Knowledge-Based Training Hasn’t Worked

Inside-Out Paradigm Shift needed to close the ‘Knowing: Doing’ Gap. The recent September CIPD research report: ‘Real-life leaders: closing the knowing-doing gap’ concludes that “It is highly unlikely that organisations will abandon leadership and management development activities – even if they are not fully satisfied with the...

Selling is WIIFM. Is SME Networking WIIFU?

Experienced salespeople will often joke, “Everyone’s favourite radio station is WII-FM.” They’re of course referring to the acronym WIIFM ‘What’s In It For Me?’ Something we learn from an early age to think about even if we don’t say it. Every prospect you approach will consider your pitch...