Research · Lugano
Sales: listening, a measured lever rather than a slogan
Active listening is a commonplace of sales training. Studies nonetheless link it to trust and outcomes, under precise conditions.
2026-10-10Read
Blog & insights
Leadership, management and soft skills training in Switzerland
2550 articles drawn from our engagements in Geneva, Lausanne, Zurich, Bern, Basel, Lugano, Fribourg and Neuchâtel. Case studies, practical guides, 2026 trends.
By canton
All articles
112 articles
Research · Bern
Does too much choice drive customers away? — in the canton of Bern
Single context; replicate locally before generalising.
2026-10-01Read
Research · Bern
Can customer trust be built? — in the canton of Bern
Single context; replicate locally before generalising.
2026-10-01Read
Research · Neuchâtel
Does price signal quality? — in the canton of Neuchâtel
Single context; replicate locally before generalising.
2026-10-01Read
Research · Neuchâtel
Adapting your sales approach to each client — in the canton of Neuchâtel
Single context; replicate locally before generalising.
2026-10-01Read
Research · Basel
Trust before the pitch — in the canton of Basel-Stadt
Single context; replicate locally before generalising.
2026-09-28Read
Research · Fribourg
Selling through questions — in the canton of Fribourg
Single context; replicate locally before generalising.
2026-09-28Read
Research · Zurich
Framing the price differently — in the canton of Zurich
Single context; replicate locally before generalising.
2026-09-16Read
Research · Zurich
Teaching the client something — in the canton of Zurich
Single context; replicate locally before generalising.
2026-09-16Read
Research · Sion
Does offering fewer options help customers decide? — Sion, Valais
Single context; replicate locally before generalising.
2026-08-18Read
Research · Sion
Does a salesperson's listening affect sales? — Sion, Valais
Single context; replicate locally before generalising.
2026-08-18Read
Research · Lausanne
What Predicts Sales Performance? A Meta-Analysis
Sales knowledge, adaptability and role clarity carry more weight than personality traits. A useful finding for team training.
2026-08-17Read
Field · Sion
Intervention note: on the ground in Sion: what high-value selling truly reveals about organisations
Raw observations from field engagements in Sion — what high-value selling says, unfiltered, about an organisation's health.
2026-08-02Read
Method · Sion
No filter: method: structuring a high-value selling initiative in Sion over 90 days
An operational 90-day plan to anchor high-value selling in a team or committee based in Sion.
2026-08-01Read
Expert view · Sion
No filter: high-Value Selling in Sion: what ten years of practice have taught us
Experiential synthesis: what works, what no longer works, and what is never said publicly about high-value selling in Sion.
2026-07-30Read
2026 trend · Sion
Intervention note: high-Value Selling in 2026: what is changing in Sion for executives and managers
Four weak signals redrawing the practice of high-value selling in Sion this year.
2026-07-29Read
Comparison · Sion
What we actually learn about high-Value Selling: comparing the approaches used in Sion and across Switzerland
Three approaches to high-value selling compared in the field — costs, durations, observed results from Sion.
2026-07-27Read
Perspective · Sion
What we actually learn about high-Value Selling: what Sion brings specifically to the practice
Cultural and economic reading of high-value selling seen from Sion — local specifics and transferable lessons.
2026-07-26Read
Case study · Sion
Case study: transforming a team's high-value selling in Sion
An anonymised engagement with a team based in Sion — starting point, programme deployed, six-month results.
2026-07-24Read
Practical guide · Sion
What we actually learn about high-Value Selling in Sion: a 2026 practical guide for executives and managers
Concrete levers to advance high-value selling in Sion — proven methods, real cases, common mistakes.
2026-07-23Read
Research · Basel
Is selling a solution more effective than selling a product? — in the canton of Basel-Stadt
Single context; replicate locally before generalising.
2026-07-18Read
Research · Basel
How to sell to a highly structured purchasing department? — in the canton of Basel-Stadt
Single context; replicate locally before generalising.
2026-07-18Read
Research · Zurich
What Predicts Sales Performance
Performance measures vary considerably across studies and are often self-reported.
2026-06-22Read
Research · Lugano
Does investing in customer relationships pay? — in the canton of Ticino
Single context; replicate locally before generalising.
2026-06-18Read