Posted on January 24th, 2010 by Richard
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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Posted on January 14th, 2010 by Richard
I am currently going through the process of handing over a (very well known) customer I’ve been globally responsible for since 2004. I am finding it tough. I should stress at this point that I have not been forced into this position. In fact quite the opposite. It was my decision to set-up Engleby Associates [...]
Filed under: Miscellaneous | 2 Comments »
Posted on January 8th, 2010 by Richard
With the UK covered in a couple of feet of snow making travelling to and from work difficult (if you are not from the UK then you won’t understand our total inability to deal with any adverse weather condition – too hot or too cold it doesn’t really matter, everything grinds to a halt) now [...]
Filed under: High value selling, Motivation, planning, Training & development, Visualisation | No Comments »
Posted on January 4th, 2010 by Richard
Firstly welcome to 2010 (a space-age sounding year if ever I’ve heard one). Just a quick post to start the year with good karma. My last post used a (sad but true) story to demonstrate that a deal is not closed until the paperwork has been signed, dated, received back and checked thoroughly. Period. Well [...]
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Posted on December 22nd, 2009 by Richard
I feel a bit scrooge-like telling this tale now, however, it is a useful reminder (in a similar manner to those gory Government ‘don’t drink and drive’ advertising campaigns). So, put down your Christmas cheer and be glad this has not happened to you. Q: When is a deal a deal? A: When signed, dated [...]
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Posted on December 9th, 2009 by Richard
How to use Social Media to gain a competitive advantage [duration, 23:22] Richard talks with John Ambrose, Senior VP of Strategy, Corporate Development and Emerging Business for SkillSoft plc about how building Social Media into your daily routine can dramatically increase both your inbound and your outbound sales activities. Discover John’s top LinkedIn secret Hear [...]
Filed under: High value selling, Podcasts, Sales 2.0 | 1 Comment »
Posted on December 7th, 2009 by Richard
I’ve been receiving a lot of cold calls recently. Some are shockingly awful, script reading affairs, some are better – I am drawn into conversation. However, over the last couple of days I’ve had a couple of calls where I’ve been blatantly misled. It is only as the call progresses I begin to understand that [...]
Filed under: High value selling, 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 »
Posted on November 9th, 2009 by Richard
Are you an important component to your customer’s success? Do you know what is really important to them? Even if you think you do it’s worth trying this simple exercise: 1. Take a blank piece of paper, from the left draw 3 narrow columns, a wide 4th column and a narrow 5th column on the [...]
Filed under: High value selling, Visualisation | No Comments »
Posted on October 1st, 2009 by Richard
Why is making time to plan so difficult? In fact I should re-phrase that. It’s not making the time alone that is a challenge, it’s making the time and then executing effectively so that you come away with constructive actions and next steps that is the real challenge. Everyone knows that planning leads to increased [...]
Filed under: Miscellaneous | 1 Comment »
