I had the pleasure of speaking with a group of 14 and 15 year olds earlier this week as part of Enterprise Work Week. My session was focused around sales and confidence. The team have just one week to agree on an idea, develop a strategy and an action plan, then put it into place. [...]
Filed under: High value selling, Richard Lane, Sales Leadership, Training & development | No Comments »
It always strikes me how quickly we adapt to our current situation. We have an amazing ability to accept the present and forget where we started. This can be a good thing but can also hinder us from appreciating what we have, where we are, who we are with… At durhamlane we are just a [...]
Filed under: Hybrow, Training & development | No Comments »
I’ve recently finished reading Onward by Howard Schultz. The title includes the phrase; “how Starbucks fought for its life without losing its soul“. What’s been fascinating to me as I have been carried along on Howard’s journey following his re-appointment as CEO is that I never knew Starbucks had a soul worth saving in the [...]
Filed under: High value selling, Richard Lane, Sales Leadership | No Comments »
“Can a sales person be 100% honest? That would make for an interesting blog post” a good friend said to me a while ago. The question has been playing on my mind ever since. I suppose a similar question would be is something Black or White. To me, being a sales professional relies on being able [...]
Filed under: High value selling, Motivation, Richard Lane | 4 Comments »
If you know nothing about the project or the people involved, what makes you think you can win their business? If you have attended one of our workshops or seminars, been coached by me or have read this blog every now and again over the last two and a half years, you will know my [...]
Filed under: High value selling, Miscellaneous, Qualification | 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 »
I was invited to deliver a presentation to a college group last week who are studying for a business administration qualification. The purpose of the session was to help them understand the importance and value of Sales. It also provided a platform for me to promote the benefits created by selling professionally, something we’ve termed [...]
Filed under: High value selling | 3 Comments »
It is probably the time of year, but there seem to have been a lot of award ceremonies recently. I attended one a week or so ago which has made me think about the title of this post. There were 9 awards being made on the night with 3 short-listed companies sharing a 33% [...]
Filed under: Uncategorized | 2 Comments »
I wrote recently about the importance of understanding why your potential customer has to purchase – the Compelling Event – either from you or from somebody else. I finished by reminding how in software, when we are contracted with a customer, we already have a compelling event lined up and have significant power in the [...]
Filed under: High value selling, negotiation | No Comments »
Does this seem familiar? There are times when you feel you have everything in place for a great sale. Your Prospect has confirmed the value of your solution, is comfortable with the anticipated return on investment predictions and has confirmed how excited they are to be working with you. Why then does the deal never [...]
Filed under: High value selling, negotiation, Qualification | 1 Comment »
