People Capabilities Archives - Page 5 of 8

Providing Leadership Through Change & Uncertainty – 17th October, Birmingham

September 4, 2019/in News /by Alan Thompson

Following our successful breakfast event in Edinburgh earlier in the year, we are delighted to be running a similar event in Birmingham on 17th October. Our thanks to Barclays who… Read more

Unlocking New NHS Commercial Pathways For Pharma Through Key Account Management: The KAM Way

May 13, 2019/in Sales and Account Management /by Gary Lunt

Spirit Access, part of the Spirit Health Group, has launched a new Key Account Management (KAM) service that promises to equip Pharma with the skills and capabilities needed to he… Read more

Susan And Bill Have Relationship Problems – Episode 3

May 2, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy The last time we met Susan and Bill, they were discussing survival tactics. Thankfully, they have managed to get the company back on an even keel – excu… Read more

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

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