The Engineer’s magic blackboard: a case study
An interesting case study illustrates how a simple blackboard can become a powerful tool to motivate the sales team.
The various dimensions of a sale: the internal customer
by Alberto Aleo Welcome back! Since one of the major difficulties on returning to work after the holidays is getting used once again to your working environment and your "internal customer", that is to say your colleagues, today's article tackles this…
Three Wise Men 2.0: bearing gifts of awareness, gratitude and a touch of magic
by Alice Alessandri and Alberto Aleo There are just a few days to Christmas, a festival when Christians celebrate the birth of Jesus, but more universally, this is a moment when we take stock of the year and our relationships…
“I think positive”, advice from professional optimist
by Alice Alessandri Anyone who knows me will confirm that I am, without doubt, an incurable optimist, a characteristic that I myself recognize. Even as a child, I viewed the world through a pair of "rose-coloured spectacles" and this has…
Responsibility set us free
by Alice Alessandri When you read the title you probably thought, "there must be a typing error: how can responsibilities, of all things, set us free?" Actually, we are used to thinking that the opposite is true, i.e. that without…
Talking about Conscious Capitalism with Raj Sisodia
by Alice Alessandri and Alberto Aleo Raj Sisodia is FW Olin Distinguished Professor of Global Business and Whole Foods Market Research Scholar in Conscious Capitalism at Babson College, and Co-Founder and Co-Chairman of Conscious Capitalism Inc. Raj is co-author of the…
Cold calling: fix an appointment
We get the appointment arousing interest and curiosity in our interlocutor. Read more…
Talking about Selling Virtue with James Hoopes
by Alice Alessandri & Alberto Aleo James Hoopes is Murata Professor of Ethics in Business at Babson College, a well-known American business school with a hands-on approach to education and a special focus on entrepreneurship. Professor Hoopes is the author of many…
What do I sell and why? The analysis of the offer system
What is the real object being traded in a sale? Are you certain you know what you are really offering the customer? Let’s analyse the offer system.
The circle of trust: building and maintaining customer relations
Here's how to build trust within a sales relationship.