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How to Revitalise Negotiations and Close That Deal

Written by Andy Trainer – Tue 25 Nov 2014

You've been here before, the last time you and the client spoke you didn't exactly see eye to eye. Now months of negotiations are at risk and potentially big figures in profit too.

Stop.

Don't make that call. Re-evaluate where you are in negotiations and see what you can take from these killer tips to close that deal.

Negotiations are all about your relationship with the client. If you're seeing your role in negotiations as an opportunity to make money at the expense of the client then you're looking at it all the wrong way. Negotiations are professional relationships. Benefits should and can be mutually profitable whilst retaining a relationship with a client that will last years.

Our Negotiation Skills training will give you the knowledge and tools necessary to be able to conduct any negotiation as a competitive and collaborative negotiation.

Negotiating Skills Closing Deals

A good deal might not revive a bad relationship, but a good relationship can revive a bad deal.

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Herzberg's Two Factor Theory

Written by Andy Trainer – Thu 20 Nov 2014

When you ask any group of workers what motivates them to come to work, at least one and probably most will include 'money' in the response. Pay is a big issue for most people and is certainly a reason why people go to work, even sometimes staying in jobs they don't like. But is it a motivator?

Herzberg's Two Factor Theory suggests that there are two different sets of factors that determine job dissatisfaction and job satisfaction.

Herzberg's Two Factor Theory

Satisfiers/Motivation Factors Dissatisfiers/Hygiene Factors
  • Achievement
  • Recognition
  • Work itself
  • Responsibility
  • Advancement
  • Personal Growth
  • Supervision
  • Working conditions
  • Relationship with supervisor
  • Relationship with peers
  • Relationship with subordinates
  • Salary
  • Company policy and admin
  • Status

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Why Are Subject Lines Important?

Written by Aaron Charlie – Mon 17 Nov 2014

Are you, like countless many others, sitting on an inbox of hundreds, maybe even thousands of unread emails? Or are you wondering why only one hundred of the nine hundred and fifty three newsletters you sent out Tuesday weren't opened?

Email Marketing Subject Lines

If you’re struggling to get your emails read they probably share something in common with the unread emails in your own inbox.

Poor Subject Lines

"But surely if the content is great then my subject line won’t even matter?"

Somewhere hidden in the depths of your junk folder there is a quality article or offer relevant to you that you have missed.

You haven’t opened it. Why?

Thanks to a poor subject line

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The Johari Window Model and Relationship Management

Written by Andy Trainer – Fri 14 Nov 2014

The Johari Window model, devised by American Psychologists Ingham and Luft during a research period at the University of Los Angeles in 1955, is a behavioural model which aims to boost group relations through individual self awareness and mutual (group) understanding.

The model is a combination of the first names of Joseph Luft and Hari Ingham; they’re remembered over fifty years later which shows what good workplace relationships can achieve.

The Johari Window model is particularly useful in assessing group relations with other parties. Despite being published over fifty years ago, the model is still relevant in the work place today. This is due to current popular workplace emphasis on cooperation, inter-group development, interpersonal development, soft skills, behaviour and the influence of these factors.

The ease of using the Johari Window Model to understand relationships between employees and the employer within the Psychological Contract is an invaluable benefit to businesses.

What Does The Johari Window Mean?

The model is, on the face of it, is as simple as it appears. Its application in the workplace is slightly more tricky, but we’ll get to that later.

The Johari Window Model

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PRINCE2 and MSP eLearning Now Available at Silicon Beach

Written by Andy Trainer – Tue 30 Sep 2014

New for October 2014: Gain your PRINCE2 and MSP Practitioner Qualifications online with our APMG accredited range of eLearning packages.

PRINCE2 and MSP eLearning

PRINCE2 and MSP training continue to rise in popularity but not everyone can take a full week off work to attend a training course.

eLearning allows you to gain your certificate in your own time, at your own pace and for less than a classroom based course.

Choose from a range of packages including our complete Practitioner package that includes everything you need to gain your PRINCE2 or MSP Practitioner certificate:

  • 6 months access to eLearning
  • Official AXELOS manual
  • Accredited trainer support
  • Foundation and Practitioner exam simulations
  • Online Foundation exam
  • Online Practitioner exam

Click here for a demo of the eLearning platform or call us on 01273 622272 for more information.

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21 SEO Tips from 21 SEO Experts at BrightonSEO September 2014

Written by Aaron Charlie – Mon 15 Sep 2014

BrightonSEO usually ends with a 'Lightning Talks' session but this year Kelvin switched up the format and introduced a 'Greatest Tips Session'.

The idea: every speaker from the day shares their top actionable SEO tip that attendees can start using when back in the office on Monday morning. We particularly liked the idea because it meant a chance to catch tips from speakers which we'd missed on the day.

We came away with 21 fantastic tips which we couldn't help but share with those who couldn't make it on Friday.

You can watch the full video, skim through the quick tips, or read the full transcript with our thoughts below.

 

If you are interested in developing your SEO skills then take a look at our Beginners SEO and Advanced SEO Strategy courses. Both courses are developed to quickly improve your practical skills and increase your search knowledge.

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Facebook Versus Click-Bait

Written by Aaron Charlie – Tue 26 Aug 2014

Is this the end of click-bait? Facebook has announced changes to the News Feed that should reduce the amount of click-bait headlines and improve user experience. What effect does this have on Facebook page owners?

Facebook Click-Bait News Feed

Firstly, here's how Facebook is going to decide which posts are click-bait:

  • Short clicks - a user clicks on a link and then quickly clicks back to Facebook. This indicates that the content did not match the headline. In reverse, the longer someone spends on a link, the more useful it will look to Facebook.
  • Engagement - links that receive a lot of clicks but very few shares and likes will also be flagged as click-bait as it shows that the link was not valuable enough to earn a recommendation.

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Social Influence Marketing

Written by Craig Charley – Wed 06 Aug 2014

The psychology of social proof gives marketers an incredible tool for increasing the reach of their content.

We are influenced and we influence others based on the groups we identify with and the content we share online.

Digital marketing can tap into that mentality to increase inbound traffic and drive conversions; Social Influence Marketing.

Social Influence Marketing

The theory of social influence is excellently explained by Victor Yocco for Smashing Magazine in his article 'Social Influence: Incorporating Social Identity Theory Into Design'.

I recommend reading Victor's post first to understand the theory behind social identity and then come back to find out more about how you can apply it to your own site.

Victor sees great opportunity for designers to enhance websites and products by using social identity theory in the way that Nike has built an entire network around Nike+.

nike plus social network

You don't have to build your own social network from scratch to take advantage of social identity theory. It can be as simple as adding sharing buttons to your site.

Social Influence Marketing is simply the use of social signals to increase online reach and improve conversion rates.

Not sure where to start with social media? Create your own effective strategy with Social Media training, part of our comprehensive Digital Marketing training package. It will really help you to improve your outreach skills so that you can start working on social influence marketing!

I believe there are three main social signals to identify; everyone, friends and celebrities.

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Am I Delegating Enough?

Written by Andy Trainer – Mon 28 Jul 2014

Delegating is one of the most challenging skills for new managers.

Too many new (and experienced!) managers struggle to give up work and find themselves stressed and overworked.

Is this you?

Am I Delegating Enough?

Effective delegation is essential for effective management.

In this post I'm going to run through some classic signs of poor delegation and help you overcome them.

If you're struggling with your new management role or want to upskill before making the leap, come on our Management Skills for New Managers course which includes a session on delegation.

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Using Twitter Cards - Increase Visibility on Twitter

Written by Craig Charley – Thu 24 Jul 2014

Twitter cards are an easy and effective way to make your tweets stand out in your followers' feeds.

Don't be limited by 140 characters, add enhanced links, product descriptions, media and more - all without affecting that character count!

You can start using Twitter cards by adding a few lines of HTML to your pages which will then generate the card when someone tweets that link - this is a quick setup that should have a huge impact on your visibility on Twitter and help drive engagement.

They also have the added bonus of unlocking Twitter Analytics (Twitter advertisers will already have access).

Twitter Card Types

  • Summary Card: A card for links including title, description, thumbnail image and author/publisher @ handle
  • Summary Card with Large Image: Same as summary card but with larger image and small description
  • Photo Card: Card with one photo
  • Gallery Card: Collection of up to 4 photos
  • App Card: Highlights a mobile app with a download link
  • Player Card: A card that allows embedded audio & video
  • Product Card: Details product information

Each card type requires a different set of meta tags which will you will need to add to your page. Once you've added the tags, you need to validate the page before Twitter approves your cards and they start showing in Tweets.

As mentioned, Twitter cards give you access to analytics to check the performance of your Tweets. It's a great way to monitor the effectiveness of different types of card and establish your top influencers.

Twitter Card Analytics

Not getting the results you desire? Find out where you're going wrong with our 2 day Social Media workshops and learn how to start growing your network.

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