Curated Video
Cold Calling to Get a Sales Appointment
In the professional world, cold calling is not about making the sale, but to move you one step closer. And the most frequent first step is to get an appointment.
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Account Management: What is Account-based Selling?
A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship...
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What is Mentoring? Why get a Mentor and Why be a Mentor? + Top Tips
In this video, I want to answer the question, what is Mentoring? And also why get a mentor and why become a mentor?
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What is Leader-Member Exchange Theory? And Should You Use LMX Theory?
Leader-Member Exchange Theory is deeply problematic. In fact, I don’t like it. But it may be a model you want to adopt. It is certainly a theory you need to understand, so you can avoid its Dark Side.
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Leadership Behaviors: Task and Relationship Focus
In the middle of the 20th Century, researchers turned their attention from how leaders are, to what to what they do. With a suitable behavioral theory of leadership, we can more easily train leaders. They found the key concepts are task...
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The Fiedler Contingency Theory of Leadership Effectiveness
Fred Fiedler developed a contingency model of leadership that suggests a leader’s effectiveness is contingent on the fit between their leadership style and the situation they face. 🧭 This video is part of course module number 3.11.3 🏢...
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How to Handle a Negotiation Breakdown - Negotiation Tools
What do you do if your negotiation breaks down? In particular, you have a breakdown in the relationship with the other party? That's why I developed my 10-step Breakdown Routine. The Breakdown Routine is designed (and tested) to rebuild...
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Four Quadrants of Team Leadership
A team can focus on two things: task and relationship. And, for each, there are 2 elements: the content and the process. This gives us 4 quadrants of team leadership.
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Social Skills: What are they and How to Build Them
Managers need to get the best from their teams. They need to win cooperation, resolve conflict, and communicate ideas. These lie in the Emotional Intelligence domain of Social Skills. Get our Kindle-exclusive companion to this course:...
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5 Components of a Powerful Sales Attitude
A powerful sales attitude for any salesperson consists of five components. Let’s see what they are.
Curated Video
Closing Stage of the Negotiation Process
People fear the closing stage of the negotiation process. They say: ‘what if they say “no” and it all breaks down?’ The truth is, if you do it right, closing makes yes more likely and any no will be a step along the way to ironing out...
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Negotiation Follow-up - after the Negotiating Process
You may have closed your negotiation. But it's not completely done. You must always carry out all of the follow-up actions. If you don't, all your negotiating efforts could go to waste. So, I'll take you through the basics of what you...
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Five Basic Negotiating Strategies - Key Concepts in Negotiation
What is your strategy when you go into a negotiation? There are five basic negotiating strategies. In this video, I'll describe them, based on the work of Kenneth Thomas and Ralph Kilmann.
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Unity, Diversity, and Comradery in Moby Dick
Ishmael, the narrator of Moby Dick, forms a deep bond with Queequeg, another worker aboard the ship coming from the Pacific Islands. Through this friendship, Melville explores themes of friendship, marriage-like intimacy, and mutual...
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Preparation Stage of the Negotiation Process
A large part of the success of your negotiation will come from the preparation stage. This is where you think about the outcome you want from your negotiation. And there is a lot to prepare. So, in this video I will take you through all...
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What is Customer Relationship Management (CRM)? ...And How to Use it.
Customer Relationship Management, or CRM for short is a simple idea. Learn about your potential customers, and use that knowledge to strengthen your relationship with them. Use your stronger relationship to sell them your products or...
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Matching & Mirroring: How to Influence by Building Rapport
In a way, Rapport is an example of Reciprocation – which we looked at in the last video. However, it is about the reciprocation of movement and posture, gesture and expression, and words and speech. And, it will introduce us to the key...
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Chairing Meetings - Hosting the Meeting
The first responsibility your participants will see you fulfill as chair of a meeting is hosting the meeting. This means welcoming participants like guests and helping them feel comfortable and clear what to expect.
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What is the Trust Equation? - Gravitas needs Trust
Before you gain gravitas, you need to acquire trust. And the best model for how to build trust, and for how we assess trustworthiness, is the Trust Equation. This is a simple representation of how trust is made up of four components. The...
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AWS, JavaScript, React - Deploy Web Apps on the Cloud - SQL Versus NoSQL Databases
This video demonstrates the fundamental differences between SQL and NoSQL databases.
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GCSE Physics - Elasticity, spring constant, and Hooke's Law #44
This video covers: - The types of elasticity (compress, stretch & bending) - The types of deformation (elastic & inelastic) - Hooke's Law - Idea of extension - Spring constant - Force-extension graphs General info: - Suitable for all...
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GCSE Maths - How to Use Conversion Graphs #80
This video covers: - How to use conversion graphs to convert between units like kilometres and miles or pounds and dollars - How to extrapolate and convert values that aren't on the graph This video is suitable for maths courses around...
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GCSE Maths - What Does Inversely Proportional Mean? #91
This video covers: - What inverse proportion or inversely proportional means - What the relationship looks like on a graph - What the relationship looks like in an equation This video is suitable for maths courses around the world. KS3 -...
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GCSE Maths - How to Write Algebraic Expressions for Directly Proportional Relationships #90
This video covers: - What direct proportion or directly proportional means - How to write expressions for directly proportional relationships This video is suitable for maths courses around the world. KS3 - All on your course GCSE...