[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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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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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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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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Teamwork is performed by a team.  The quality of teamwork may be measured by analysing the effectiveness of the collaboration in the following ways: Communication Coordination Balance of contributions Mutual support Effort Cohesion So says Wikipedia. How about looking at Teamwork in pictures.  Here are two scences from the World Cup in South Africa that [...]

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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 [...]

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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 [...]

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I wrote this piece for my monthly newsletter and thought it was worth turning into a blog post.  It’s a subject I am passionate about.  Let me know what you think. I have a nagging feeling that Sales is rarely a ‘chosen’ career.  This concerns me.  Many people (including myself) fall into Sales.  I consider [...]

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What does your customer list look like? Have you sold to a diverse range of organisations or have you got a highly specialised portfolio? Ask yourself whether this was through design or just how it is. Unless you are tasked with developing a vertical sector or territory it is likely that you have a mix [...]

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I’m sitting at Heathrow Terminal 5 waiting for my flight home to Newcastle.  I am tired.  Tired in a pleasant way because I’ve spent the last few days on a narrow-boat meandering down the river Thames around Oxford with friends.  The excuse for this trip is the impending marriage of a good friend at the [...]

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