Curated Video
Introducing Song of the Whale: A New Research Vessel for Marine Mammal Conservation
The Song of the Whale is a cutting-edge research vessel designed to study marine mammals while minimizing disturbances with its low-noise technologies. Built by the International Fund for Animal Welfare, this unique sailing ship aims to...
Curated Video
Seeking Commitment - Closing the Sale [Sales Process Part 8 of 9]
The last step of the sales process at the meeting itself is to seek commitment: to ask the prospect if they will buy. This is called ‘closing’.
Curated Video
How to Use Your Authority to Influence and Persuade
I am not sure if it’s mostly society or psychology, but most of us feel a sense of duty to authority. When we perceive someone has a higher status in hierarchy, social standing, or intellect, we tend to defer to them. To do otherwise is...
Curated Video
Theodore Levitt: Globalization of Marketing
Theodore Levitt's 1960 Harvard Business Review article, Marketing Myopia, is a landmark of the discipline. But Levitt is best known for the word Globalization. Rumors that he coined it are wrong, but he certainly gave it prominence in...
Curated Video
How to Qualify Your Sales Prospects
Prospects are the people or organizations that might, one day, buy from you. However, all prospects are not equal. So, we need to assess how likely they are to buy, and if they do, when. That way, we can make intelligent decisions about...
Curated Video
What is the Triple Bottom Line?
John Elkington developed the concept of the Triple Bottom Line of People, Planet, and Profit. So, what is the Triple Bottom Line?
Curated Video
Account Management: What is Account-based Selling?
A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship...
Curated Video
What are an Organization's Environmental Responsibilities under CSR?
The Triple Bottom Line that I discussed in an earlier video suggests businesses focus on Profits, People, and Planet. So, what is the Corporate Social Responsibility towards our environment?
Curated Video
The Complex Sale: 101
Complex Sales are, by nature… Complex. And that means this is a big topic. In the late 1990s, I went on a 2-day course, so this video is, necessarily, the 101 version of what has stuck with me.
Curated Video
What are an Organization's Social Responsibilities under CSR?
The Triple Bottom Line that I discussed in an earlier video suggests businesses focus on Profits, People, and Planet. So, what is the Corporate Social Responsibility toward our society (people)?
Curated Video
What are an Organization's Ethical Responsibilities under CSR?
Ethical responsibility is the part of corporate social responsibility that drives a business to act in a moral and fair manner. Companies can set their own standards or adopt external ethical goals. But what are an organization’s moral...
Curated Video
ERP 101: What is Enterprise Resource Planning?
In this video, I want to answer the question, what is ERP: Enterprise Resource Planning?
Curated Video
What is Mentoring? Why get a Mentor and Why be a Mentor? + Top Tips
In this video, I want to answer the question, what is Mentoring? And also why get a mentor and why become a mentor?
Curated Video
What are Lean and Lean Thinking?
In this video, I want to answer the questions, what is Lean, and what is Lean Thinking?
Curated Video
What is Leadership? and Why do We Need Leaders?
In this video, I answer two questions, to kick off our series on Leadership: what is leadership, and why do we need it?
Curated Video
What is Servant Leadership?
Servant Leadership is one of my favorite concepts. For me it’s a no brainer. So, let me explain why.
Curated Video
What is Peter Senge's Learning Organization?
Peter Senge wrote best-selling book, ‘The Fifth Discipline: The art and practice of the learning organization‘. This book has been rated by Harvard Business Review as one of the seminal management books. And his big idea was the Learning...
Curated Video
What is Public Relations (PR)?
How can your organization build the reputation it chooses? What it does and how the media represent it are important. So is advertising. But one way combines authenticity and control: good Public Relations, or PR.
Curated Video
David McClelland and Three Motivational Needs - Content Theories of Motivation
For my money, David McClelland gave us one of the most useful models of motivation, for use in the workplace. McClelland identified three motivational needs. Each of these allows us to motivate different people to do the same task, by...
Curated Video
Chris Argyris and the Immaturity-Maturity Model of Motivation: Treat People as Adults
Chris Argyris offers us a more sophisticated view of McGregor’s Theory X and Theory Y model of motivation. His conclusion is that we need to treat people as adults. Argyris put forward his ‘Immaturity-Maturity Theory’. This suggested...
Curated Video
Basics of Motivation: Incentives - do they work?
One thing most people 'know' about motivation is the value of incentives. The problem is... Incentives don't always work. So, in this video, we'll look at when incentives do and do not work and understand why.
Curated Video
Power at the Negotiating Table: Key Concepts in Negotiation
Everybody goes into a negotiation with power. The power to say yes, to say no, to move the negotiation forwards, or to frustrate progress. But where does this power come from?
Curated Video
How to Handle Overload: When Time Management is Not Enough
What do you do when you objectively have too much to do in the time available? This is overload. We'll look at the techniques to use when you are overloaded.
Curated Video
What is Strategic Time Management? ...and How?
‘People are our most valuable asset’ they say. But, in truth, you can replace them. But you can't replace time. When it’s gone, it’s gone forever. Strategic Time Management treats time as the strategic asset it really is.