B2B Selling is 100% Persuasion.
It is not enough to explain your product is better, you have to persuade that your product is the right one.
It is not enough to explain you have the right solution, you have to persuade the other side that you are the right partner.
It is not enough to explain you can meet their budget, but you have to be able to persuade them to go to their superiors to pay that and the premium.
There are many skills in sales - probing, uncovering pain points, solutioning, sales negotiation and closing the sale. The Art of Persuasion links these skills into one integrated chain.
Leaders are not born, nor trained. Leaders can only develop their full potential if they are given the opportunities to experiment, learn and given accurate feedback - and develop the self-belief/fearlessness to try again.
Leaders need to have time, opportunity and coaching invested in them. There are many things that can be picked up on the job, but proper leadership development shortens the time to competency.
Leaders scale their impact. They do that by learning that leadership is about results obtained through people. And thus, it is all about US, and none of the me.
Leaders need to understand that what gets you here, won't get you promoted. This is not a matter of teaching new tricks, but really unfreezing their perspective interpretation and experiences from the past - and see them in current perspectives.
Innovation is hard. Innovation theatre is easy. We don't do innovation theatre because innovation cannot exist without a culture of innovation - and creating a culture of innovation demands change management.
What we do is we build a POC for your organisation with the right talent mix, the right culture that prizes performance and experimentation, the right systems .and processes ... demonstrates that it works and work with senior management to scale the effort massively.
Scaling a culture change is a matter of trigger management. Different people, different functions have different pain points, and different motives for action (and inaction), it is a matter of mobilsing, uncovering and collating all these triggers and exploit them judiciously.
It is not enough to be better, you have to persuade the other side that you are the best option - and that you have their back. After all, no one cares how much you know, until they know how much you care.
It is our belief that leadership training should prime leaders for BOTH business as usual and exception sensing: managing the tensions of winning for today, while building for a VUCA tomorrow. Our Management Consulting praxis is about strengthening the current core while building new lines of businesses in Your Business Innovation Lab.
Innovation is not an event. It is not even a series of events. In many organisations, it is driven by a core team of people at the top (top-down). In a few, it is driven by many people from below (bottom-up) - and these few beats everyone else
We love our customers, so feel free to let us know if we can come down for a coffee and a chat.