For over 25 years, I’ve worked closely with some of the world’s biggest organisations to help build their commercial capabilities. And while the tools, technologies, and delivery methods have evolved drastically—what great looks like has remained remarkably consistent.
In commercial roles, it’snot uncommon for professionals to approach customer meetings with an apologetic mindset. This may manifest in soft or overly deferential language—such as opening a meeting with “I’m sorry for taking up your time.” While often unintentional, this language can undermine confidence and weaken the perceived value of the meeting.
Attracting and retaining top talent has become a defining challenge for businesses globally. While the Great Resignation may have slowed, the expectations of employees have permanently shifted. Today’s workforce demands more flexibility, career growth, and well-being support—forcing companies to rethink how they create a workplace that retains talent and prevents burnout.
In today’s fast-paced world, building commercial capability at scale is no easy task. Time is limited. Budgets are under pressure. And yet, the need to equip your teams with the right skills, at the right moment, has never been more important.
In a world where agility, flexibility, and impact are non-negotiable, how we build capability needs to keep up. Traditional classroom training isn’t always practical, and standalone e-learning can fall short on engagement and real-world application. The answer? Blended learning.
Sales has always been a discipline shaped by pressure, ambition, and change. But today’s commercial landscape demands more than just adaptability — it calls for a different kind of capability: commercial confidence in uncertainty.
AI is transforming every corner of business and Learning & Development is no exception. From content curation to personalised learning paths, the potential is huge. But with great power comes great complexity. For every exciting AI promise, there’s a real-world challenge that L&D leaders can’t afford to ignore.
In the world of corporate learning and development, there's a common misconception: that change happens after a single training session. But the reality is, meaningful behavioural change is a journey, one that often takes up to 12 months of consistent focus, practice, and support.
In today’s competitive landscape, businesses can no longer rely solely on price to differentiate themselves. Customers expect more—they seek innovation, sustainability, and meaningful impact. This is where value creation becomes the key to long-term success.
As businesses continue to navigate economic uncertainty, sales professionals are feeling the pressure. With budgets tightening, decision-makers are scrutinising every purchase more than ever before. Sales cycles are lengthening, approvals require more stakeholders, and price sensitivity is at an all-time high. In this environment, the ability to sell on value rather than price is no longer just a skill—it’s a necessity.
