It feels funny to be writing this post. Until I set-up my own business I worried that qualification of my team’s opportunities was perhaps one of the weakest area of my sales skillset. Back in April when I leapt into the unknown and set up Engleby Associates I knew I wanted to review my own [...]
Filed under: High value selling, negotiation | 2 Comments »
I took part in the Great North Run today. For those yet to be initiated, the ‘GNR’ is the world’s largest half marathon. It starts in Newcastle and finishes 13.1 miles later at the coast in South Shields. 54,000 people took part this year – the biggest ever. The weather was magnificent – clear blue [...]
Filed under: Motivation, Visualisation | 3 Comments »
An Introduction to Sales 2.0, recorded on 18th September, 2009 [duration, 26mins] Hosted by Richard Lane with Nigel Edelshain from the Sales2.0 organisation. I’m delighted to present this podcast recorded with Nigel Edelshain of Sales2.0. Recorded on the 18th September, 2009 we discuss Sales 2.0 with a particular emphasis on what it means for the [...]
Filed under: High value selling, Podcasts, Sales 2.0 | 2 Comments »
No matter how good your company’s reputation is, how well your product holds up against its competition or the size of your marketing budget, your success or failure is all about you. Initially that is. There are many factors that influence buying behaviour including the perceived stability of your organisation, the ability of the product [...]
Filed under: Miscellaneous | No Comments »
I’m sitting at Heathrow Terminal 5 waiting for my flight home to Newcastle. I am tired. Tired in a pleasant way because I’ve spent the last few days on a narrow-boat meandering down the river Thames around Oxford with friends. The excuse for this trip is the impending marriage of a good friend at the [...]
Filed under: Training & development | 1 Comment »
How are you and your organisation qualifying your sales opportuities today? For many sales people (and sales managers), qualification is something that only happens when pushed for a forecast and is usually a “best guess” at … best. A robust qualification methodology has to be an integral part of any sales process and should be [...]
Filed under: High value selling | No Comments »
Throughout my various sales management roles I’ve encountered sales people who have gone from hero to zero. Earning high commissions year on year they don’t sell a deal for months, fail to understand the need to get back to the coal face and then exit right to a new opportunity elsewhere. Why does this happen? [...]
Filed under: Miscellaneous | No Comments »
