The document discusses the need for developing contextual intelligence and a global mindset in order to be successful in today's complex and changing global business environment. It emphasizes that understanding local contexts is key, as is adapting one's knowledge to different environments. The document also promotes collaboration and an agile approach to address volatility, uncertainty, complexity and ambiguity.

1. The Urgent Case
for a
GLOBAL MINDSET
CSP
P a r t n e r i n g t o e x p a n d
c o n t e x t u a l i n t e l l i g e n c e

2. the ability to understand the limits of our
knowledge and to adapt that knowledge to
an environment different from the one in
which it was developed.
Professor Tarun Khanna
Strategy & International-Business
Harvard Business School.
Harvard Business Review, September 2014.
Contextual intelligence

3. Current Reality Desired Future
Contextual intelligence
Male vs Female
Tradition vs Technology
East vs West

4. ouR objectives
Stretch your Contextual Intelligence
• The Global Mindset of doing business in the world today
• Innovate via The Collaborative Laboratory approach
• Be Agile in V.U.C.A.
• Amplify your Assets
• Partner to your Vulnerabilities

5. COLLABORATION IS KEY

6. What is your greatest
business challenge?
If there is JUSTONETHING
to help fix it, it is ……
13
Concept 2
A snapshot of
the business at
the beginning
of 2008...
1313
The world is changing
13
Oceania 2009

7. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
(Ref Kinsinger, P. & Walch, K. 2012)
SURVIVE OR THRIVE
V.U.C.A. pRimes

8. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. pRimes
(Ref Kinsinger, P. & Walch, K. 2012)

9. Shifting Plans
is the Norm
The Global Mindset
ambiguity >>>>> agility
CONTEXTUAL INTELLIGENCE

10. Current Reality Desired Future
Create a mindset shift
The Five Deadly Sins
of doing business in the East
Build a Global Mindset
and avoid The Five Deadly Sins

11. Your trusted partners in remodelling reality.
CALM IN CRISIS. AGILE IN ACTION.

12. Volatility Vision
Uncertainty Understanding
Complexity Clarity
Ambiguity Agility
V.U.C.A. primes
(Ref Kinsinger, P. & Walch, K. 2012)
V.U.C.A. pRimes

13. Chaos
ROI
Time
Chaos
ChaosOrder
Life is Good
Order
Kiss of Death
Maximumgrowth
occurs at
the border
of
chaosand order
Order
S-curve of change

14. THE 7 ‘R’S OF LEADERSHIP ACTION
PRINCIPLES OF LEARNING PARTNERSHIP
EMERGING
TRENDS IN
PROFESSIONAL
SELLING
The latest innovation,
research and best practice
in selling and sales management
Compiled and edited by
Paul Sparks
VOLUME 1
If you sell for a living, you
manage a sales team, or are
responsible for the growth of
your business and you want
the best outcomes for your
sales efforts – this book is for
you.
Some of the world’s leading
sales trainers, consultants and
coaches bring you detailed ideas
on how you can improve your
personal performance, and the
performance of your sales team.
Inside this volume you’ll find
12 chapters to ensure you are
informed about the latest trends,
research and best practice in
professional selling and sales
management.
Each chapter is a book in
itself – with more up-to-date
information on personal selling
and sales management than any
single book published in the last
decade.
EMERGINGTRENDSINPROFESSIONALSELLING
Here’s what’s inside:
Paul Sparks. The evolution of professional selling:
understanding the past to inform our future sales
performance.
Michael Schiffner. Building high performance sales
teams: going beyond a training mindset to achieve
sustained sales success.
Julia Palmer. Strategic networks: the key to
sustainable sales success.
Mo Fox. See before you sell: how changing your
perception is the key to better sales results.
Michael Foulds. The sale is the negotiation:
reframing the sales process for better sales and
stronger customer relationships.
Malcolm Dawes. Sales leadership or sales
management? It does make a difference for high
performing sales teams.
Suzanne Mercier. Are your sales people sales
imposters? How to overcome fear to create great
sales results.
John Barraclough & Warwick Burgess. Gaining
the last yard in sales: the value of persuasive
communication.
Mark Purbrick. Simply the best: how to attract,
select and retain high performing salespeople.
Jason White & Giles Rhodes. Rewarding the sales
force: a taxonomy of sales roles to inform reward
and incentive programs.
Sally-Anne Cotton. The alchemy of 21st century
selling: transmuting balance, alignment and intent
into golden sales results.
Dr Yvonne Sum. Tribal insights for sales leaders: the
power of learning partnerships.
“The best book on modern selling and sales management I’ve seen in years with a great range of
relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.
See inside for details on the 6 DVD companion set which contains over 12 hours of presentations,
discussions and interviews featuring the authors as they take a deeper and wider look at the
chapter topics. This professionally produced DVD set is an invaluable tool for sales training and
development and is also great for using in sales meetings to begin
discussion on critical topics in professional selling.
Australia $66.00 RRP Inc GST
COMPILEDANDEDITEDBY
PAULSPARKS
1
14217 EM_Trends Cvr 21mm.indd 1
9/5/11 12:51:43 PM

15. Review/Reflect Rules
Re-Organise
Role Modelling
Respect
Routine
Running It
The
7R’s
of
Leadership
ActionJUSTONETHING

16. Global Mindset
Where Shifting Plans are the Norm
DESIGNTHINKING

17. Go to the people. Live with them. Learn from them. Love them.
Start with what they know. Build with what they have.
But with the best leaders, when the work is done, the task accomplished,
the people will say "We have done this ourselves.”
Lao Tzu, Chinese Taoist Philosopher, 600 BC-531 BC
what’s old is new again ...

18. Are there any ...
Questions?
Comments?
Insights?