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% [...]
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Are you proud of the prices you charge? Research has shown that a vast percentage of sales people don’t feel comfortable when it comes to discussing financial investment. Why is this? Well, aside from being a terribly ‘un-British’ topic to talk about, it is often the case that sales people think their company is: Charging [...]
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Last week marked the tenth anniversary of the death of a former colleague of mine. I was disappointed not to be able to make the memorial evening last week, so wanted to write a post reflecting on some of his success at work whilst I knew him and how we can learn from his achievements. [...]
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Listen to this (unedited) recording of a webinar on ‘Understanding Social Networks’ with guest presenter Jason Brownlee of Dollywagon. This online presentation is hosted by Engleby Associates as part of the Selling at a Higher Level blended sales training programme, and is the second in a series of insightful presentations designed to help sales people [...]
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What makes the perfect sales person [duration, 24:28] Ever wondered what skills and traits the best sales people have? What do high achievers do differently to keep themselves in the top 10% of their field? I was lucky enough to speak with Dave Stein, Founder and CEO of ES Research Group on exactly this topic. [...]
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Since I spend most of my time with clients and therefore away from my office, I’ve been meaning to get a mobile USB stick for ages. I bought a 3 pay-as-you-go stick last year which did its best to put me off them for life – never a signal and on the rare occasion when [...]
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… 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 [...]
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Motivation. Some have it, some don’t. (If you don’t and you are in sales then you need to find some quickly). I was party to a really interesting discussion last week whilst on site with a client. I run a monthly half-day sales mentoring programme with this client and always enjoy our sessions. The team [...]
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In my last post, multiply small sales improvements to create a big difference, I reflected on the impact a few small (but highly focused) increases or decreases can make to your overall sales revenues. We saw how an increase of just 10% in the number of deals, the value per deal and the close rate [...]
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With the Learning Technologies conference due to start next week in London, I’ve been thinking about all of those sales people who are going to want to ensure they make that all important great first impression. Next week hundreds of sales people will be attempting to get buyers of learning training, software and services to [...]
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