A guide to Sales Performance Automation with Donal Daly of The TAS Group. Recorded on 26th November. 2009 [duration, 22:08] Richard talks with Donal Daly of The TAS Group on how Sales Performance Automation software is helping sales people close more deals… 155% more deals to be precise: Learn the difference between sales process and [...]

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Ever get the feeling that you are digging a hole for yourself when you are talking to someone?  Well this happens a lot in the world of selling.  Too often sales people create problems for themselves when positioning a solution with a prospect or a customer.  It is very easy to start fires that you [...]

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I wrote this piece for my monthly newsletter and thought it was worth turning into a blog post.  It’s a subject I am passionate about.  Let me know what you think. I have a nagging feeling that Sales is rarely a ‘chosen’ career.  This concerns me.  Many people (including myself) fall into Sales.  I consider [...]

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I’m on my way home from a trip to Dublin. I’ve been spending time with The TAS Group with whom Engleby Associates has just become a Certified Partner.  I wanted to put that statement in upfront (disclosure) because this post is likely to become a rave review for their sales performance automation software platform, Dealmaker. [...]

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Do you want to be a jack-of-all-trades or a specialist? To be successful it is important to understand what is core to your business. Once you’ve understood the core and how to work it most effectively you can decide how much time and resource can be spent focusing on other areas. This is as true [...]

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I conduct lots of sales coaching sessions with different individuals.  It is often the case that time is spent reviewing and qualifying their biggest and brightest opportunities.  What is interesting is that the level of questioning undertaken with the customer is often at what I would call Level 1.  It needs to be deeper. Asking [...]

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Are you an important component to your customer’s success?  Do you know what is really important to them?  Even if you think you do it’s worth trying this simple exercise: 1. Take a blank piece of paper, from the left draw 3 narrow columns, a wide 4th column and a narrow 5th column on the [...]

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I recently read a Tweet from Gerhard Gschwandtner, Founder and Publisher of Selling Power magazine. The Tweet led me to one of his many excellent blog postings. In this post Gerhard poses the question “Is Selling an Art or a Science?”. At the end he encourages the reader to use an episode of Mad Men [...]

Filed under: High value selling, Sales 2.0 | 2 Comments »

If you read my previous post then you will know I’ve been having iPhone trouble.  However, the experience has made me realise the power of finding someone who is really ready to buy.  In my Trigger Event Selling podcasts recorded with Craig Elias recently we discussed a similar concept that he uses in his programmes [...]

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