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 [...]
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Posted on November 17th, 2009 by Richard
I’m on my way home from a trip to Dublin. I’ve been spending time with The TAS Group with whom Engleby Associates has just become a Certified Partner. I wanted to put that statement in upfront (disclosure) because this post is likely to become a rave review for their sales performance automation software platform, Dealmaker. [...]
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Posted on November 4th, 2009 by Richard
I recently read a Tweet from Gerhard Gschwandtner, Founder and Publisher of Selling Power magazine. The Tweet led me to one of his many excellent blog postings. In this post Gerhard poses the question “Is Selling an Art or a Science?”. At the end he encourages the reader to use an episode of Mad Men [...]
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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 [...]
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Posted on August 6th, 2009 by Richard
Thanks to everyone for the feedback received following my previous post, “Sales 2.0 – are you an early adopter?”. In the post I provided a beginners guide to Sales 2.0 and used LinkedIn as an example of how you are likely to be already using Sales 2.0 technologies in your everyday activities. Nigel Edelshain of [...]
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Posted on July 29th, 2009 by Richard
The good news is you are already likely to be using technology that is considered Sales 2.0. If you are on LinkedIn, Facebook, Twitter or use CRM apps &/or virtual meeting technology to demo and interact with your customers then you have your foot in the door. (There are already more than 2,000 apps related [...]
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