I feel a bit scrooge-like telling this tale now, however, it is a useful reminder (in a similar manner to those gory Government ‘don’t drink and drive’ advertising campaigns). So, put down your Christmas cheer and be glad this has not happened to you. Q: When is a deal a deal? A: When signed, dated [...]
Filed under: Miscellaneous | No Comments »
Thank you to everyone who has taken part in one of our sales workshops since April this year. I thought I would provide some statistics in a typical end-of-calendar-year-sort-of-way… For all of our workshops we ask for feedback on the following: 1. Students are asked to rate the trainer against: Knowledge of subject matter Listening [...]
Filed under: Miscellaneous, Training & development | No Comments »
Build powerful relationships quickly by under promising then over delivering on the promise. Lots of small and regular successes can quickly secure your position as a trusted and reliable resource in your customer’s mind – the road to becoming the holy grail, ‘a partner of choice’. In my sales coaching work, I always stress the [...]
Filed under: High value selling, Training & development | No Comments »
How to use Social Media to gain a competitive advantage [duration, 23:22] Richard talks with John Ambrose, Senior VP of Strategy, Corporate Development and Emerging Business for SkillSoft plc about how building Social Media into your daily routine can dramatically increase both your inbound and your outbound sales activities. Discover John’s top LinkedIn secret Hear [...]
Filed under: High value selling, Podcasts, Sales 2.0 | 1 Comment »
I’ve been receiving a lot of cold calls recently. Some are shockingly awful, script reading affairs, some are better – I am drawn into conversation. However, over the last couple of days I’ve had a couple of calls where I’ve been blatantly misled. It is only as the call progresses I begin to understand that [...]
Filed under: High value selling, Training & development | No Comments »
Yesterday I was talking with John Ambrose, a senior VP at SkillSoft and someone I admire greatly. Having worked with John previously, I’ve seen first hand how he manages to convert inspiration into sustained enthusiasm. Yesterday afternoon we recorded a podcast together on ‘How Sales People can use Social Media to gain a competitive advantage’. [...]
Filed under: High value selling, Sales 2.0 | No Comments »
