Monthly Archives: February 2015

A Turning Point in Learning & Development?

Has the recession changed the way we serve our human assets? Image courtesy of basketman on freedigitalphotos.net

Has the recession changed the way we serve our human assets? Image courtesy of basketman on freedigitalphotos.net

Read the full article here

Most people have been affected by the recession which began in the last decade and continues to have shock waves around the globe today. Businesses in the aftermath of the recession continue to be under enormous pressure to build revenue and shareholder value. Companies are having to do more things, with fewer resources – both capital, and human.

Organizations also need to cut back costs, as well as learning how to evolve and respond to the new world this change has produced. It’s a paradox which can leave Learning and Development Managers, as well as all the employees, struggling.

What tactics are being used to improve returns on training investments?

How are learning initiatives being affected by economic change?

These questions have inspired the downloadable 12 page research paper on learning in tough economic times, available to you here for free.

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The Evolution of Networking

meet with John in Saudi Arabia

John Cartmell – Regional Director

This month’s guest blog writer is one of our Regional Directors, John Cartmell. John is currently meeting clients in Saudi Arabia, and frequently visits the region. He meets new people all the time, and relies on networking in his role, so we asked him for his thoughts..

I used to hear the word networking and immediately think ‘oh no! I’ve got to go into a room full of people I don’t know, make small talk, smile a lot and generally play business card swap’ in the hope that I may meet a prospective client, somewhere, somehow. To be honest, I dreaded such events: I found some events lacked focus, the whole process was very time consuming, and ultimately diverted me from other key priorities.

I’m certainly not saying such methods don’t work, there are some very good and focused networking groups out there, I was looking for something more.

Thankfully, networking has evolved to a social platform with fabulous tools such as LinkedIn, allowing us to network in an unobtrusive way, providing a seemingly bottomless well to develop our network from: not just chance encounters, but with like-minded individuals, from the exact market sector that we’re looking to engage with.

I was at a conference recently and heard a story about the outlaw Jesse James. Jesse was a bank robber, and when he was caught, he was asked why he robs banks. Jesse thought for a while and said ‘well, its where the money is’. To use the analogy, LinkedIn is where the money is today. I urge anyone serious about developing a solid, sustainable network to utilize LinkedIn and social media generally, to the full.

Social media is also a fabulous way of keeping in touch with prospects and clients. I quoted for some business a couple of years ago to a client in the Middle East. At the time, the work didn’t materialize, but I kept in touch with the client via LinkedIn, and in the last few weeks, that client has approached us to re-evaluate that work from two years ago. I guess there are two messages here:

‘No’ doesn’t necessarily mean ‘no, never’, it can mean ‘no, just not now’.

Even after a no, remain on good terms and keep in touch – you never know when your paths might cross again.

Having written primarily about the virtues of social media and specifically LinkedIn as a sales tool, I do want to stress that networking (be it social or face to face), isn’t just about doing business and making that sale. For me, networking should be mutually beneficial and be a tool not just to be used to win new business, but also about sharing knowledge and expanding our overall sphere of influence.

If you’d like to join my network on LinkedIn, I invite you to, click here.

5 Strategies for B2B Companies in Economically Challenging Times

Some things are out of your control. How you deal with it isn't though - prepare your sales strategy for hard times. Image courtesy of renjith krishnan on freedigitalphotos.net

Some things are out of your control. How you deal with it isn’t though – prepare your sales strategy for hard times. Image courtesy of renjith krishnan on freedigitalphotos.net

Read the full article here.

The economic world is a turbulent place, and during times of prosperity and strong sales it can be hard to motivate to plan for harder climates, but economic downturns will affect all organizations at some point, so thinking about strategy for those periods is a wise move.

AchieveGlobal have done some research into how B2B sales professionals can best work towards ensuring success turning economic downturns.

1. Hone account management skills

2. Expand or deepen existing relationships

3. Focus on relationship management and addressing customers’ existing and emerging needs

4. Provide guidance, insight, and support to customers experiencing their own economic woes in order to cement the role of a trusted business advisor

5. Pursue new customers

For more information on the results of the research and what you could learn for your organization, read the full article for free, here.

How to Retain Your Best Employees

If you've got great employees, how can you prevent them from going elsewhere? Image courtesy of stockimages on freedigitalphotos.net

If you’ve got great employees, how can you prevent them from going elsewhere? Image courtesy of stockimages on freedigitalphotos.net

Whether business is great or sluggish, the one thing that is really key to long-success is talented employees, and more importantly retaining them!

A competent, competitive, committed workforce is what drives your business and having talented people who think, generate ideas and make decisions will always be a crucial factor in an organization’s success – something no advance in technology can ever replace.

AchieveGlobal knows how important these things are, that’s why our training is committed to bringing out the best in your workforce and cultivating skills that make the cut between you and your competition. This article can help provide guidance on what you can do in a HR capacity to ensure your  best employees stay put, based on the results of our cutting edge research.

We’re giving this away to you for free, because we know how helpful it can be. If you’d like us to help you further directly in your organization through training, we encourage you to get in touch.

Read the article now!

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