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Closing the Value Gap
What if it turned out that salespeople were routinely leaving money on the table? Despite all the seemingly legitimate reasons for why selling is harder today, what if it turned out that customers are actually willing to buy more and at higher prices, if salespeople would engage their customers in ways that better aligned with what customers truly want? Those questions underlie the research study that BTS embarked on in 2012, and which continues today.

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• Skills Mismatch: Business Acumen and Strategy Execution
  Research Sponsored by BTS and Conducted by the Economist Intelligence Unit
  Regularly cited as a top CEO priority, execution is considered the key to achieving superior business results. Yet, the majority of organizations fail to effectively implement strategic initiatives. Research reveals that companies achieve a fraction of the financial results envisioned during the strategy's development. How much of this can be attributed to an organization's lack of business acumen or business skills?

  

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  Business Acumen and Strategy Execution

• Navigating Strategy Execution: The Case for Custom Business Simulations
  Navigating from strategy to execution presents tremendous barriers and risks. To successfully implement strategic priorities, today’s leading organizations are adopting experiential learning methods and are increasingly discovering the value of business simulations. This white paper explores the tradeoffs and benefits of business simulations in corporate environments, provides a framework for developing effective simulations, and discusses why customized simulations, when properly applied, yield tremendous business impact.

  

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  The Case for Custom Business Simulations

• Consultative Joint Problem Solving
  The concept of joint problem solving and partnering within the workplace and within today’s business interactions is gaining an ever-increasing focus today. Both internal and external parties control resources that can best be utilized/implemented through the application of a partnering mentality. While possessing a greater depth of knowledge in consulting skills is an advantage to more proactively partnering with internal/external customers, understanding the joint problem solving approach and its nuances is just as, if not more, advantageous to this desired outcome.

  

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• Simulation: The Force for Accelerating Time to Value of Corporate Initiatives
  Simulation is no longer just a "training" tool but a key element in driving business success. The best and fastest way to break through the people and process issues that are part of any initiative is through simulation. To get people to behave differently - to save money and increase revenue, knowing where and how simulation will provide the greatest benefit is critical.

  

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• The Nature of Negotiations
  Discover your negotiations style and become more effective. Discover your customer's negotiating style and become more profitable.
  by Frederick Bates, Ph.D.

  

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• Simulations: Why Are They So Effective
  BTS believes that simulation is the most effective way for adults to learn. But why? This white paper describes the characteristics that make simulation work.

  

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• A Case for Simulation: A Review of Research on the Impact of Simulations on Learning
  Solid learning research supports the claim that simulation is the best way for adults to learn. This white paper reviews this research and gives examples of the successful use of simulation to drive corporate initiatives.

  

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• New Economy Leadership
  The world moves at lightning quick speed, becoming more complex and competitive. Leaders must reach skill levels never before anticipated or required for success as they face increasing global competition, volumes of information with limited time for review, a need to educate and teach a growing diversity of workforces, and the development of highly efficient communities of workers. They must provide direction through a sea of chaos. What they may find in those waters are new models of leadership.

  

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• The Use of Video in Learning Products
  Video sets a common context by sending a consistent message, creates a realistic environment in which learners interact, engages learners and conveys subtle information.

  

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• Value of Simulation Learning
  Value of simulation learning from the world of research and academia

  

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