Mary writes below on a first hand experience that shows how the boundaries between Marketing and Sales continue to blur.  Blurring is one thing (actually quite positive in my view) but poor practice – in either discipline should not be tolerated. “If you’re ugly, don’t pitch!” and other crazy comments … as reported by Mary [...]

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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 »

I am delighted to welcome Mary Sargent to the Engleby Associates team.  I thought what better way to introduce her to our community than through a guest post. I was right!  I asked Mary to write on any sales topic she fancied; anything she thought would be helpful to readers.  What follows is Mary’s take [...]

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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 [...]

Filed under: High value selling, Sales 2.0, sales performance automation, Training & development | No Comments »

Have you ever spent hours responding to a tender (Request for Information, Request for Proposal etc) only to find you don’t even get through the first cut? If you have answered “YES!” to the above question then you will be in very good company. Frustrating isn’t it. As a sales leader you have to ensure [...]

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It’s been incredibly busy at Engleby HQ recently (a good thing).  So busy in fact that we’ve not been here to get all of the day-to-day things sorted out.  One such task is a post advertising our latest blended sales training programme, delivered in partnership with Sunderland Software City. At the time of writing there [...]

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Sunderland Software City kindly filmed a 6 minute video at the end of our 5th Selling at a Higher Level workshop a few of weeks back.  The workshops took place at St James’ Park in Newcastle.  The quality of the video is a little bit ‘Blair Witch Project’ but hopefully you get the idea. Thanks [...]

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We have just finished the fifth and final workshop of our first Selling at a Higher Level blended sales training programme. Part of this final session was spent reflecting on how the programme has helped to develop the attendees selling skills. One comment that was reflected around the room was how having a sales process [...]

Filed under: High value selling, Motivation | 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 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 [...]

Filed under: High value selling, Sales 2.0 | No Comments »