Capacity Theory

By André Alphonso, Managing Director, Forum India Len Evans was a famous and highly regarded winemaker in Australia.  In 1995 I participated in one of his wine appreciation classes.  During the course of the evening he got his students laughing with his “capacity theory”:  He would open and drink one bottle of wine every day, or [...]

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Recommendations for probing the client about risk concerns and potential new influencers

This question is from a webinar we recently held on Selling in Turbulent Times. For the entire presention, click here. By Cindy Stuckey, Vice President, Executive Consultant Leader Regarding risk, there are two approaches you might take, either in combination or separately:  Make direct requests for information about risk:  Where are you most at risk?  [...]

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Social Networking: A productive endeavor or an attractive distraction?

By Matthew Allen, Project Coordinator There is no question that expanding both relationships and networks is an important activity for any sales leader.  However, as businesses attempt to deal with the forces of today’s economic climate, these two like-minded initiatives quickly jump from important to imperative.  Countless studies implicitly connect these two actions (relationship building [...]

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