How do you work out where you spend your sales time? Are you working hard on deals that close, or do you find yourself chasing too many opportunities that never quite cross the finish line? I believe qualification, whilst being one of the core skills needed to really succeed in sales, doesn’t always get the attention it [...]
Filed under: High value selling, planning, Qualification, Richard Lane | No Comments »
I tweeted the following message a couple of days ago which seems to have struck a chord with a few people: Time doesn’t make itself available; you have to seek out, nail down and use it wisely. Taken own medicine today. Why did I find myself doing this? Well, as I was travelling home from [...]
Filed under: Miscellaneous, Motivation, planning | No Comments »
Preparation in sales has to be a top priority. I am not referring solely to client meeting preparation either. In order to excel in sales we have to form and nurture positive habits. The way to do this is by working to a code, our mission. “Walk the walk, talk the talk” In our busy [...]
Filed under: planning | No Comments »
[In this guest post, Mary Sargent shares her views on the importance of maintaining a new business outlook]. Is reliance on existing customers becoming a thing of the past? It has become apparent from a number of recent conversations I have had with local businesses, that people are finally realising it is simply not enough [...]
Filed under: Mary Sargent, Miscellaneous, Motivation, planning, Prospecting | No Comments »
How do you feel about negotiating? Is it something you look forward to, or a phase of the sales cycle you dread? Perhaps you don’t really think about it at all. In our methodology, negotiation builds throughout the sales cycle – from day one to the closing of a new customer or a further piece [...]
Filed under: High value selling, negotiation, planning | 2 Comments »
A little planning can go a long way. If you have attended an Engleby Associates’ workshop previously you will know that. This little story shows how planning and preparation are not just activities for the workplace but can help you wherever you are, whenever you are there. We have just returned from a lovely summer [...]
Filed under: Miscellaneous, planning | No Comments »
Listen to this (unedited) recording of a webinar on ‘Trigger Event Selling’ with guest presenter Craig Elias of Shift Selling Inc. This online presentation is hosted by Engleby Associates as part of the Selling at a Higher Level blended sales training programme and is the third in a series of insightful presentations designed to help [...]
Filed under: High value selling, planning, Podcasts, Prospecting, Qualification, Sales 2.0 | No Comments »
I went running early yesterday morning (I’ve started training for the Great North Run 2010) and decided to listen to some chill-out tracks on my iPhone*. After 5 miles or so I found myself speeding up and feeling suddenly energised (unusual!). The reason? An upbeat track had come on through my headphones. It was a [...]
Filed under: High value selling, Motivation, planning, Visualisation | No Comments »
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 »
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 [...]
Filed under: High value selling, planning | No Comments »
