Organizacija prodajne ekipe v luči raziskave o sinhronizaciji možganskih odzivov
V študiji, ki so jo naredili Uri Hanson, Greg J. Stephens in Lauren J. Silbert, so posneli odzive možganov ženske, ki je... Read More
Patrick Maes: Disruptive Selling, A new strategic approach to sales, marketing and customer service
Successful disruptive selling concepts will be based on the right combination of a series of factors. These include understanding of what motivates... Read More
“Ful” sem utrujen, ker moram »ta velke« posle zaključevati sam!
Danes sem, v pogovoru s kolegom iz poslovnih krogov, spet slišal ta znani stavek, o nekem lastniku prodornega podjetja, ki večino posla... Read More
Bob Suh: Sales Teams Aren’t Great at Forecasting. Here’s How to Fix That
In his article Sales Teams Aren’t Great at Forecasting. Here’s how to Fix That in HBR: Article in HBR Bob Suh is... Read More
David H. Maister, Charles D. Green and Robert M. Galford: The Trusted Advisor
Becoming good advisor takes more than having good advice to offer. Trusted advisor needs three basic skills: earning trust, building relationship and... Read More
Sales management not the same as good sales
Companies promote their best salespeople to become their worst managers. Line of succession in most of the companies in sales area is... Read More
Sellers are born…not really!
Sellers are born. This is a sentence a lot of people is using in order to justify that not all can do... Read More
Dr. Robert B. Cialdini: VPLIVANJE, Psihologija prepričevanja
Avtor je skozi svoje delovanje na področju psihologije vplivanja prišel do vzorcev, ki jih uporabljamo, da vplivamo na odločitve drugih. Vzorce je... Read More
Richard H. Thaler: Nerazumno vedenje, razvoj vedenjske ekonomije
Ekonomija temelji na predpostavki omejene optimizacije in ravnotežja. Ljudje naj bi delovali optimalno v skladu z omejenimi možnostmi, ki jih imajo in... Read More