NEWS & BLOG 

February 7, 2018

It’s been a great couple of weeks for hearing about what science can tell us about the way in which we work and live our lives. The How to Academy has doubled down on its Dans in the last few days with both Pink and Ariely speaking to London audiences about their latest books. For those fortunate to attend, ther...

September 5, 2017

When Madalyn Parker put an out-of-office autoreply on her email letting people know that she was “taking today and tomorrow to focus on my mental health”, the CEO of her Michigan-based employer offered unconditional support: “You are an example to us all so we can all bring our whole selves to work,” he said.

The...

November 25, 2016

Conventional wisdom tells us that when approaching a prospect we should tiptoe carefully so we don’t put our prospect off or get rejected, but Ian Price, a business psychologist specialising in the science of sales performance, says different. In this interview with Ian, an honorary fellow of the Association of...

An article in a 1998 McKinsey quarterly titled The War for Talent changed thinking in the corporate world. The human resources community had, for a while, been looking for euphemisms for “recruitment”, after the word had become tarnished.

McKinsey’s unleashing of the word “talent” – previously limited to the ente...

 Science has already supplied the answer to what makes a more effective sales team. The trouble is, almost no-one is yet putting it into practice, says business psychologist Ian Price.

He told today’s seminar, at the Association Of Professional Sales (APS), the answer is fostering optimism. To cope with the psych...

January 20, 2016

Dependent as companies are for top-line growth on the selection, assessment and development of their sales people, they naturally invest a good deal of time, budget and mental energy in the process. Many of our clients consider the churn of sales people – and the consequent distraction of replacing them – to be...

December 7, 2015

In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology companies. The first team were completely demotivated by the other competitor’s aggressive pricing and what they perceived as the poor reputation of their own organisation. Most of all...

November 18, 2015

The traditional response to the need to improve sales performance is to reach for training in skills and techniques: “My sales people need help in solution selling / story-telling / consultative selling.” (Delete as applicable). Until recently, this was all that’s been available and while there is nothing wrong...

October 16, 2015

Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring out at the seated rows of team members, she asks their audience to raise their hand if they have the word ‘sales’ on their business card. Only one hand is raised – her own.

 

 

Rea...

October 1, 2015

Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring out at the seated rows of team members, she asks their audience to raise their hand if they have the word ‘sales’ on their business card. Only one hand is raised – her own, writ...

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