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In this exclusive 60-minute product talk with Wren Ludlow, we will discuss the 5 skills a modern Product Manager
must have.
To know more visit: www.pragmaticleaders.io
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A presentation given at the 2017 Washington State Lean conference. Introduces tools and frameworks from design thinking and adaptive leadership and how they can be used to better design organizational transformation and change initiatives.
This "brand 101" session is designed to help nonprofit leadership and board members understand the basic concepts around developing and maintaining a strong brand.
Nurture vs. Nature - The Rules of Real Relationship Building for Prospects & ...ReadyTalk
Explore how outbound marketing, webinars, events and subsequent engagement builds and fosters relationships that lead to purchasing decisions and future referrals.
With Moira Vetter, CEO of Modo Modo Agency
Lean Startup: It's Not Just Technology, Lives are at StakeKen Power
This is the slide deck from my keynote talk at the first Serbian ICT conference on Technology and Entrepreneurship, held Thursday November 22, 2012 in Belgrade.
For more notes, please see my corresponding Blog entry at http://systemagility.com/2012/11/22/lean-startup-and-lives/
I would love to hear your thoughts and feedback.
PCV2013 The Leadership Role for Product ManagersDerek Pettingale
This session will review leadership dynamics and the cross-functional leadership required to propel your product to a greater level of success. Includes Additional Slides on: Leadership Qualities, Organizational Culture Grid, Matrix of Requirements for Effective Change, Team Work Values and Manifesto.
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A presentation given in a concurrent session at mLearnCon In San Jose on June 20, 2012 by Scott McCormick, Co-founder of Float Mobile Learning. The focus is on how to work with enterprise stakeholders to implement mobile learning.
One of the neglected skills that many managers ovrerlook is to confront reality, confirm "truths," and objectively address the needs of the business in a way that productively meets requirement
5 skills of modern produtc managers wren ludlowPiyush Bansal
In this exclusive 60-minute product talk with Wren Ludlow, we will discuss the 5 skills a modern Product Manager
must have.
To know more visit: www.pragmaticleaders.io
LeanWA Conference: Design Thinking & Adaptive Leadership for human-centered c...Catalyz
A presentation given at the 2017 Washington State Lean conference. Introduces tools and frameworks from design thinking and adaptive leadership and how they can be used to better design organizational transformation and change initiatives.
This "brand 101" session is designed to help nonprofit leadership and board members understand the basic concepts around developing and maintaining a strong brand.
Nurture vs. Nature - The Rules of Real Relationship Building for Prospects & ...ReadyTalk
Explore how outbound marketing, webinars, events and subsequent engagement builds and fosters relationships that lead to purchasing decisions and future referrals.
With Moira Vetter, CEO of Modo Modo Agency
Lean Startup: It's Not Just Technology, Lives are at StakeKen Power
This is the slide deck from my keynote talk at the first Serbian ICT conference on Technology and Entrepreneurship, held Thursday November 22, 2012 in Belgrade.
For more notes, please see my corresponding Blog entry at http://systemagility.com/2012/11/22/lean-startup-and-lives/
I would love to hear your thoughts and feedback.
PCV2013 The Leadership Role for Product ManagersDerek Pettingale
This session will review leadership dynamics and the cross-functional leadership required to propel your product to a greater level of success. Includes Additional Slides on: Leadership Qualities, Organizational Culture Grid, Matrix of Requirements for Effective Change, Team Work Values and Manifesto.
Scott mc cormick float mobile learning_winningoverstakeholders_mlearncon2012Scott McCormick
A presentation given in a concurrent session at mLearnCon In San Jose on June 20, 2012 by Scott McCormick, Co-founder of Float Mobile Learning. The focus is on how to work with enterprise stakeholders to implement mobile learning.
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Arleen Quigg, head of Cpl Retail (market leader in the recruitment of retail staff in Ireland) provides information to employers documenting how to interview and hire retail staff.
We hope you find this information useful and for more information or to contact Cpl Retail, visit www.cpl.ie or phone (+353) 01 614 6000.
Enjoy!
Defining the content strategy is the easy part. But how are you actually going to make it work? Not just today, but tomorrow, and next year, and the year after that? How can you continually evolve and mature your internal content practices, create rock-star content teams, and produce better content faster? Sound magical? Nope, it’s just good content governance.
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
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http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
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What is the purpose of the Sabbath Law in the Torah. It is interesting to compare how the context of the law shifts from Exodus to Deuteronomy. Who gets to rest, and why?
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An EFL lesson about the current events in Palestine. It is intended to be for intermediate students who wish to increase their listening skills through a short lesson in power point.
The Indian economy is classified into different sectors to simplify the analysis and understanding of economic activities. For Class 10, it's essential to grasp the sectors of the Indian economy, understand their characteristics, and recognize their importance. This guide will provide detailed notes on the Sectors of the Indian Economy Class 10, using specific long-tail keywords to enhance comprehension.
For more information, visit-www.vavaclasses.com
4. Pause For Cause
• 80/20 83/17
• Yet, we have:
– Better training
– Improved tools and resources
– Focus on compensation and
incentives
– But we are getting worse!
• Why? What prevents the
company from having even
better success?
• How do you reinforce those
efforts?
• How do you “institutionalize”
successes?
5. “Classic” Organizational
Hurdles
Pragmatic Concerns
No time nor budget to develop skills – need people to
be productive!
Training viewed as “X” day(s) program (and done).
Skills are not reinforced “on the job” (and thus are
extinguished).
Management does not embrace/coach/
monitor/enforce/ counsel based on trained concepts.
Performance rarely changes dramatically.
Varying levels of competence (and selection of
trainees and training initiatives frequently fails to
account for differences).
Needs are “assumed,” not known.
6. “Classic” Organizational
Hurdles (Continued)
Pragmatic Concerns
Increased pressure to reduce time away
from field.
Unsure of how to justify training expense
(but want to ensure “value-received”).
Shifting responsibilities (cross-
functional/business management/
financial/etc.).
Greater embedded base of technology
users (laptops, software applications, etc.)
and ever increasing complexity of
applications.
7. But Here Is The Biggest Issue
• We are focused on the WRONG things –
but do them better and better!
8. Not Always Sane In The Brain
Reptilian Brain – Fight or Flight
Limbic System – Emotions
NeoCortex – Thoughts and logic
Thalamus – Gateway to other parts of brain
Amygdala – Regulates emotions and memories
9. So What Do We Do?
• We train our sales force to:
– Penetrate accounts
– Uncover Pain/Opportunities
– Use more facts and logic
• We believe we should:
– Know more than our customers
– Demonstrate strength and cover-up weakness
– Control the sales call
– Follow a scripted process
10. Reap What We Sow
• Who would react well to being probed?
• How would you respond if about to be
interrogated?
• When someone offers “factual” or “logical
proof”, wouldn’t we look to challenge or
refute?
• Don’t you wonder how anyone can really
be that smart?
12. Back To The Future
• What is a key role of the Sales Person –
manage relationships!
– Do we interrogate people we want to form
relationships with?
– Do we refuse to show our “humanness” to
them?
– Do we act as if we know it all?
• A story as old as time…
13. Have We Forgotten…
• The importance of Trust
– Caring
– Communication
– Competence
– Character
– Commitment
– Clarity
• Removing barriers
• ES = RS * CS
14. Stop, Continue and Start
• Filling out templates • Understanding my • Speak WITH me, not
• Focusing on seller business TO me
needs • Helping buyer solve • Listening to me
• Leading with issues • Share seller mistakes
data/facts/science/ • Appreciating how • Tell me the story
features/ decisions are reached (Harvard uses
• Being overly logical • Following the sales business cases to
cycle (but differently) teach concepts)
17. Power of Story
• Once upon a time…
• Caveman drawings
• Music
• Art
• Novels
• Movies
18. Steps of the Story
• The Goal
• The Setting
• The Conflict
• The Crossroad
• The Outcome
19. Vulnerability
• How do you react when someone is smug,
a know-it-all, and seems too perfect?
• How do you react when someone is
imperfect, hurt, or shows “fallibilities?”
20. Aligning Buy Cycle with
Selling Activities
Phase 1 Phase 2 Phase 3
Needs Details Consequence
Level of Buyer Interest
Needs
Cost
Solution
Risk
Time
21. Alignment Between Cycles
Buy Cycle Sell Cycle
• Curious • Story on Curious
• Needs • Story on Need Development
• Idea Generation • Story on Brainstorming
• Solution • Story on Solution Creation
• Value • Story on ROI or Evaluation
• Implement • Story on Execution
• Decision • Story on Determination
• Integration • Story on Actions
23. ZAHN Consulting, LLC
Management Process
Analysis
2. Skill Analysis
3.
l
- Interviews
1. Strategic Direction - Internal Surveys
lIdentify Corporate lIdentify Needs Curriculum Design
Objectives l Prioritize Needs
lTraining Approach l Multi-level
lSales Strategy l Multi-year
8. Evaluation 4. Product Design
lBehavioral
l Objective
Impact
l Program Format
l Identify Next
l Concepts
Steps
7. Follow-Up &
Reinforcement 5. Product Development
lManagement Tools Content Development
l
lJob Aids Content Review
l
lVerify Usage Pilot
l
6. Product Implementation
Product Scheduling
l
Product Execution
l
24. Who is ZAHN Consulting, LLC
• David Zahn
– Instructional Designer
– 20 years corporate and consulting experience (Symbol
Technologies, IRI/Neo, Inc., and now ZAHN Consulting, LLC.)
– Published author of two books (“How To Succeed As An
Independent Consultant” and “The Quintessential Guide To
Using Consultants”), weekly columnist for Connecticut Post
and frequent contributor to trade publications and e-zines
(T&D, Grocery Headquarters, Brandweek, Airline Revenue
News, Kenosia Report, IRI Publications,
http://blog.ctnews.com/zahn/, www.businessweek.com,
www.entrepreneur.com, www.retailwire.com,
www.morningnewsbeat.com) and many others
– Interviewed on many business radio shows addressing CPG
issues, Consulting Skills, and Entrepreneurship
– Co-moderator of Category Management Share Group
– Adjunct faculty member at University of New Haven
• ZAHN Consulting, LLC Consultants
– ZAHN Consulting, LLC maintains relationships with specialists
in Brand Marketing, Retailing, Information Systems, Sales,
Operations and other functional areas.
– Consultants have a combined 110 years of industry experience
across multiple channels, manufacturers, categories and
initiatives.
25. Consulting Experience
• ZAHN Consulting, LLC has experience in meeting the following
needs for clients:
– Employee Development/Training – Workshop360SM
http://www.zahnconsulting.com/workshop.htm
• Needs Assessment
• Sales Skills
• Analytic Skills
• Financial Skills
• Management Skills
• Software Application Skills
– Strategic Planning
• Shopper Marketing
• Business Planning
• Brand/Product Management Plans
– Research
• Surveys
• “Best in Class” Differentiators
– International and Domestic Assignments for multi-national companies.
ZAHN Consulting, LLC helps companies maximize their results by extending
beyond employee knowledge to improved performance.
26. We have collaborated with many of the “tool” providers driving
innovation within the industry to complement our expertise
• Primary source for client training (Data Detective, Category Management, and other
programs)
• Frequently asked to contribute to strategy sessions for new product training, curriculum
development, and training delivery options.
• Combines ZAHN Consulting, LLC’s extensive category management training
expertise with Interactive Edge’s decision support tools to enable Retailers/Mfrs. to
identify opportunities through analysis of price, promotion, assortment, demographic,
clusters, shopper segments, and store specific data variables.
• As many clients have begun to use data to drive more deeply into the purchase
habits of shoppers, our projects have often included the use of and interpretation of
Catalina Marketing data.
• David Zahn is the developer and facilitator for conducting all Apollo Designer
Workstation optimization workshops as part of Aldata Apollo curriculum
• Currently working on a webinar series with Cosmic Solutions to address the needs
of analysts, sales people, brand managers, and others with a need to quickly
assess performance and develop action-oriented insights to build business.
28. Recent Issues We Have Helped
Resolve
• Salespeople miss the “needs” of the buyer/others within
the retailer
• Presentations are too diffuse/not focused; don’t provide
ideas to differentiate against competition
• Lack of awareness of Retailer’s metrics or objectives
• No acknowledgement of RETAILER’s competition, just
other brands
• Salespeople are “parroting” what HQ Marketing or others
provided – but do not understand their own presentation
• Very tactical – no unifying strategy
• What about the SHOPPER!
29. Creating the Vision
• Recognizing WHO is to do the
task
• Identifying the WHAT people
are to do
• Designing the HOW they are to
do it
• Determining the WHEN they
are to do it
• Explaining the WHY it needs to
be done
30. For Additional Information
• ZAHN Consulting, LLC can be reached at
203.269.9290 or at
www.zahnconsulting.com to discuss your
training or other consulting needs