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Lead With Your Customer

Chapter 04: Using the World-Class Excellence Model to Transform Your Business
Mark David Jones, J. Jeff Kober | November 24, 2017 | Book Chapter

This chapter introduces the World Class Excellence Model to demonstrate the relationships between the various crucial components that bridge the corporate culture and the organizational brand, and in turn enable you to more completely understand and satisfy your customers.

Lead With Your Customer

Chapter 01: Your Customer Really Is the Key
Mark David Jones, J. Jeff Kober | November 24, 2017 | Book Chapter

What creates a successful organization? This chapter introduces The Chain Reaction of Excellence Model, a proven process that makes a successful organization.

Personalized Learning: Overcoming the Learning and Development Engagement Problem

Cheryl Lasse, Stuart Rogers | August 06, 2015 | Webcast

Two daunting trends—the increasing skills gap and the lack of employee engagement—are affecting the perception of learning and development (L&D) in organizations. Employees, managers, and executives are becoming increasingly disengaged from the L&D department and its offerings. It’s time to turn it around!

ATD Reveals New World-Class Sales Competency Model

Reza Sisakhti | April 29, 2015 | Article

The updated model is based on comprehensive research on evolving trends and practices in sales.

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Book Sampler (Table of Contents, Preface, Chapter 1)
Jenny Dearborn | February 24, 2015 | Book Chapter

A "how-to" guide to boosting sales through predictive and prescriptive analytics.

Sales Effectiveness Assessment

October 01, 2014 | Tool

Learn about the five sales effectiveness levels and determine where you have the greatest business needs.

22nd Century Selling Skills: Use Now at Risk of Great Success

ASTD 2014 International Conference & Expo
Mike Kunkle | May 04, 2014 | Video

In this session on 22nd century selling skills, the speaker will reveal a series of competencies that converge to form a foundation for selling mastery, in any century. He calls them 22nd century selling skills, only because we rarely see them all converge today. And when it does happen, it's usually due to luck or fate, rather than a purposeful orchestration or sales enablement plan.

ATD Competency Study: Executive Summary

Training & Development Profession Redefined
Jennifer Naughton, Justin Arneson, William J. Rothwell | May 24, 2013 | Book Chapter

This Executive Summary provides an overview of the ATD Competency model and its various components.

Premeditated Selling

Chapter 02: Understanding Buying Factors
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

In this chapter, we cover five key components of understanding your customers’ critical buying factors.

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