{"id":16414,"date":"2025-02-25T16:53:58","date_gmt":"2025-02-25T15:53:58","guid":{"rendered":"https:\/\/pointerpro.com\/?post_type=case_study&#038;p=16414"},"modified":"2025-05-27T15:49:05","modified_gmt":"2025-05-27T13:49:05","slug":"training-needs-analysis-example","status":"publish","type":"case_study","link":"https:\/\/pointerpro.com\/blog\/training-needs-analysis-example\/","title":{"rendered":"The ultimate training needs analysis example: Piscari researches and develops sales negotiation skills [case study]"},"content":{"rendered":"\n<style>\n    #section-4no71 {\n        padding-top: 2.8rem;\n        padding-bottom: 6rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-4no71 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #421f3c;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-4no71-container  #421f3c custom-padding \" id=\"section-4no71\"\n    style=\"opacity: 100%; background-color: #421f3c;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-NVrQU .heading h1 {\n        color: #ffffff;\n        font-size: 3.125rem;\n        line-height: 4rem !important;\n    }\n\n    #heading-NVrQU {\n        margin-top: 0rem;\n        margin-bottom: 2rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-NVrQU {\n            margin-left: 0;\n            margin-right: 0;\n        }\n\n        .single #heading-NVrQU .heading h1 {\n            line-height: 3rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-1-container lazyblock-heading-1-NVrQU  px-0\" id=\"heading-NVrQU\">\n    <div class=\"row heading lazyblock-heading-1 justify-content-start  lazyblock-heading-1-NVrQU\">\n        <div class=\"col-12 col-lg-12 text-start \">\n            <a class=\"heading-1-anchor heading-anchor\" id=\"the-ultimate-training-needs-analysis-example-piscari-researches-and-develops-sales-negotiation-skills-case-study\"><\/a>\n            <h1>The ultimate training needs analysis example: Piscari researches and develops sales negotiation skills [case study]<\/h1>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-ZjhnMQ .heading h2 {\n        color: #f5f5f5;\n        font-size: 1.25rem;\n        line-height: 1.5rem !important;\n    }\n\n    #heading-ZjhnMQ {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZjhnMQ {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZjhnMQ date-and-author-container px-0\" id=\"heading-ZjhnMQ\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start date-and-author lazyblock-heading-2-ZjhnMQ\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"written-feb-20-2025-by-jeroen-de-rore\"><\/a>\n            <h2>Written Feb 20, 2025, by Jeroen De Rore<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z2dTl43 {\n        padding-top: 2.8rem;\n        padding-bottom: 6rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z2dTl43 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z2dTl43-container  #f5f5f5 custom-padding \" id=\"section-Z2dTl43\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    .lazyblock-content-KTdTN p,\n    .lazyblock-content-KTdTN p a,\n    .lazyblock-content-KTdTN h1,\n    .lazyblock-content-KTdTN h2,\n    .lazyblock-content-KTdTN h3,\n    .lazyblock-content-KTdTN h4,\n    .lazyblock-content-KTdTN h5 {\n        color: ;\n    }\n\n    #content-KTdTN {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-KTdTN {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-KTdTN {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-KTdTN-container   \"\n     id=\"content-KTdTN\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-KTdTN\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><span style=\"font-weight: 400;\">People tend to assume that selling and negotiating is an innate talent.<\/span><b> \u201cYou either have it, or you don\u2019t,\u201d<\/b><span style=\"font-weight: 400;\"> many would say &#8211; based on an archetypical image of the sales champion. Mike Lander <\/span><i><span style=\"font-weight: 400;\">is <\/span><\/i><span style=\"font-weight: 400;\">a sales and negotiation champion, but he wouldn\u2019t agree with that quote. His sales and negotiation consulting business, Piscari, assesses individual skills to get the most out of any type of sales profile. We discussed a gem of a training needs analysis example. The assessment he built with Pointerpro: <\/span><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<ul class=\"lazyblocks-icon-list-items\" id=\"icon-list-1T7sEK\">\n            <li class=\"lazyblocks-icon-list-item\">\n            <span class=\"lazyblocks-icon-list-icon\"><img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/bullet-orange-150x150-1.png\" alt=\"bullet orange 150x150 1\"><\/span>\n            <span class=\"lazyblocks-icon-list-text\">\n                <p><a href=\"#section-Z1d2qz5\"><span style=\"font-weight: 400;\">From customer take-in questions to in-depth training needs analysis<\/span><\/a><\/p>            <\/span>\n                    <\/li>\n            <li class=\"lazyblocks-icon-list-item\">\n            <span class=\"lazyblocks-icon-list-icon\"><img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/bullet-orange-150x150-1.png\" alt=\"bullet orange 150x150 1\"><\/span>\n            <span class=\"lazyblocks-icon-list-text\">\n                <p><a href=\"#section-17FRXF\"><span style=\"font-weight: 400;\">Training needs analysis example: From model to digital assessment<\/span><\/a><\/p>            <\/span>\n                    <\/li>\n            <li class=\"lazyblocks-icon-list-item\">\n            <span class=\"lazyblocks-icon-list-icon\"><img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/bullet-orange-150x150-1.png\" alt=\"bullet orange 150x150 1\"><\/span>\n            <span class=\"lazyblocks-icon-list-text\">\n                <p><a href=\"#section-Z1S4Dd4\"><span style=\"font-weight: 400;\">How training needs analysis ties into lead gen and the customer journey<\/span><\/a><\/p>            <\/span>\n                    <\/li>\n            <li class=\"lazyblocks-icon-list-item\">\n            <span class=\"lazyblocks-icon-list-icon\"><img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/bullet-orange-150x150-1.png\" alt=\"bullet orange 150x150 1\"><\/span>\n            <span class=\"lazyblocks-icon-list-text\">\n                <p><a href=\"#section-2uElsH\"><span style=\"font-weight: 400;\">The negotiation skills research report<\/span><\/a><\/p>            <\/span>\n                    <\/li>\n            <li class=\"lazyblocks-icon-list-item\">\n            <span class=\"lazyblocks-icon-list-icon\"><img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/bullet-orange-150x150-1.png\" alt=\"bullet orange 150x150 1\"><\/span>\n            <span class=\"lazyblocks-icon-list-text\">\n                <p><a href=\"#section-26bkAo\"><span style=\"font-weight: 400;\">The final judgment: Pointerpro as a training needs analysis tool<\/span><\/a><\/p>            <\/span>\n                    <\/li>\n    <\/ul>\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z1cYiir {\n        padding-top: 2.8rem;\n        padding-bottom: 6rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z1cYiir {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z1cYiir-container  #ffffff custom-padding \" id=\"section-Z1cYiir\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-8 px-0 custom-padding row\">\n                    \n\n<style>\n    #image-ZbiryX {\n        padding-top: 0rem;\n        padding-bottom: 2rem;\n    }\n        #image-ZbiryX img {\n        width: 20%;\n    }\n            .image {\n        display: flex;\n        align-content: center;\n        justify-content: center;\n    }\n        @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-ZbiryX \" id=\"image-ZbiryX\">\n        <div class=\"col-12 col-lg-12 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Mike-Online-Size-6-1.jpg\" alt=\"Mike Online Size 6\" title=\"Mike Online Size 6\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #lazyblock-carousel-HPX0d {\n        padding-top: 2.8rem;\n        padding-bottom: 1rem;\n    }\n<\/style>\n\n<script>\n    jQuery(document).ready(function ($) {\n        \/\/ Get the specific carousel instance using unique ID\n        var $carousel = $('#lazyblock-carousel-HPX0d .pointerpro-testimonial-carousel-inner-wrapper');\n\n        if (!$carousel.hasClass('slick-initialized')) {\n            $carousel.slick({\n                infinite: true,\n                slidesToShow: 1,\n                slidesToScroll: 1,\n                autoplay: true,\n                autoplaySpeed: 8000,\n                adaptiveHeight: true,\n                dots: false,\n                responsive: [\n                    {\n                        breakpoint: 768,\n                        settings: {\n                            slidesToShow: 1,\n                            slidesToScroll: 1\n                        }\n                    }\n                ],\n                arrows: false,\n                prevArrow: '<i class=\"fas fa-arrow-left prev\"><\/i>',\n                nextArrow: '<i class=\"fas fa-arrow-right next\"><\/i>',\n            });\n        }\n    });\n<\/script>\n\n    <div class=\"container-md lazyblock-testimonial-carousel-container lazyblock-testimonial-carousel-HPX0d-container  use-case-testimonial\"\n         id=\"lazyblock-carousel-HPX0d\">\n        <div class=\"row mx-0 lazyblock-testimonial-carousel justify-content-center carousel-wrapper lazyblock-testimonial-carousel-HPX0d\">\n            <div class=\"col-12 col-lg-10 px-0 pointerpro-testimonial-carousel-inner-wrapper\">\n                                    <div>\n                        <p><span style=\"font-weight: 400;\">The assessment and associated insights have enabled my consultancy to build deeper, trusted relationships with strategic partners, that have material long-term value to my business <\/span><i><span style=\"font-weight: 400;\">&#8211; <\/span><\/i><i><span style=\"font-weight: 400;\">Mike Lander (Founder of Piscari)<\/span><\/i><\/p>                        <div class=\"row align-items-center\">\n                            <div class=\"testimonial-image col-auto\">\n                                                            <\/div>\n                            <div class=\"col\">\n                                <p class=\"testimonial-author mb-1\"><\/p>\n                                <p class=\"testimonial-function\"><\/p>\n                            <\/div>\n                        <\/div>\n                    <\/div>\n                            <\/div>\n        <\/div>\n    <\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z1d2qz5 {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z1d2qz5 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z1d2qz5-container  #f5f5f5 custom-padding \" id=\"section-Z1d2qz5\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-12 px-0 custom-padding row\">\n                    \n\n<style>\n    #section-EUe61 {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-EUe61 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-EUe61-container  #f5f5f5 custom-padding \" id=\"section-EUe61\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-ZXJG8e .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZXJG8e {\n        margin-top: 0rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZXJG8e {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZXJG8e  px-0\" id=\"heading-ZXJG8e\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZXJG8e\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"from-simple-customer-take-in-questions-to-in-depth-training-needs-analysis\"><\/a>\n            <h2>From simple customer take-in questions to in-depth training needs analysis<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z1RRwAe .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z1RRwAe {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1RRwAe {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z1RRwAe  px-0\" id=\"heading-Z1RRwAe\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z1RRwAe\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"hi-mike-can-you-quickly-introduce-your-business-and-what-makes-it-unique\"><\/a>\n            <h4>Hi Mike, can you quickly introduce your business, and what makes it unique?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-1uKqwY p,\n    .lazyblock-content-1uKqwY p a,\n    .lazyblock-content-1uKqwY h1,\n    .lazyblock-content-1uKqwY h2,\n    .lazyblock-content-1uKqwY h3,\n    .lazyblock-content-1uKqwY h4,\n    .lazyblock-content-1uKqwY h5 {\n        color: ;\n    }\n\n    #content-1uKqwY {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-1uKqwY {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-1uKqwY {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-1uKqwY-container  px-0 \"\n     id=\"content-1uKqwY\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-1uKqwY\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b> <i><span style=\"font-weight: 400;\">Yes, the business is called Piscari. We mostly work with marketing agencies, technology\/engineering firms and professional services firms. We help them better qualify sales opportunities, get shortlisted more frequently and negotiate more profitable deals when they&#8217;ve been selected as the potential preferred supplier.\u00a0<br \/><br \/><\/span><\/i><i><span style=\"font-weight: 400;\">The company consists mainly of myself and occasionally a few associates. Contextually, <\/span><\/i><b><i>I\u2019m an ex-procurement director<\/i><\/b><i><span style=\"font-weight: 400;\">. So, I used to be a buyer and now I work with sellers. Some say I&#8217;m a gatekeeper turned poacher.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-r6KM2 .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-r6KM2 {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-r6KM2 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-r6KM2  px-0\" id=\"heading-r6KM2\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-r6KM2\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"do-you-have-individual-people-who-come-to-you-as-well\"><\/a>\n            <h4>Do you have individual people who come to you as well? <\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z27q40i p,\n    .lazyblock-content-Z27q40i p a,\n    .lazyblock-content-Z27q40i h1,\n    .lazyblock-content-Z27q40i h2,\n    .lazyblock-content-Z27q40i h3,\n    .lazyblock-content-Z27q40i h4,\n    .lazyblock-content-Z27q40i h5 {\n        color: ;\n    }\n\n    #content-Z27q40i {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z27q40i {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z27q40i {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z27q40i-container  px-0 \"\n     id=\"content-Z27q40i\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z27q40i\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike: <\/b><i><span style=\"font-weight: 400;\">No, it\u2019s always business-to-business (B2B). <\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-1qsslE .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-1qsslE {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-1qsslE {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-1qsslE  px-0\" id=\"heading-1qsslE\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-1qsslE\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"what-led-you-to-building-a-training-needs-analysis-using-pointerpro-specifically\"><\/a>\n            <h4>What led you to building a training needs analysis, using Pointerpro specifically?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-1SqCJK p,\n    .lazyblock-content-1SqCJK p a,\n    .lazyblock-content-1SqCJK h1,\n    .lazyblock-content-1SqCJK h2,\n    .lazyblock-content-1SqCJK h3,\n    .lazyblock-content-1SqCJK h4,\n    .lazyblock-content-1SqCJK h5 {\n        color: ;\n    }\n\n    #content-1SqCJK {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-1SqCJK {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-1SqCJK {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-1SqCJK-container  px-0 \"\n     id=\"content-1SqCJK\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-1SqCJK\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike: <\/b><i><span style=\"font-weight: 400;\">So, before using Pointerpro, I used many of the typical online survey tools. They&#8217;re easy to get going and they\u2019re relatively low-cost. But they only get you so far. Generally, whenever I was doing a training needs analysis for a customer &#8211; a TNA &#8211; I&#8217;d build a quick survey. It&#8217;d be 12 questions I\u2019d send out to all the delegates, get the answers back and that would give me some insights into who they are: their deal sizes, conversion rates, negotiation challenges, etc. For something quick and easy like that, generic online tools are great.<br \/><br \/>But when it comes to conducting <b>more comprehensive assessments and deeper research<\/b> into specific, complex topics, then you\u2019ll basically struggle. <\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-hnqEB {\n        padding-top: 2.8rem;\n        padding-bottom: 6rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-hnqEB {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-hnqEB-container  #ffffff custom-padding \" id=\"section-hnqEB\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-8 px-0 custom-padding row\">\n                    \n\n<style>\n    #image-1HehnY {\n        padding-top: 0rem;\n        padding-bottom: 2rem;\n    }\n        #image-1HehnY img {\n        width: 20%;\n    }\n            .image {\n        display: flex;\n        align-content: center;\n        justify-content: center;\n    }\n        @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-1HehnY \" id=\"image-1HehnY\">\n        <div class=\"col-12 col-lg-12 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Mike-Online-Size-6-1.jpg\" alt=\"Mike Online Size 6\" title=\"Mike Online Size 6\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #lazyblock-carousel-ZriQ8k {\n        padding-top: 2.8rem;\n        padding-bottom: 1rem;\n    }\n<\/style>\n\n<script>\n    jQuery(document).ready(function ($) {\n        \/\/ Get the specific carousel instance using unique ID\n        var $carousel = $('#lazyblock-carousel-ZriQ8k .pointerpro-testimonial-carousel-inner-wrapper');\n\n        if (!$carousel.hasClass('slick-initialized')) {\n            $carousel.slick({\n                infinite: true,\n                slidesToShow: 1,\n                slidesToScroll: 1,\n                autoplay: true,\n                autoplaySpeed: 8000,\n                adaptiveHeight: true,\n                dots: false,\n                responsive: [\n                    {\n                        breakpoint: 768,\n                        settings: {\n                            slidesToShow: 1,\n                            slidesToScroll: 1\n                        }\n                    }\n                ],\n                arrows: false,\n                prevArrow: '<i class=\"fas fa-arrow-left prev\"><\/i>',\n                nextArrow: '<i class=\"fas fa-arrow-right next\"><\/i>',\n            });\n        }\n    });\n<\/script>\n\n    <div class=\"container-md lazyblock-testimonial-carousel-container lazyblock-testimonial-carousel-ZriQ8k-container  use-case-testimonial\"\n         id=\"lazyblock-carousel-ZriQ8k\">\n        <div class=\"row mx-0 lazyblock-testimonial-carousel justify-content-center carousel-wrapper lazyblock-testimonial-carousel-ZriQ8k\">\n            <div class=\"col-12 col-lg-10 px-0 pointerpro-testimonial-carousel-inner-wrapper\">\n                                    <div>\n                        <p><span style=\"font-weight: 400;\">I wanted to assess whether specific skills and attributes would lead to better negotiation outcomes. But when you try to do something like that, most online survey tools &#8211; other than Pointerpro &#8211; fall short. <\/span><i><span style=\"font-weight: 400;\">&#8211; Mike Lander (Founder of Piscari)<\/span><\/i><\/p>                        <div class=\"row align-items-center\">\n                            <div class=\"testimonial-image col-auto\">\n                                                            <\/div>\n                            <div class=\"col\">\n                                <p class=\"testimonial-author mb-1\"><\/p>\n                                <p class=\"testimonial-function\"><\/p>\n                            <\/div>\n                        <\/div>\n                    <\/div>\n                            <\/div>\n        <\/div>\n    <\/div>\n\n\n\n<style>\n    #image-i8qEs {\n        padding-top: 0rem;\n        padding-bottom: 0rem;\n    }\n            @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-i8qEs \" id=\"image-i8qEs\">\n        <div class=\"col-12 col-lg-8 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Example-of-a-Google-Form.png\" alt=\"Example of a Google Form\" title=\"Example of a Google Form\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-2kq1pv {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-2kq1pv {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-2kq1pv-container  #f5f5f5 custom-padding \" id=\"section-2kq1pv\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-Z16A0yC .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z16A0yC {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z16A0yC {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z16A0yC  px-0\" id=\"heading-Z16A0yC\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z16A0yC\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"and-you-wanted-to-do-a-much-more-in-depth-analysis\"><\/a>\n            <h4>And you wanted to do a much more in-depth analysis?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-ZU1jSK p,\n    .lazyblock-content-ZU1jSK p a,\n    .lazyblock-content-ZU1jSK h1,\n    .lazyblock-content-ZU1jSK h2,\n    .lazyblock-content-ZU1jSK h3,\n    .lazyblock-content-ZU1jSK h4,\n    .lazyblock-content-ZU1jSK h5 {\n        color: ;\n    }\n\n    #content-ZU1jSK {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-ZU1jSK {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-ZU1jSK {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-ZU1jSK-container  px-0 \"\n     id=\"content-ZU1jSK\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-ZU1jSK\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b><i>Mike:\u00a0<\/i><\/b><i>What I wanted to do was an<\/i><b><i>\u00a0in-depth research study into the negotiation skills of salespeople<\/i><\/b><i> and how that correlates to negotiation outcomes. I wanted to assess whether specific skills and attributes would lead to better negotiation outcomes. But when you try to do something like that, most online survey tools \u2013 other than Pointerpro \u2013 fall short.\u00a0<br \/><br \/><\/i><i>One of the biggest reasons is that they don\u2019t allow for <\/i><b><i>conditional logic<\/i><\/b><i> in the output report. I wanted the report to be tailored based on the responses given \u2013 so that each participant would receive insights specific to their answers.<br \/><br \/><\/i><i>The second challenge was the <\/i><b><i>quality of the output report<\/i><\/b><i>. With most of the lower-cost online tools, the reports just don\u2019t look professional enough in a B2B environment. When I\u2019m working with large companies in sales<\/i>\u00a0and negotiation\u00a0<i>coaching and consulting, there\u2019s an expectation of high-quality deliverables. I needed a polished, branded PDF report that looked professional and incorporated conditional logic.<br \/><br \/><\/i><i>And third, I wanted to eventually <\/i><b><i>distribute this assessment so that other consultants could white-label<\/i><\/b><i>\u00a0it and use it with their own clients. That scalability was really important to me, and that\u2019s what led me to Pointerpro.<\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z2a2qcb {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z2a2qcb {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ff7418;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z2a2qcb-container  #ff7418 custom-padding \" id=\"section-Z2a2qcb\"\n    style=\"opacity: 100%; background-color: #ff7418;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-Z1JH85P .heading h2 {\n        color: #ffffff;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z1JH85P {\n        margin-top: 0rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1JH85P {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-Z1JH85P  px-0\" id=\"heading-Z1JH85P\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-Z1JH85P\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"useful-sidenote-for-anyone-selling-products-or-services\"><\/a>\n            <h2>Useful sidenote for anyone selling products or services<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z2ngSyE .heading h4 {\n        color: #ffffff;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z2ngSyE {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z2ngSyE {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z2ngSyE  px-0\" id=\"heading-Z2ngSyE\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z2ngSyE\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"do-you-recall-how-exactly-you-found-pointerpro\"><\/a>\n            <h4>Do you recall how exactly you found Pointerpro? <\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z1eSiM0 p,\n    .lazyblock-content-Z1eSiM0 p a,\n    .lazyblock-content-Z1eSiM0 h1,\n    .lazyblock-content-Z1eSiM0 h2,\n    .lazyblock-content-Z1eSiM0 h3,\n    .lazyblock-content-Z1eSiM0 h4,\n    .lazyblock-content-Z1eSiM0 h5 {\n        color: ;\n    }\n\n    #content-Z1eSiM0 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z1eSiM0 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z1eSiM0 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z1eSiM0-container  px-0 \"\n     id=\"content-Z1eSiM0\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z1eSiM0\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><span style=\"\/* color: #ffffff;\"><span style=\"color: #ffffff;\"><b>Mike:<\/b><\/span> <i><span style=\"font-weight: 400;\"><span style=\"color: #ffffff;\">I do. I investigated quite a lot online about different tools for doing in-depth research with customers. I think there were about three tools that I really looked at. One was Pointerpro and some others, of which I can&#8217;t remember the names. Then I found someone who&#8217;d used Pointerpro, and then had a chat. Finally, I ended up talking to one of your solution salespeople and selected Pointerpro.\u00a0<\/span><br \/><br \/><\/span><\/i><span style=\"color: #ffffff;\"><i><span style=\"font-weight: 400;\"><span style=\"color: #ffffff;\">Coincidentally this is a key takeaway about how most buyers conduct research today. Probably<\/span> <\/span><\/i><b><i>90% of the decision-making process happens before ever speaking to a salesperson.<\/i><\/b><span style=\"color: #ff0000;\"><i><span style=\"font-weight: 400; color: #ffffff;\"> That\u2019s a big shift from 15 years ago when maybe only 25% of the research was done independently, and the other 75% involved direct interaction with a salesperson.<\/span><\/i><\/span><\/span><br \/><\/span><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-1RFfly .heading h4 {\n        color: #ffffff;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-1RFfly {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-1RFfly {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-1RFfly  px-0\" id=\"heading-1RFfly\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-1RFfly\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"thats-an-important-shift-indeed-relevant-to-any-sales-or-marketing-team-this-is-why-many-pointerpro-users-build-online-lead-gen-surveys\"><\/a>\n            <h4>That\u2019s an important shift indeed, relevant to any sales or marketing team. This is why many Pointerpro users build online lead gen surveys.<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z2mvI2H {\n        padding-top: 2.8rem;\n        padding-bottom: 6rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z2mvI2H {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z2mvI2H-container  #ffffff custom-padding \" id=\"section-Z2mvI2H\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-8 px-0 custom-padding row\">\n                    \n\n<style>\n    #image-Z2gA9hX {\n        padding-top: 0rem;\n        padding-bottom: 2rem;\n    }\n        #image-Z2gA9hX img {\n        width: 20%;\n    }\n            .image {\n        display: flex;\n        align-content: center;\n        justify-content: center;\n    }\n        @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-Z2gA9hX \" id=\"image-Z2gA9hX\">\n        <div class=\"col-12 col-lg-12 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Mike-Online-Size-6-1.jpg\" alt=\"Mike Online Size 6\" title=\"Mike Online Size 6\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #lazyblock-carousel-JNhJQ {\n        padding-top: 2.8rem;\n        padding-bottom: 1rem;\n    }\n<\/style>\n\n<script>\n    jQuery(document).ready(function ($) {\n        \/\/ Get the specific carousel instance using unique ID\n        var $carousel = $('#lazyblock-carousel-JNhJQ .pointerpro-testimonial-carousel-inner-wrapper');\n\n        if (!$carousel.hasClass('slick-initialized')) {\n            $carousel.slick({\n                infinite: true,\n                slidesToShow: 1,\n                slidesToScroll: 1,\n                autoplay: true,\n                autoplaySpeed: 8000,\n                adaptiveHeight: true,\n                dots: false,\n                responsive: [\n                    {\n                        breakpoint: 768,\n                        settings: {\n                            slidesToShow: 1,\n                            slidesToScroll: 1\n                        }\n                    }\n                ],\n                arrows: false,\n                prevArrow: '<i class=\"fas fa-arrow-left prev\"><\/i>',\n                nextArrow: '<i class=\"fas fa-arrow-right next\"><\/i>',\n            });\n        }\n    });\n<\/script>\n\n    <div class=\"container-md lazyblock-testimonial-carousel-container lazyblock-testimonial-carousel-JNhJQ-container  use-case-testimonial\"\n         id=\"lazyblock-carousel-JNhJQ\">\n        <div class=\"row mx-0 lazyblock-testimonial-carousel justify-content-center carousel-wrapper lazyblock-testimonial-carousel-JNhJQ\">\n            <div class=\"col-12 col-lg-10 px-0 pointerpro-testimonial-carousel-inner-wrapper\">\n                                    <div>\n                        <p><span style=\"font-weight: 400;\">When I\u2019m working with large companies in sales and negotiation coaching and consulting, there\u2019s an expectation of high-quality deliverables. I needed a polished, branded PDF report that looked professional. <\/span><i><span style=\"font-weight: 400;\">&#8211; Mike Lander (Founder of Piscari)<\/span><\/i><\/p>                        <div class=\"row align-items-center\">\n                            <div class=\"testimonial-image col-auto\">\n                                                            <\/div>\n                            <div class=\"col\">\n                                <p class=\"testimonial-author mb-1\"><\/p>\n                                <p class=\"testimonial-function\"><\/p>\n                            <\/div>\n                        <\/div>\n                    <\/div>\n                            <\/div>\n        <\/div>\n    <\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-17FRXF {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-17FRXF {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-17FRXF-container  #f5f5f5 custom-padding \" id=\"section-17FRXF\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-Z1LYEec .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z1LYEec {\n        margin-top: 0rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1LYEec {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-Z1LYEec  px-0\" id=\"heading-Z1LYEec\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-Z1LYEec\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"piscaris-training-needs-analysis-example-from-framework-to-assessment-to-forbes-featured-thought-leadership\"><\/a>\n            <h2>Piscari\u2019s training needs analysis example: From framework to assessment, to Forbes-featured thought-leadership  <\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z2jGAmn .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z2jGAmn {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z2jGAmn {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z2jGAmn  px-0\" id=\"heading-Z2jGAmn\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z2jGAmn\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"do-you-mind-giving-some-details-about-the-framework-behind-your-negotiation-skills-research\"><\/a>\n            <h4>Do you mind giving some details about the framework behind your negotiation skills research?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-JvbO0 p,\n    .lazyblock-content-JvbO0 p a,\n    .lazyblock-content-JvbO0 h1,\n    .lazyblock-content-JvbO0 h2,\n    .lazyblock-content-JvbO0 h3,\n    .lazyblock-content-JvbO0 h4,\n    .lazyblock-content-JvbO0 h5 {\n        color: ;\n    }\n\n    #content-JvbO0 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-JvbO0 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-JvbO0 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-JvbO0-container  px-0 \"\n     id=\"content-JvbO0\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-JvbO0\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b><i><span style=\"font-weight: 400;\"> It was a really interesting intellectual exercise for me. My customers often say I have deep expertise in negotiation, which is kind of them, and I\u2019ve spent a lot of time understanding how to help people get better results. With that background, I built a simple model in PowerPoint, mapping out the different possible negotiation outcomes. From there, I identified the skills required to achieve each outcome, listed them out, and grouped them into six skill categories. So I kind of built the model intellectually, on a few pieces of paper initially.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #image-Z1vTuMj {\n        padding-top: 2rem;\n        padding-bottom: 0rem;\n    }\n            @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-Z1vTuMj \" id=\"image-Z1vTuMj\">\n        <div class=\"col-12 col-lg-8 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Scherm\u00adafbeelding-2025-02-20-om-10.40.32.png\" alt=\"Scherm\u00adafbeelding 2025 02 20 om 10.40.32\" title=\"Scherm\u00adafbeelding 2025 02 20 om 10.40.32\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #image-2pq37t {\n        padding-top: 0.5rem;\n        padding-bottom: 2rem;\n    }\n            @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-2pq37t \" id=\"image-2pq37t\">\n        <div class=\"col-12 col-lg-8 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Scherm\u00adafbeelding-2025-02-20-om-10.40.44.png\" alt=\"Scherm\u00adafbeelding 2025 02 20 om 10.40.44\" title=\"Scherm\u00adafbeelding 2025 02 20 om 10.40.44\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-ZUW85L p,\n    .lazyblock-content-ZUW85L p a,\n    .lazyblock-content-ZUW85L h1,\n    .lazyblock-content-ZUW85L h2,\n    .lazyblock-content-ZUW85L h3,\n    .lazyblock-content-ZUW85L h4,\n    .lazyblock-content-ZUW85L h5 {\n        color: ;\n    }\n\n    #content-ZUW85L {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-ZUW85L {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-ZUW85L {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-ZUW85L-container   \"\n     id=\"content-ZUW85L\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-ZUW85L\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><i><span style=\"font-weight: 400;\">I then started refining the questions that would assess those skills and determine whether there was a correlation between skill sets and negotiation outcomes. But one key insight came from a conversation I had with <\/span><\/i><a href=\"https:\/\/www.linkedin.com\/in\/matthewxdixon\/\"><i><span style=\"font-weight: 400;\">Matt Dixon<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">, co-author of The Challenger Sale. When I told him about my idea, he advised me to work with a statistician &#8211; someone experienced in designing large-scale surveys &#8211; to <\/span><\/i><b><i>ensure the questions were structured correctly and that we could do the analysis required across hundreds of respondents<\/i><\/b><i><span style=\"font-weight: 400;\">. He introduced me to <\/span><\/i><a href=\"https:\/\/www.linkedin.com\/in\/kevinacker\/\"><i><span style=\"font-weight: 400;\">Kevin Acker,<\/span><\/i><\/a><i><span style=\"font-weight: 400;\"> and that turned out to be invaluable.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #image-Z1vl6mY {\n        padding-top: 2rem;\n        padding-bottom: 2rem;\n    }\n            @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-Z1vl6mY \" id=\"image-Z1vl6mY\">\n        <div class=\"col-12 col-lg-8 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Piscari-questionnaire-screen-example.png\" alt=\"Piscari questionnaire screen example\" title=\"Piscari questionnaire screen example\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z28b3Wt .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z28b3Wt {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z28b3Wt {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z28b3Wt  px-0\" id=\"heading-Z28b3Wt\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z28b3Wt\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"what-were-some-of-the-takeaways-from-building-your-questionnaire\"><\/a>\n            <h4>What were some of the takeaways from building your questionnaire?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-1Q9YS9 p,\n    .lazyblock-content-1Q9YS9 p a,\n    .lazyblock-content-1Q9YS9 h1,\n    .lazyblock-content-1Q9YS9 h2,\n    .lazyblock-content-1Q9YS9 h3,\n    .lazyblock-content-1Q9YS9 h4,\n    .lazyblock-content-1Q9YS9 h5 {\n        color: ;\n    }\n\n    #content-1Q9YS9 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-1Q9YS9 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-1Q9YS9 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-1Q9YS9-container   \"\n     id=\"content-1Q9YS9\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-1Q9YS9\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike: <i>The way questions are worded, the rating scales used, and the consistency in scoring all play a crucial role.<\/i><\/b><i><span style=\"font-weight: 400;\"> If there&#8217;s bias or inconsistency in the design, you can\u2019t establish a reliable statistical correlation between skills and outcomes.\u00a0<br \/><br \/><\/span><\/i><i><span style=\"font-weight: 400;\">That was a critical learning point. In fact, I initially designed the tool myself, then had Kevin review it, and we ended up redesigning it based on his feedback. In the end, we produced a high-quality research report, which ended up being featured in a <\/span><\/i><a href=\"https:\/\/www.forbes.com\/sites\/kwamechristian\/2024\/11\/19\/the-highest-performing-salespeople-have-this-one-thing-in-common\/\"><i><span style=\"font-weight: 400;\">Forbes article<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">. <\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-2vV9TH p,\n    .lazyblock-content-2vV9TH p a,\n    .lazyblock-content-2vV9TH h1,\n    .lazyblock-content-2vV9TH h2,\n    .lazyblock-content-2vV9TH h3,\n    .lazyblock-content-2vV9TH h4,\n    .lazyblock-content-2vV9TH h5 {\n        color: ;\n    }\n\n    #content-2vV9TH {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-2vV9TH {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-2vV9TH {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-2vV9TH-container   \"\n     id=\"content-2vV9TH\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-2vV9TH\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><iframe title=\"How to masterfully craft a skill research questionnaire - Piscari\u23aePointerpro\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/N7TLnnK9OW8?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-1kiC1A .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-1kiC1A {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-1kiC1A {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-1kiC1A  px-0\" id=\"heading-1kiC1A\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-1kiC1A\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"i-cant-possibly-agree-more-about-the-process-you-described-we-always-insist-new-pointerpro-users-do-their-homework-before-building\"><\/a>\n            <h4>I can\u2019t possibly agree more about the process you described. We always insist new Pointerpro users \u201cdo their homework,\u201d before building.<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-2lhoyk p,\n    .lazyblock-content-2lhoyk p a,\n    .lazyblock-content-2lhoyk h1,\n    .lazyblock-content-2lhoyk h2,\n    .lazyblock-content-2lhoyk h3,\n    .lazyblock-content-2lhoyk h4,\n    .lazyblock-content-2lhoyk h5 {\n        color: ;\n    }\n\n    #content-2lhoyk {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-2lhoyk {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-2lhoyk {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-2lhoyk-container   \"\n     id=\"content-2lhoyk\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-2lhoyk\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b><i><span style=\"font-weight: 400;\"> It\u2019s massively important. As an engineer by training, I see everything as an experiment &#8211; you need to test, learn, and refine. For anyone doing this for the first time, start with a solid model and &#8211; if you have access to one &#8211; have it reviewed by a statistician.<br \/><br \/><\/span><\/i><i><span style=\"font-weight: 400;\">Then, run a small test with 10-20 people, analyze the output, and ensure you\u2019re asking the right questions to get the insights you need. Once everything checks out, scale it up. It\u2019s definitely a step-by-step process to achieve high-quality outcomes.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z1S4Dd4 {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z1S4Dd4 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z1S4Dd4-container  #ffffff custom-padding \" id=\"section-Z1S4Dd4\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-2bfTkU .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-2bfTkU {\n        margin-top: 0rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-2bfTkU {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-2bfTkU  px-0\" id=\"heading-2bfTkU\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-2bfTkU\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"how-training-needs-analysis-ties-into-lead-gen-and-the-customer-journey\"><\/a>\n            <h2>How training needs analysis ties into lead gen and the customer journey<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z16VPd9 p,\n    .lazyblock-content-Z16VPd9 p a,\n    .lazyblock-content-Z16VPd9 h1,\n    .lazyblock-content-Z16VPd9 h2,\n    .lazyblock-content-Z16VPd9 h3,\n    .lazyblock-content-Z16VPd9 h4,\n    .lazyblock-content-Z16VPd9 h5 {\n        color: ;\n    }\n\n    #content-Z16VPd9 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z16VPd9 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z16VPd9 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z16VPd9-container   \"\n     id=\"content-Z16VPd9\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z16VPd9\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><iframe title=\"The training needs analysis in the coaching journey - Piscari\u23aePointerpro\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/ORt6d6z_5Ik?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z2s2mCd .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z2s2mCd {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z2s2mCd {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z2s2mCd  px-0\" id=\"heading-Z2s2mCd\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z2s2mCd\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"before-we-come-back-to-the-ultimate-research-report-that-forbes-covered-what-was-the-training-needs-analysis-role-in-your-customers-journeys\"><\/a>\n            <h4>Before we come back to the ultimate research report that Forbes covered\u2026 What was the training needs analysis\u2019 role in your customers\u2019 journeys?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-ShMvh p,\n    .lazyblock-content-ShMvh p a,\n    .lazyblock-content-ShMvh h1,\n    .lazyblock-content-ShMvh h2,\n    .lazyblock-content-ShMvh h3,\n    .lazyblock-content-ShMvh h4,\n    .lazyblock-content-ShMvh h5 {\n        color: ;\n    }\n\n    #content-ShMvh {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-ShMvh {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-ShMvh {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-ShMvh-container  px-0 \"\n     id=\"content-ShMvh\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-ShMvh\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b> <i><span style=\"font-weight: 400;\">The training needs analysis tool serves two key purposes. <\/span><\/i><b><i>First,<\/i><\/b><i><span style=\"font-weight: 400;\"> in the classic \u201cawareness-interest-decision-action\u201d framework, it helps raise awareness. I collaborated with partners who had my ideal customers in their network, shared the questionnaire, and we saw a great response rate. This put me on their radar and showcased my insights.<br \/><br \/><\/span><\/i><b><i>Second,<\/i><\/b><i><span style=\"font-weight: 400;\"> for our customers in training programs. I let them complete the questionnaire, which generates a tailored report. This gives them valuable information to reflect on before the training &#8211; far more detailed than a simple six-question online survey would provide.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Xzsw5 .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Xzsw5 {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Xzsw5 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Xzsw5  px-0\" id=\"heading-Xzsw5\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Xzsw5\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"so-do-customers-who-take-the-negotiation-skills-analysis-find-out-exactly-what-negotiation-skill-category-they-fall-into\"><\/a>\n            <h4>So do customers who take the negotiation skills analysis find out exactly what negotiation skill category they fall into?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-ZI1FSM p,\n    .lazyblock-content-ZI1FSM p a,\n    .lazyblock-content-ZI1FSM h1,\n    .lazyblock-content-ZI1FSM h2,\n    .lazyblock-content-ZI1FSM h3,\n    .lazyblock-content-ZI1FSM h4,\n    .lazyblock-content-ZI1FSM h5 {\n        color: ;\n    }\n\n    #content-ZI1FSM {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-ZI1FSM {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-ZI1FSM {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-ZI1FSM-container  px-0 \"\n     id=\"content-ZI1FSM\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-ZI1FSM\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b> <i><span style=\"font-weight: 400;\">Yes, if they buy the extra report. Basically, the standard report gives you a negotiation maturity indicator. The extended paid report includes their sales negotiation archetype. Based on the data from the questionnaire we can then identify their corresponding archetype.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #image-2nlR5y {\n        padding-top: 2rem;\n        padding-bottom: 2rem;\n    }\n            @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-2nlR5y \" id=\"image-2nlR5y\">\n        <div class=\"col-12 col-lg-8 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Piscari-case-study-visual-mockup.png\" alt=\"Piscari case study visual mockup\" title=\"Piscari case study visual mockup\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z1BF4v8 {\n        padding-top: 4rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z1BF4v8 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #421f3c;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z1BF4v8-container  #421f3c custom-padding \" id=\"section-Z1BF4v8\"\n    style=\"opacity: 100%; background-color: #421f3c;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-12 px-0 custom-padding row\">\n                    \n<div class=\"container-md\">\n    <div class=\"row lazyblock-content-content align-items-start\">\n\n        <div class=\"col-12 col-lg-6 order-1\">\n            <h2><span style=\"color: #ff7418; font-size: 32px;\">How to build automated survey reports with Pointerpro \u200b<\/span><\/h2>\n<p>&nbsp;<\/p>\n<p><span style=\"color: #ffffff;\">Here\u2019s a quick introduction on how Pointerpro works, brought to you by one of our product Experts, Chris. <\/span><\/p>\n        <\/div>\n\n        <div class=\"col-12 col-lg-6 order-2\">\n            <p><iframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/4yDn1mhRrOg?si=wkhSscEvw_-gFezd\" width=\"100%\" height=\"500\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z1NcTK2 .heading h2 {\n        color: #ffffff;\n        font-size: 2.5rem;\n        line-height: 2.5rem !important;\n    }\n\n    #heading-Z1NcTK2 {\n        margin-top: 2rem;\n        margin-bottom: 3rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1NcTK2 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-Z1NcTK2  px-0\" id=\"heading-Z1NcTK2\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-center  lazyblock-heading-2-Z1NcTK2\">\n        <div class=\"col-12 col-lg-10 text-center\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"this-is-what-clients-say-about-us\"><\/a>\n            <h2>This is what clients say about us:\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #lazyblock-carousel-1yeeEl {\n        padding-top: 0rem;\n        padding-bottom: 2.8rem;\n    }\n<\/style>\n\n<script>\n    jQuery(document).ready(function ($) {\n        \/\/ Get the specific carousel instance using unique ID\n        var $carousel = $('#lazyblock-carousel-1yeeEl .pointerpro-testimonial-carousel-inner-wrapper');\n\n        if (!$carousel.hasClass('slick-initialized')) {\n            $carousel.slick({\n                infinite: true,\n                slidesToShow: 1,\n                slidesToScroll: 1,\n                autoplay: true,\n                autoplaySpeed: 8000,\n                adaptiveHeight: true,\n                dots: true,\n                responsive: [\n                    {\n                        breakpoint: 768,\n                        settings: {\n                            slidesToShow: 1,\n                            slidesToScroll: 1\n                        }\n                    }\n                ],\n                arrows: false,\n                prevArrow: '<i class=\"fas fa-arrow-left prev\"><\/i>',\n                nextArrow: '<i class=\"fas fa-arrow-right next\"><\/i>',\n            });\n        }\n    });\n<\/script>\n\n<div class=\"container-md lazyblock-testimonial-carousel-container lazyblock-testimonial-carousel-1yeeEl-container \"\n     id=\"lazyblock-carousel-1yeeEl\">\n    <div class=\"row mx-0 lazyblock-testimonial-carousel justify-content-center carousel-wrapper lazyblock-testimonial-carousel-1yeeEl\">\n        <div class=\"col-12 col-lg-10 px-0 pointerpro-testimonial-carousel-inner-wrapper\">\n                            <div>\n                    <p>&#8220;We use Pointerpro for all types of surveys and assessments across our global business, and employees love its ease of use and flexible reporting.&#8221;<\/p>                                            <img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Jim-McLean-Alere-1.jpg\" alt=\"Jim McLean Alere 1\">\n                                        <p class=\"testimonial-author\">Jim McLean<\/p>\n                    <p class=\"testimonial-function\">Director at Alere<\/p>\n                <\/div>\n                            <div>\n                    <p>&#8220;I give the new report builder 5 stars for its easy of use. Anyone without coding experience can start creating automated personalized reports quickly.&#8221;<\/p>                                            <img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Nicolas-gounin.jpg\" alt=\"Nicolas gounin\">\n                                        <p class=\"testimonial-author\">Nicolas Gounin<\/p>\n                    <p class=\"testimonial-function\">CFO &#038; COO at Egg Science<\/p>\n                <\/div>\n                            <div>\n                    <p>&#8220;You guys have done a great job making this as easy to use as possible and still robust in functionality.&#8221;<\/p>                                            <img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Dicksinson.jpg\" alt=\"Dicksinson\">\n                                        <p class=\"testimonial-author\">Ryan Dicksinson<\/p>\n                    <p class=\"testimonial-function\">Account Director at Reed Talent Solutions<\/p>\n                <\/div>\n                            <div>\n                    <p>\u201cIt\u2019s a great advantage to have formulas and the possibility for a really thorough analysis. There are hundreds of formulas, but the customer only sees the easy-to-read report. If you\u2019re looking for something like that, it\u2019s really nice to work with Pointerpro.\u201d<\/p>                                            <img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/sabine-e1589813236553-2.png\" alt=\"sabine e1589813236553 2\">\n                                        <p class=\"testimonial-author\">Sabine Wanmaker<\/p>\n                    <p class=\"testimonial-function\">Country Manager Netherlands at Better Minds at Work<\/p>\n                <\/div>\n                    <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-ZRfRzK p,\n    .lazyblock-content-ZRfRzK p a,\n    .lazyblock-content-ZRfRzK h1,\n    .lazyblock-content-ZRfRzK h2,\n    .lazyblock-content-ZRfRzK h3,\n    .lazyblock-content-ZRfRzK h4,\n    .lazyblock-content-ZRfRzK h5 {\n        color: ;\n    }\n\n    #content-ZRfRzK {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-ZRfRzK {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-ZRfRzK {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-ZRfRzK-container   \"\n     id=\"content-ZRfRzK\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-ZRfRzK\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p style=\"text-align: center;\"><a href=\"https:\/\/pointerpro.com\/book-a-demo\" class=\"btn btn-primary btn-shortcode\" target=\"_self\">Book a demo<\/a><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-2uElsH {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-2uElsH {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-2uElsH-container  #f5f5f5 custom-padding \" id=\"section-2uElsH\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-Z19AMlh .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z19AMlh {\n        margin-top: 0rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z19AMlh {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-Z19AMlh  px-0\" id=\"heading-Z19AMlh\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-Z19AMlh\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"the-negotiation-skills-research-report\"><\/a>\n            <h2>The negotiation skills research report<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z1Xzc7X .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z1Xzc7X {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1Xzc7X {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z1Xzc7X  px-0\" id=\"heading-Z1Xzc7X\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z1Xzc7X\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"your-framework-focuses-on-6-skill-dimensions-what-were-the-biggest-learnings-from-the-assessment-you-distributed\"><\/a>\n            <h4>Your framework focuses on 6 skill dimensions. What were the biggest learnings from the assessment you distributed?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-607CM p,\n    .lazyblock-content-607CM p a,\n    .lazyblock-content-607CM h1,\n    .lazyblock-content-607CM h2,\n    .lazyblock-content-607CM h3,\n    .lazyblock-content-607CM h4,\n    .lazyblock-content-607CM h5 {\n        color: ;\n    }\n\n    #content-607CM {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-607CM {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-607CM {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-607CM-container  px-0 \"\n     id=\"content-607CM\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-607CM\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><iframe title=\"Some salient skills research findings - Piscari\u23aePointerpro\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/pZerEL5zF8w?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z27d53F p,\n    .lazyblock-content-Z27d53F p a,\n    .lazyblock-content-Z27d53F h1,\n    .lazyblock-content-Z27d53F h2,\n    .lazyblock-content-Z27d53F h3,\n    .lazyblock-content-Z27d53F h4,\n    .lazyblock-content-Z27d53F h5 {\n        color: ;\n    }\n\n    #content-Z27d53F {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z27d53F {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z27d53F {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z27d53F-container  px-0 \"\n     id=\"content-Z27d53F\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z27d53F\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b><i><span style=\"font-weight: 400;\"> The analysis confirmed what people instinctively know but lack the research to prove. Namely, that trust is a critical factor in high-stakes negotiations that create a lot of value for both parties. When done right, both parties get significant value; when done wrong, one claims more than the other.<br \/><br \/><\/span><\/i><i><span style=\"font-weight: 400;\">To build trust, you need time, active listening, and joint problem-solving. Our research showed a strong correlation between trust-building skills and successful negotiated outcomes. Conversely, the old-school &#8220;bang the table&#8221; approach may deliver short-term wins but fails in long-term, high-value deals. We called this archetype \u201cCommanders\u201d.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #image-Z1Oxk0V {\n        padding-top: 2rem;\n        padding-bottom: 0rem;\n    }\n            @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-Z1Oxk0V \" id=\"image-Z1Oxk0V\">\n        <div class=\"col-12 col-lg-8 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Piscari-Research-report-screenshots.png\" alt=\"Piscari Research report screenshots\" title=\"Piscari Research report screenshots\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #image-Z1hAMAS {\n        padding-top: 1rem;\n        padding-bottom: 0rem;\n    }\n            @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"lazyblock-image-container \">\n    <div class=\"row lazyblock-image justify-content-center lazyblock-image-Z1hAMAS \" id=\"image-Z1hAMAS\">\n        <div class=\"col-12 col-lg-8 image\">\n                            <img decoding=\"async\" class=\"\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/Forbes-screenshot.png\" alt=\"Forbes screenshot\" title=\"Forbes screenshot\"\/>\n                        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-2jHBIG p,\n    .lazyblock-content-2jHBIG p a,\n    .lazyblock-content-2jHBIG h1,\n    .lazyblock-content-2jHBIG h2,\n    .lazyblock-content-2jHBIG h3,\n    .lazyblock-content-2jHBIG h4,\n    .lazyblock-content-2jHBIG h5 {\n        color: ;\n    }\n\n    #content-2jHBIG {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-2jHBIG {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-2jHBIG {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-2jHBIG-container   \"\n     id=\"content-2jHBIG\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-2jHBIG\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p style=\"text-align: center;\"><a href=\"https:\/\/www.forbes.com\/sites\/kwamechristian\/2024\/11\/19\/the-highest-performing-salespeople-have-this-one-thing-in-common\/\" target=\"_blank\" rel=\"noopener\">Source<\/a><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-xNFsE .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-xNFsE {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-xNFsE {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-xNFsE  px-0\" id=\"heading-xNFsE\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-xNFsE\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"to-take-one-training-needs-analysis-example-can-a-commander-type-profile-become-a-trust-builder\"><\/a>\n            <h4>To take one training needs analysis example: Can a commander-type profile become a trust-builder?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z6TfzD p,\n    .lazyblock-content-Z6TfzD p a,\n    .lazyblock-content-Z6TfzD h1,\n    .lazyblock-content-Z6TfzD h2,\n    .lazyblock-content-Z6TfzD h3,\n    .lazyblock-content-Z6TfzD h4,\n    .lazyblock-content-Z6TfzD h5 {\n        color: ;\n    }\n\n    #content-Z6TfzD {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z6TfzD {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z6TfzD {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z6TfzD-container   \"\n     id=\"content-Z6TfzD\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z6TfzD\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b> <i><span style=\"font-weight: 400;\">That\u2019s a very good question. I believe all human-beings can evolve. Otherwise we would have died 2,5 million years ago.<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">However, it takes a high level of emotional intelligence to step back and realize when something isn\u2019t working. Many people assume they must always be a trust builder in negotiations, but that\u2019s not true. If you\u2019re negotiating a low-stakes deal with many suppliers &#8211; like a commodity purchase &#8211; you don\u2019t necessarily need to invest time in building high-trust; it\u2019s a tactical buy.<br \/><br \/><\/span><\/i><i><span style=\"font-weight: 400;\">However, if you\u2019re negotiating something high-impact, like a high-impact digital transformation program with limited suppliers, trust-building is crucial. In these cases, both the buyer and seller should take the time to develop a strong, trusting relationship.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-26bkAo {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-26bkAo {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-26bkAo-container  #ffffff custom-padding \" id=\"section-26bkAo\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-ZLCBJu .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZLCBJu {\n        margin-top: 0rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZLCBJu {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZLCBJu  px-0\" id=\"heading-ZLCBJu\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZLCBJu\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"the-final-judgment-pointerpro-as-a-profile-and-training-needs-analysis-tool\"><\/a>\n            <h2>The final judgment: Pointerpro as a profile and training needs analysis tool<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-FBEFh .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-FBEFh {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-FBEFh {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-FBEFh  px-0\" id=\"heading-FBEFh\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-FBEFh\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"can-you-summarize-the-added-value-of-pointerpro-in-a-few-keywords\"><\/a>\n            <h4>Can you summarize the added value of Pointerpro in a few keywords?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z14MJyX p,\n    .lazyblock-content-Z14MJyX p a,\n    .lazyblock-content-Z14MJyX h1,\n    .lazyblock-content-Z14MJyX h2,\n    .lazyblock-content-Z14MJyX h3,\n    .lazyblock-content-Z14MJyX h4,\n    .lazyblock-content-Z14MJyX h5 {\n        color: ;\n    }\n\n    #content-Z14MJyX {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z14MJyX {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z14MJyX {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z14MJyX-container  px-0 \"\n     id=\"content-Z14MJyX\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z14MJyX\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b> <i><span style=\"font-weight: 400;\">Customer centric, both for me and the end-user. The latter is even more important to me. A person who takes the training needs assessment goes through circa 60 questions. That\u2019s why I clearly say that at the beginning of the questionnaire they\u2019ll need 15-20 minutes and they\u2019d better get a cup of tea ready.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-296SfO .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-296SfO {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-296SfO {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-296SfO  px-0\" id=\"heading-296SfO\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-296SfO\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"i-like-that-and-its-true-they-should-be-aware-of-course-they-do-get-a-personal-report-in-exchange\"><\/a>\n            <h4>I like that. And it\u2019s true. They should be aware. Of course they do get a personal report in exchange\u2026 <\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-1afoHM p,\n    .lazyblock-content-1afoHM p a,\n    .lazyblock-content-1afoHM h1,\n    .lazyblock-content-1afoHM h2,\n    .lazyblock-content-1afoHM h3,\n    .lazyblock-content-1afoHM h4,\n    .lazyblock-content-1afoHM h5 {\n        color: ;\n    }\n\n    #content-1afoHM {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-1afoHM {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-1afoHM {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-1afoHM-container  px-0 \"\n     id=\"content-1afoHM\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-1afoHM\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b> <i><span style=\"font-weight: 400;\">That&#8217;s right. <\/span><\/i><span style=\"font-weight: 400;\">So there&#8217;s a real incentive to do it. <\/span><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-xo2tx .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-xo2tx {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-xo2tx {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-xo2tx  px-0\" id=\"heading-xo2tx\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-xo2tx\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"anything-else-you-want-to-mention-for-future-pointerpro-users\"><\/a>\n            <h4>Anything else you want to mention for future Pointerpro users? <\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-DatvK p,\n    .lazyblock-content-DatvK p a,\n    .lazyblock-content-DatvK h1,\n    .lazyblock-content-DatvK h2,\n    .lazyblock-content-DatvK h3,\n    .lazyblock-content-DatvK h4,\n    .lazyblock-content-DatvK h5 {\n        color: ;\n    }\n\n    #content-DatvK {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-DatvK {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-DatvK {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-DatvK-container  px-0 \"\n     id=\"content-DatvK\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-DatvK\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b> <i><span style=\"font-weight: 400;\">Yes. I think I&#8217;d reinforce that using Pointerpro is about timing. It\u2019s useful having tried other online tools &#8211; most of which are just survey tools, not true <\/span><\/i><a href=\"https:\/\/pointerpro.com\/blog\/assessment-tools-the-ultimate-guide\/\"><i><span style=\"font-weight: 400;\">assessment tools<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">. It helps you really understand the difference and the added value that a more sophisticated tool brings to your customers.<br \/><br \/><\/span><\/i><i><span style=\"font-weight: 400;\">It\u2019s an investment with a real business purpose, so you need to do the thinking and groundwork beforehand. If you don\u2019t, you might end up frustrated.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-1UMkBb .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-1UMkBb {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-1UMkBb {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-1UMkBb  px-0\" id=\"heading-1UMkBb\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-1UMkBb\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"wrapping-up-where-can-people-find-you-online-if-they-need-to-know-anything-about-sales-or-sales-training-needs\"><\/a>\n            <h4>Wrapping up: Where can people find you online if they need to know anything about sales or sales training needs?<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z2exOGS p,\n    .lazyblock-content-Z2exOGS p a,\n    .lazyblock-content-Z2exOGS h1,\n    .lazyblock-content-Z2exOGS h2,\n    .lazyblock-content-Z2exOGS h3,\n    .lazyblock-content-Z2exOGS h4,\n    .lazyblock-content-Z2exOGS h5 {\n        color: ;\n    }\n\n    #content-Z2exOGS {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z2exOGS {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z2exOGS {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z2exOGS-container  px-0 \"\n     id=\"content-Z2exOGS\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z2exOGS\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike:<\/b><i><span style=\"font-weight: 400;\"> They can go and find me as Mike Lander on <\/span><\/i><a href=\"https:\/\/www.linkedin.com\/in\/mikelander\/\"><i><span style=\"font-weight: 400;\">LinkedIn<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">, which is where I am quite a lot of the time. and also on <\/span><\/i><a href=\"https:\/\/piscari.com\/\"><i><span style=\"font-weight: 400;\">piscari.com<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">. And also I have a podcast called <\/span><\/i><a href=\"https:\/\/open.spotify.com\/show\/1fdu1cEeCmq3rcyRuGeSpI\"><i><span style=\"font-weight: 400;\">Higgle: the B2B sales club<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-Z1Olukq .heading h4 {\n        color: #421f3c;\n        font-size: 1.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z1Olukq {\n        margin-top: 1.25rem;\n        margin-bottom: 1.25rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1Olukq {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-4-container lazyblock-heading-4-Z1Olukq  px-0\" id=\"heading-Z1Olukq\">\n    <div class=\"row heading lazyblock-heading-4 justify-content-start  lazyblock-heading-4-Z1Olukq\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-4-anchor heading-anchor\" id=\"fantastic-thanks-mike\"><\/a>\n            <h4>Fantastic. Thanks, Mike!<\/h4>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-TzzTQ p,\n    .lazyblock-content-TzzTQ p a,\n    .lazyblock-content-TzzTQ h1,\n    .lazyblock-content-TzzTQ h2,\n    .lazyblock-content-TzzTQ h3,\n    .lazyblock-content-TzzTQ h4,\n    .lazyblock-content-TzzTQ h5 {\n        color: ;\n    }\n\n    #content-TzzTQ {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-TzzTQ {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-TzzTQ {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-TzzTQ-container  px-0 \"\n     id=\"content-TzzTQ\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-TzzTQ\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p><b>Mike: <\/b><i><span style=\"font-weight: 400;\">Thank you. It\u2019s been a pleasure.<\/span><\/i><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-juWsA {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-juWsA {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; \">\n    <div class=\"container-xl lazyblock-section lazyblock-section-juWsA-container   custom-padding \" id=\"section-juWsA\"\n    style=\"opacity: 100%; \">\n                        <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #section-ZkPlMD {\n        padding-top: 2.8rem;\n        padding-bottom: 0rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-ZkPlMD {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #421f3c;\">\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n    <div class=\"container-fluid lazyblock-section lazyblock-section-ZkPlMD-container  \" id=\"section-ZkPlMD\"\n         style=\"opacity: 100%; background-color: #421f3c;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"container-md \">\n            <div class=\"row col-lg-12\">\n                \n\n<style>\n    #content-image-ZsQap8 {\n        padding-top: 0rem;\n        padding-bottom: 0rem;\n    }\n\n        \n    @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n\n    #content-image-ZsQap8 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    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lazyblock-content justify-content-start\">\n                            <div class=\"col-12 col-lg-12 text-start ps-4\">\n                    \n\n<style>\n    #heading-ZvLLaC .heading h2 {\n        color: #ffffff;\n        font-size: 2rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZvLLaC {\n        margin-top: 0rem;\n        margin-bottom: 2rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZvLLaC {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZvLLaC  px-0\" id=\"heading-ZvLLaC\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZvLLaC\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"create-your-own-assessment-for-free\"><\/a>\n            <h2>Create your own assessment <br>for free!<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n<div class=\"row lazyblock-cta w-100\">\n    <div class=\"col-lg-12 text-start\">\n        <a class=\"btn btn-primary  \" href=\"https:\/\/app.pointerpro.com\/register?trial=true&amp;plan=professional\" target=\"_self\">Get started today<\/a>\n    <\/div>\n<\/div>\n\n                            <\/div>\n                        <\/div>\n                    <\/div>\n                <\/div>\n            <\/div>\n        <\/div>\n        <div class=\"image-wrapper col-lg-6 order-2\">\n            <div class=\"d-flex flex-centered h-100\">\n                                                                    <img decoding=\"async\" class=\"on-the-fly-ZsQap8\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/PP-BANNER-GetStartedToday.png\"\n                         alt=\"\" title=\"\"\/>\n                            <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n\n<script>\n    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2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-a84yh {\n        ;\n        ;\n        }\n    }\n\n        .custom-padding {\n        padding-right: 0 !important;\n        padding-left: 0 !important;\n    }\n    @media (max-width: 1024px) {\n        .custom-padding {\n            padding-right: var(--bs-gutter-x, .75rem) !important;\n            padding-left: var(--bs-gutter-x, .75rem) !important;\n        }\n    }\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; \">\n    <div class=\"container-xl lazyblock-section lazyblock-section-a84yh-container recommended-reading-single-post-container  custom-padding \" id=\"section-a84yh\"\n    style=\"opacity: 100%; \">\n                        <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-12 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-x540R .heading h2 {\n        color: #ff7418;\n        font-size: 1.5rem;\n        line-height: 2rem !important;\n    }\n\n    #heading-x540R {\n        margin-top: 0rem;\n        margin-bottom: 2rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-x540R {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-x540R  px-0\" id=\"heading-x540R\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-x540R\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"recommended-reading\"><\/a>\n            <h2>Recommended Reading<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n<div class=\"container-md lazyblock-teasers \">\n\n    \n    \n            <div class=\"row-wrapper child row row-cols-1 row-cols-lg-2 row-cols-xl-3 grid-gutter\" id=\"content_1w1IG6\">\n                                                <div class=\"col pb-5\">\n                        <div class=\"card h-100 px-0 recommended-posts\">\n    <div class=\"recommended-item-wrapper\">\n        <div class=\"recommended-item-card\">\n                            <div class=\"recommended-item-img-wrapper\">\n                    <img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/pexels-goumbik-1419922-scaled.jpg\" class=\"recommended-item-img\" alt=\"Business writing to grab attention in the digital world: Write like a human\">\n                <\/div>\n                        <div class=\"recommended-item-body flex-column h-100\">\n                <div class=\"recommended-item-title\">\n                    <h4><a href=\"https:\/\/pointerpro.com\/blog\/business-writing-online\/\">Business writing to grab attention in the digital world: Write like a human<\/a><\/h4>\n                <\/div>\n                <div class=\"recommended-item-excerpt\">\n                    <p>Professional writing or business writing does not need to be formal or complex....<\/p>\n                <\/div>\n            <\/div>\n            <div class=\"recommended-item-cta\">\n                <a href=\"https:\/\/pointerpro.com\/blog\/business-writing-online\/\" class=\"arrow d-flex align-items-center\">\n                Read more \n                   <img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/themes\/project-child\/assets\/img\/icons\/arrow-right.png\" alt=\"read more arrow\">\n                <\/a>\n            <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n                    <\/div>\n                                                                <div class=\"col pb-5\">\n                        <div class=\"card h-100 px-0 recommended-posts\">\n    <div class=\"recommended-item-wrapper\">\n        <div class=\"recommended-item-card\">\n                            <div 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