Sales forecasts: rear-view mirror or a lens pointed forwards?
Here’s how to make reliable and rational sales forecasts.
In praise of Christmas
by Alice Alessandri e Alberto Aleo It will be Christmas in a few days. Is this good or bad news? It depends on your point of view. For some people this is the most beautiful time of the year, while for…
When the customer makes the difference: ethical buying
by Alice Alessandri and Alberto Aleo We often talk about ethical buying to refer to choosing items that are sustainable and produced without harming the environment and communities. Actually, a customer’s choices can influence the market not only in terms…
Is the negotiating effectiveness of an ethical salesperson greater than that of a non-ethical one?
Let’s analyze which sales techniques are more effective, traditional or ethical ones.
Managing complaints or “Give me a reason to remain with you!”
by Alice Alessandri Dealing with happy and satisfied customers, those people who make your days enjoyable and your job rewarding, is definitely fulfilling and motivating. However, the difference between a professional and an amateur, lies in their ability to handle…
Ethical stories: Marcello Ceccaroni, the Che Guevara of surgery
by Alice Alessandri Marcello Ceccaroni is 45 years old and, young though he is, has risen to the role of Consultant in the Department of Gynecology at the Sacro Cuore Don Calabria Hospital in Negrar (Verona) thanks to his determination, dedication and…
Leadership in “Peacetime”: a talk with Prof. Leigh Hafrey of the MIT
Prof. Leigh Hafrey, professor of leadership at MIT in Boston, gives us his valuable advice on the following topic
“Giving voice to what you believe in”: Interview with Mary Gentile, PhD.
by Alice Alessandri e Alberto Aleo We arrived in Newburyport near Boston on a late spring day to interview our friend and mentor Mary Gentile. It is always a joy to meet up with her as we are bound to…
Strategic budgeting: the targeted and controlled use of resources
by Alberto Aleo While doing my military service in Italy, I served with the Engineer Corps and throughout training and beyond, we were continually instructed on how efficiently managing supplies, together with the targeted and controlled use of resources, can…
Seas of knowledge and mountains of innovation
by Alice Alessandri e Alberto Aleo Whether you are planning a holiday at the sea or a trip to the mountains, our suggestion is to use the holiday period to bring your knowledge up to date – to learn, to make…