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 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 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 [...]
Filed under: High value selling, Sales 2.0 | No Comments »
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 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 »
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 »
Posted on September 1st, 2009 by Richard
Throughout my various sales management roles I’ve encountered sales people who have gone from hero to zero. Earning high commissions year on year they don’t sell a deal for months, fail to understand the need to get back to the coal face and then exit right to a new opportunity elsewhere. Why does this happen? [...]
Filed under: Miscellaneous | No Comments »
Posted on August 24th, 2009 by Richard
Motivation. One of those elements of someone’s character that as a Sales Manager I’ve often wanted to bottle so that I can liberally anoint others (no names!) as necessary. I’m just back from two weeks holiday. We split the trip into three phases (a long weekend with friends in London, six nights camping in Devon, [...]
Filed under: Motivation, Training & development | No Comments »
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 [...]
Filed under: High value selling, Sales 2.0 | 2 Comments »
