Happy New Year! I hope 2011 becomes the year you hope it will be. Don’t forget to take control and responsibility for your success. It makes it all the sweeter. ***** I thought I would kick off the year with a summary of the top 5 Selling at a Higher Level posts from 2010: In [...]
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[In this guest post, Mary Sargent shares her views on the importance of maintaining a new business outlook]. Is reliance on existing customers becoming a thing of the past? It has become apparent from a number of recent conversations I have had with local businesses, that people are finally realising it is simply not enough [...]
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I took (enforced) time out last week to participate as a member of Jury for a Coroner Court hearing. It was an interesting couple of days and the perfect opportunity to be reminded of the importance, and power, of the spoken word. There were five Barristers involved in the case, and each asked very careful [...]
Filed under: High value selling | 3 Comments »
Successful Negotiation Strategies with Brian Dietmeyer, CEO & President of Think! Inc [duration 25:10] “I can get the same thing from someone else only cheaper“. “Sharpen your pencil“. “It’s not in my budget“. Sound familiar? Think! Inc have spent years working out what these types of statements really mean. Having listened to over 20,000 negotiations [...]
Filed under: High value selling, negotiation, Podcasts | 2 Comments »
Have you ever spent hours responding to a tender (Request for Information, Request for Proposal etc) only to find you don’t even get through the first cut? If you have answered “YES!” to the above question then you will be in very good company. Frustrating isn’t it. As a sales leader you have to ensure [...]
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It’s been incredibly busy at Engleby HQ recently (a good thing). So busy in fact that we’ve not been here to get all of the day-to-day things sorted out. One such task is a post advertising our latest blended sales training programme, delivered in partnership with Sunderland Software City. At the time of writing there [...]
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Sunderland Software City kindly filmed a 6 minute video at the end of our 5th Selling at a Higher Level workshop a few of weeks back. The workshops took place at St James’ Park in Newcastle. The quality of the video is a little bit ‘Blair Witch Project’ but hopefully you get the idea. Thanks [...]
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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 [...]
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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 [...]
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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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