INSIGHTS

Global Digital Training
In the world of communications training, 2021 was a pivotal year. We saw tremendous growth in the sophistication of digital training environments, as companies adopted digital approaches to deliver exceptional learner experiences that help their workforces succeed.
Live internet streaming of business conference meeting, presenter joining a seminar via video conference call in empty convention center. Online webinar or seminar via social network broadcast in new normal, covid outbreak,e-learning.
Sales kickoffs (SKOs) serve many purposes, not the least of which is to motivate and inspire your customer-facing teams. A successful SKO arms your sales teams with new and refreshed skills. They leave the SKO energized to engage with customers and win upcoming opportunities.
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Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships. Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
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What inspires and motivates people to action? Here’s a hint: it’s not a PowerPoint deck filled with data points and analytics. Learning how to share a powerful story can positively influence others and help your ideas become memorable. Perhaps you need to promote a new idea or close that crucial sale. Learn how some of the most successful business ventures today got their start from sharing a powerful story and how you can make your own narrative work for you.
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Executive briefings. Big sales meetings. Project pitch meetings. What do they have in common? The stakes are sky high. There’s a lot riding on them for you and your company — revenue, reputation, productivity. Do your people have, both, the presentation AND facilitation skills to ensure their success? Read the blog to find out and to get your free Discussion Leader Self-Assessment Tool and Facilitator Checklist.
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Memory almost full. Imagine that warning flashing brightly on the forehead of every audience member. A successful presentation isn’t just about the speaker’s dynamic energy or their confident manner in front of an audience. Without compelling, easy to follow content, it doesn’t matter how comfortable you are in the spotlight. You and your topic will quickly be forgotten. So how do you ensure lasting, memorable impact? Learn how to be remembered by leveraging the ancient, globally relevant, and scientifically proven rule of three to focus your content, motivate your listeners, and make your executive presence shine.
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Do salespeople and technologists communicate differently? Is one group better at presenting than the other? Can the two ever agree on how to present or what info to share? Corporate Workforce Development expert, high-tech industry veteran, and former Mandel client Suzanne McLarnon shares the secret behind developing both sales and technical professionals into superb communicators.
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What’s the secret to wildly productive first-time sales meetings or conversations with executives? Thought-provoking questions. Read the blog to find out why—and how to tell if YOUR questions are thought-provoking enough to make customers want to learn more.
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As the year comes to a close, here's a look back at Mandel's most popular skill-building content of 2017. Whether trying to make a great first impression, give a persuasive presentation, or convince others to support your idea, how you communicate will be key to your success in 2018. To help you prepare, we’ve curated this list of the most downloaded skill-building content just for you.
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If you want to connect with more people on LinkedIn, I have a foolproof tip: Make a real connection. What I mean is, if you want to productively connect with someone—whether virtually through a social network or in-person—don't send a generic invite. They don't work. Read the blog to find out why, and what you can do instead to craft irresistible LinkedIn messages or networking emails that get results.
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Could your salespeople be eroding profit margins through excessive discounting? Or through unnecessary product, service, or contractual give-aways? Margin erosion usually stems from the failure to establish differentiated value early in the sales process. Here are 3 tips you can use to turn margin erosion into margin generation.
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When prospective buyers ask sales reps to justify ROI, it's typically NOT because of a lack of data or information about your products and services. Rather, it's because they haven't quite fully bought into your sales messaging or your messenger. Read on to learn what customers are really thinking when they ask for ROI justification, and what your reps can do differently.
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You've probably heard the expression, "Content is king." And, it's likely your company has spent a lot of money creating content that supports successful selling. But even the world's greatest message or content will fail to persuade if your sales reps can't deliver it effectively. When it comes to sales performance, here's why content delivery is king.
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Executive time is a scarce commodity. Why do meetings squander it? Because, too often, they fail to focus on the strategic issues that are most important to executives. They fail to drive progress on the decisions that need to be made in order to move your business forward. Here are 3 things you can do to change that and to insure your executives' time is well-spent.
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If you think about it, your organization’s performance depends on its best ideas being turned into profitable innovations. Yet, 87% of executives believe major unexploited opportunities, ones that could make their companies market leaders, are overlooked. Why are so many companies struggling to innovate? (Hint: It's not a creativity problem!)
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Your company, like most, probably invests in sales training that helps team members become more consultative, insight-driven, assertive, and challenging in their approach. But, none of that training addresses a leading cause of pipeline mortality. This week, find out what could be causing your sales opportunities to die prematurely and what you can do about it.
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