AMPLIFYING ASSETS IN ADVERSITY

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

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

Volatility Vision

Uncertainty Understanding

Complexity Clarity

Ambiguity Agility

(Ref Kinsinger, P. & Walch, K. 2012)

SURVIVE OR THRIVE

V.U.C.A. pRimes

ouR objectivesPrime for V.U.C.A.

• Leadership Essence. Have you got what it takes to lead in VUCA?

• Innovate via The Collaborative Laboratory approach

• Agile in Adversity. Have you dug wells before you need them?

• Partner to your Vulnerabilities. Have you courage to ask for help?

• Real experts. How do you identify them?

COLLABORATION IS KEY

THE 7 ‘R’S OF LEADERSHIP ACTIONPRINCIPLES 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.

EMERGING TRENDS IN PROFESSIONAL SELLING

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

COMPILED AND EDITED BY

PAU

L SPAR

KS

1

14217 EM_Trends Cvr 21mm.indd 1

9/5/11 12:51:43 PM

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action

partner to your vulnerabilities amplify your assets

build an expert network

COLLABORATIVE LABORATORY

11

build an expert networkDig many wells before you need to draw water....

COMPLACENCY CHECK

Authenticity

Being pResentCommon sense

nspiRing

LeadershipESSENCE

© Yvonne Sum 2008

Authenticity

Being pResentCommon sense

nspiRing

LeadershipESSENCE

© Yvonne Sum 2008

THE REAL DEAL

ChaosROI

Time

Chaos

ChaosOrder Life is Good

Order

Kiss of Death

Maximum growth occurs at the border

of chaos and order

Order

surfing the V.U.C.A. wave

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

surfing the V.U.C.A. wave

Review/Reflect Rules

Re-Organise

Role Modelling

Respect

Routine

Running It

The 7R’s

of Leadership

Action JUST ONE THING

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 ...

Are there any ...

Questions? Comments?

Insights?