Posted on October 28th, 2010 by Richard
Successful Negotiation Strategies with Brian Dietmeyer, CEO & President of Think! Inc [duration 25:10] “I can get the same thing from someone else only cheaper“. “Sharpen your pencil“. “It’s not in my budget“. Sound familiar? Think! Inc have spent years working out what these types of statements really mean. Having listened to over 20,000 negotiations [...]
Filed under: High value selling, negotiation, Podcasts | 2 Comments »
Posted on July 16th, 2010 by Richard
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 »
Posted on July 6th, 2010 by Richard
Listen to this (unedited) recording of a webinar on ‘Understanding Social Networks’ with guest presenter Jason Brownlee of Dollywagon. This online presentation is hosted by Engleby Associates as part of the Selling at a Higher Level blended sales training programme, and is the second in a series of insightful presentations designed to help sales people [...]
Filed under: High value selling, Miscellaneous, Podcasts, Sales 2.0 | No Comments »
Posted on June 11th, 2010 by Richard
The (unedited) recordingof a webinar hosted by Engleby Associates as part of its Selling at a Higher Level blended sales training programme is available via the link below. This first of five sessions includes guest speaker, Nigel Edelshain, CEO of Sales 2.0 (LLC) who shares his thoughts, theories and advice on how to increase your [...]
Filed under: Podcasts, Prospecting, Sales 2.0 | No Comments »
Posted on May 17th, 2010 by Richard
What makes the perfect sales person [duration, 24:28] Ever wondered what skills and traits the best sales people have? What do high achievers do differently to keep themselves in the top 10% of their field? I was lucky enough to speak with Dave Stein, Founder and CEO of ES Research Group on exactly this topic. [...]
Filed under: High value selling, Podcasts, Training & development | 4 Comments »
Posted on December 9th, 2009 by Richard
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 »
Posted on November 26th, 2009 by Richard
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 [...]
Filed under: Podcasts, Sales 2.0, sales performance automation | No Comments »
Posted on October 20th, 2009 by Richard
Trigger Event Selling, pt 2, recorded on 16th October, 2009 [duration, 22:14] Richard talks again with Craig Elias from Shift Selling Inc in the second part of the Trigger Event Selling podcast. This interactive and engaging podcast builds on the previous session to help listeners understand: the ‘Afford’ and ‘Justify’ elements of Trigger Event Selling [...]
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Posted on October 8th, 2009 by Richard
Trigger Event Selling, pt 1, recorded on 8th October, 2009 [duration, 24:14] Richard Lane talks with Craig Elias from Shift Selling Inc. Hear Craig share his experiences and techniques using his strategy, Trigger Event Selling. Over 20 successful years as a top sales performer, Craig has learnt how to recognise the “Window of Dissatisfaction” and [...]
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Posted on September 18th, 2009 by Richard
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 »
