People Capabilities Archives - Page 5 of 7

Susan And Bill Have Relationship Problems – Episode 2

April 26, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy Following on from last week’s post on Bill and Susan, we explore what happens next in their story. EPISODE 2: “Performing Zone” versus “Danger Zone” S… Read more

Susan And Bill Have Relationship Problems – Episode 1

April 18, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy When our partner Deep-Insight launched its B2B NPS white paper, we created a storyline around two fictitious characters called Bill (a thoughtful bu… Read more

5 Ways to Maximise Your Investment in Developing a Capability Framework

April 16, 2019/in Business Capabilities /by Gary Lunt

Does your business have a capability framework in place for your people that clearly lays out the knowledge, skills and expertise needed to work effectively in each role? If the an… Read more

Account Management in Financial Services – Expert Salesmen or Experts Who Can Sell?

April 12, 2019/in Sales and Account Management /by Alan Thompson

How good are you at selling and managing relationships within an expert-led industry? In this article, we look at the role of the sales and/or account management team in creating a… Read more

Leadership – Maintaining Integrity

April 2, 2019/in Training and Development /by Calum Byers

A key element of how we see leaders and how we select leadership candidates is their integrity. But what does this mean? Integrity can be defined in two ways: as being honest and havi… Read more

How to Successfully Coach an Individual

March 27, 2019/in Training and Development /by Calum Byers

Coaching is a simple concept but infinitely varied in how it can be applied. It combines simple exercises with profound insights into how an individual sees themselves in the worl… Read more

Leadership – Asking the Right Questions

February 22, 2019/in Training and Development /by Calum Byers

“Management is about answers. Leadership is about questions.” There have been many acres of newsprint dedicated to defining the difference between management and leadership a… Read more

Using your Relationship Experience to Build Trust

September 18, 2018/in Embedded Trust /by Dr Mark Hollyoake

CONTACTUM Sales Academy

May 4, 2018/in Sales and Account Management /by Gary Lunt

Had a terrific first session with the graduate intake for the CONTACTUM Sales Academy; very enthusiastic bunch of guys and they will help shape the wider sales academy programme t… Read more

Developing the Sales Academy

May 4, 2018/in Sales and Account Management /by Gary Lunt

Had a great day with Nigel and the sales colleagues from CONTACTUM at an exhibition in Exeter – great insights to help develop the Sales Academy, and first hand experience of deta… Read more

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