competitive marketplace. Courtesy of the World Innovation Forum and our partner MIT Sloan Management Review |
|
| RECOMMENDED READING |
 |
All For One: 10 Strategies for Building Trusted Client Partnerships
By: Andrew Sobel
|
|
“ In All for One, Andrew Sobel takes an important, further step in defining great client relationships by eloquently describing how to build trusted partnerships. "
Sir Winfried Bischoff, Chairman, Citigroup |
|
|
