RSS INSPIRIDA Knowledge

  • What is Your Value to Your: Customer & HQ? February 9, 2011
    . Differentiation Technique: Effective Account Management . Introduction Customers are getting more and more demanding and more and more efficient in their negotiations, the fact is many of the customer-buyers are taking sales and negotiation courses, so before they deal with professional sales people, they come prepared! What is getting tougher and toughe […]
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  • Increase Sales to Increase Revenues: A Case of Strategic Planning November 13, 2010
      New Year, New Goal … Really?   It is year-end and all the organizations are trying to fit in the last deal for this year and securing new customers for next year.  It is also the time to rethink what we did well and what we can do better next year. Many of my clients come to me [...] […]
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  • “The Irrational Side of Change Management” September 21, 2010
      This article, by Carolyn Aiken and Scott Keller, presents food for thought especially for leaders that need to implement change, despite its size.  It discusses nine insights as to how human behavior may get in the way of applying Lawson & Price’s (McKinsey, June 2003) “The Psychology of Change Management” four conditions that bring behavioral change [ […]
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  • “Why Good Bosses Tune Into Their People” August 23, 2010
    This article, by Robert Sutton, provides an excellent example of organizational behaviors being observed and replayed to their leaders.  There is a general misconception and gap of perception between how leaders look at themselves and how their subordinates perceive them by experiencing their behaviors.  Realizing that organizational pressures in a more comp […]
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