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Greetings from Tilden & Associates!
We are delighted to have two very timely
contributions
to the SST Newsletter by colleagues PfP
Partner Harry Koolen and Matthijs van der Want, of OVV
Consulting in Belgium.
Harry participated in a webinar on sales effectiveness
in the "new economy," during which one of the
participants asked: "How do you enable a sales force
to increase its win rate?" Since the hosts did not
answer the question, Harry does in the lead article.
Harry and I first worked with Matthijs when he was
leading a major change project for a large bank in
Europe. He now has his own consultancy which offers
executive coaching and interim/change management
in the area of B-2-B marketing and sales. Matthijs'
central premise in the second article is that internal
marketing and communication are essential, yet often
overlooked, ingredients to any successful change
initiative.
I bat third in this line-up with a review of the always
excellent Malcolm Gladwell's book: Outliers: The
Story of Success. It will make a great summer
read.
Arnie
| Successful Change Leaders Use Marketing |
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By Matthijs van der Want
Lately, I did notice in the news that a lot of companies
are reorganizing their businesses. Given the current
economic crisis, that was not at all a surprise to me.
However, it triggered a reflection about my own
experiences as a change leader. I paid special
attention to the communication part, because it's one
of the central reasons why change programs fail. I did
draw the conclusion that the communication in the
change efforts I led could have been much better. At
that moment, it struck me that applying marketing
principles to change could probably provide a
solution. In fact, the SST motto came to my
mind: effective business communication is not about
us, it is about them.
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A Review of Outliers by Malcolm Gladwell:
What do Bill Gates & the Beatles Have in Common? |
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By Dr. Arnold Tilden
If you are looking for one great book to tote to the
beach this summer, I recommend Malcolm Gladwell's
Outliers: The Story of Success (2008). You may
recognize Gladwell as the author of best sellers
The Tipping Point (2000) and Blink
(2005). In fact, if you have enough vacation time and
haven't read them yet, I would bring along the whole
trilogy. They are that good.
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Enabling a Sales Force |
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By Harry Koolen
I recently participated in a webinar on how selling has
been impacted by the emerging "new" economy.
Towards the end of the session another participant
submitted the following question [direct quote]:
"How do you enable a sales force to increase its win
rate?"
Click here to read Harry's answer....
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