Publications

View Points

The System Trap

What Sales Can Learn from Football


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Aligning Sales and Strategy


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Moving Training Content And Delivery Into The Virtual World

 


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How Cognitive Biases Affect Sales Forecasting


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Pipeline Management and Forecasting. How to improve it


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Articles and White Papers

Successful Growth Requires Broad Thinking and Strong Execution


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Profitable Companies Align Value Added, Value Captured and Pricing Along Their Cusotmer Value Chain


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Cultivate Successful Customer-facing Organizations


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Trust Creates True Collaboration between Cisco and IBM Account Teams

Authors:

Bernd Griessmayer, Cisco Systems Inc.

Fank Slernon, IBM Corp.

Andreas Goldmann, NewLeaf Partners


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Sales Training at Cisco goes Digital

Authors:

Jim Day, Cisco Systems Inc.

Sandy Dick, Cisco Systems Inc.

Tori Eggleston, NewLeaf Partners


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Who are you? A look at personal brands

Author:

Sam Barcus, NewLeaf Partners


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Think Big, Start Small, Scale Fast

Authors:

Dr. Isabella-Afra Holst, Comparex

Andreas Goldmann


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Measuring the Impact of Sales Training Through ROI

Authors:

Andreas Goldmann

Debbie Hart, NewLeaf Partners


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Getting Closer to the Customer Puts the “Strategic” into Strategic Account Management

Authors:

Christian Grosse, Moeller Group

Dr. Jürgen Kölle

Patricia McCracken, NewLeaf Partners


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Consultative Selling Transforms Hard-Core Technologists into Strategic Business Partners

Authors:

Martin Stirm, Alcatel

Andreas Goldmann


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Cisco Discovers All That’s Possilbe

Authors:

Jay Parr

Patricia McCracken


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The learning benefits of questions

Will Thalheimer


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Spacing Learning Events Over Time: What the Research Says

Will Thalheimer, PhD


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The Naked Leader

The Emperor's New Clothes

 

'Developing Leaders'
Executive Education in Practice


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Books

Handbook of Management Consulting Services

by Sam W. Barcus, Joseph W. Wilkinson


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The Relationship Advantage

By Tom Stevenson & Sam W. Barcus


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Erfolgreich verkaufen im B2B

By Hartmut Sieck und Andreas Goldmann


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Profitable Technology Services Pricing

by Timothy Matanovich – Value and Pricing


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Key Account Management

Wie Sie erfolgreich KAM im Mittelstand oder im global agierenden Konzern einführen und professionell weiterentwickeln.

 

By Hartmut Sieck


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The Strategic (Key) Account Plan

By Hartmut Sieck


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Das große Handbuch für den Verkaufsleiter

Norbert Weisshaar Co Author


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B4B

How Technology and Big Data Are Reinventing the Customer-Supplier Relationship.


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Consumption Economics: The New Rules of Tech

By J. B. Wood, Todd Hewlin, Thomas Lah


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Bridging the Services Chasm: Aligning Services Strategy to Maximize Product Success

By Thomas Lah


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