Why long-term value outperforms short-term wins — and how sellers can lead the shift. For decades, sales performance was defined by the close. But in today’s environment, the close is only a moment — a checkpoint. The real indicators of performance are trust, collaboration, …
It’s highly unlikely that anyone would disagree with this Acclivus principle. In fact, it is only becoming more and more relevant and true within the pressures of our rapidly changing economic and societal climates. Everyday people are carrying the weight of the need to …
Leaders managing the affects of reorganization and change may find themselves taking on more roles and working with a different group of team members with a different set of dynamics. The past year has required change, redirection, new strategies, reskilling, and a lot of …
As sellers, consultants or service professionals, we are face to face with an increase in complexities brought on by this current, largely virtual and economically stressed climate. Clients have postponed critical solutions that were going to propel their business because of budget issues. Decision …
El último año ha traído algunas manos de póquer bastante difíciles a empresas alrededor del mundo. Incluso, muchas malas manos. Y a medida que dicha incertidumbre económica ha persistido, esas mismas compañías han sido golpeadas una y otra y otra vez. (Desde marzo, y …
This past year has dealt companies all over the world some really tough hands. Many tough hands, even. And as the economic uncertainty has persisted, those same companies have continued to get hit again and again and again. (As of March 2021, organizations worldwide …
Partnering relationships require an emphasis on working WITH rather than simply FOR. Do you agree? This principle is woven throughout the Acclivus curriculum. The definition of a partnering relationship refers to two people or organizations working together toward a common goal. The strength of …
Senior Managing Partner Martin Carbone discusses the importance of balancing needs while working WITH customers to manage demands and requests.
Senior Partner Martin Carbone shares about the importantce of listening in our modern world and circumstances.
Developing influence requires effective communication, and effective communication begins with listening. Listening is command central for effective communication. No other skill is as powerful or as necessary for developing understanding− and for communicating a desire to understand. Perhaps the most common block to effective communication is …