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 August 27th, 2011 by Richard
How do you work out where you spend your sales time? Are you working hard on deals that close, or do you find yourself chasing too many opportunities that never quite cross the finish line? I believe qualification, whilst being one of the core skills needed to really succeed in sales, doesn’t always get the attention it [...]
Filed under: High value selling, planning, Qualification, Richard Lane | No Comments »
Posted on February 5th, 2011 by Richard
Whilst attending a client’s monthly sales meeting today, I was reminded how it is sometimes the smallest things that can make the most amazing difference. Here is an example… This client is working with one of the most recognised businesses in the UK. They are rolling out a piece of software that has had, despite [...]
Filed under: High value selling | 1 Comment »
Posted on November 11th, 2010 by Richard
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 [...]
Filed under: High value selling, Mary Sargent | No Comments »
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 [...]
Filed under: High value selling, Sales 2.0, sales performance automation | No Comments »
Posted on July 23rd, 2010 by Richard
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 »
Posted on May 6th, 2010 by Richard
I use the phrase “Selling at a Higher Level” to explain how Engleby Associates helps sales people, managers and business owners increase their success and build their businesses. I’ve listed some of the key areas below where an increase in focus and performance can lead to outrageous success: Sales processes – how do your customers [...]
Filed under: High value selling, Motivation | No Comments »
Posted on March 24th, 2010 by Richard
The link between Confidence and Motivation is facinating. The power, strength and versatililty of the human mind. Amazing. I’ve written on this subject before, albeit in a rather abstract way. So much of the work I undertake as a sales trainer, coach, motivator is, at the lowest common demoninator, ultimately brought back to either improving, [...]
Filed under: High value selling, Miscellaneous, Motivation, Training & development | No Comments »
Posted on March 4th, 2010 by Richard
… or so the saying goes. In sales this can be true, however, I believe a little knowledge is generally better than none. Human beings have a huge capacity for absorbing knowledge. I think that sometimes people have (simply put) lost the ability, got bogged down in day-to-day busyness or are just plain out of [...]
Filed under: High value selling, Motivation, Training & development | No Comments »
Posted on November 11th, 2009 by Richard
I conduct lots of sales coaching sessions with different individuals. It is often the case that time is spent reviewing and qualifying their biggest and brightest opportunities. What is interesting is that the level of questioning undertaken with the customer is often at what I would call Level 1. It needs to be deeper. Asking [...]
Filed under: High value selling, Qualification | No Comments »
