Posted on November 2nd, 2011 by Richard
I’ve always been a fan of technology-enabled learning. From my early days of blending technical classroom training with online resources to my time with SkillSoft, the world’s largest e-learning company, selling global online solutions that spanned the corporate learning space and reached into every part of the enterprise, I’ve understood the value technology can bring [...]
Filed under: Richard Lane, Sales 2.0, sales performance automation | No Comments »
Posted on October 11th, 2010 by Richard
Sales organisations in 2010 remain under economic pressure to accomplish more with less. Recent research from the Aberdeen Group, shows that companies who have implemented sales methodology, process and software from The TAS Group, typically win more often than those that don’t. It is not only TAS customers who see sales improvements. Hopefully you are [...]
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Posted on September 22nd, 2010 by Richard
As a Certified Partner of The TAS Group, we recommend our clients use Dealmaker to embed sales best practices and increase the performance of their sales teams. Do you recognise any of the following as challenges within your business? Too much subjectivity. How many months does it take for you to gauge each of your [...]
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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 [...]
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Posted on July 12th, 2010 by Richard
I write a monthly column within the Science & Technology section of The Journal newspaper in the North-East UK. I thought it worth repeating June’s article here on my blog since the content is highly relevant to my readers. Let me know what you think. TECHNOLOGY can help you gain a rapid understanding of who [...]
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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 [...]
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Posted on January 31st, 2010 by Richard
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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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 [...]
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Posted on December 3rd, 2009 by Richard
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 »
