I spend a lot of my time working the psychology of sales people.  I enjoy witnessing the positive (sometimes instant) results to be gained from increasing someone’s confidence.  I feel it an honour to be present when a sales professional realises how they can improve their technique or practice in order to perform at a [...]

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With the Learning Technologies conference due to start next week in London, I’ve been thinking about all of those sales people who are going to want to ensure they make that all important great first impression. Next week hundreds of sales people will be attempting to get buyers of learning training, software and services to [...]

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I am currently going through the process of handing over a (very well known) customer I’ve been globally responsible for since 2004. I am finding it tough. I should stress at this point that I have not been forced into this position.  In fact quite the opposite.  It was my decision to set-up Engleby Associates [...]

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With the UK covered in a couple of feet of snow making travelling to and from work difficult (if you are not from the UK then you won’t understand our total inability to deal with any adverse weather condition – too hot or too cold it doesn’t really matter, everything grinds to a halt) now [...]

Filed under: High value selling, Motivation, planning, Training & development, Visualisation | No Comments »

Firstly welcome to 2010 (a space-age sounding year if ever I’ve heard one). Just a quick post to start the year with good karma.  My last post used a (sad but true) story to demonstrate that a deal is not closed until the paperwork has been signed, dated, received back and checked thoroughly.  Period. Well [...]

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