White Papers and Articles

Why sales transformations programmes fail  - and how to ensure that yours succeeds!  An published article by Ian Hirst, Greenbank Director that is a must read for anybody thinking of investing in sales development...read more 

Leadership under the microscope  - a brilliant article by John  Zenger, Kurt Sandholtz, and Joseph Folkman examining the latest thoughts around strengths based leadership...read more

Bringing Science to the Art of Coaching - by Jack Zenger and Kathleen Stinnett is a great insights into the importance of building coaching skills in line managers – as well as (of course..) employing external coaches...read more

How Client Choose - By David Maister is an insightful article summarising the importance of client focus in selling professional services.  Although written for professional services firms, the principles work for all complex solution selling situations.  Maister’s work is a leading influence on our own thinking and sales development curriculum…..read more

Try Feedforward instead of Feedback - by Marshall Goldsmith is an interesting article offering a new angle on pre-active feedback and coaching…read more