Resources

Read our top tips to help you succeed

Using Success Stories

A success story shows how you made a difference to your customer’s business. More than a list of events or activities, it describes a positive change and shows how that change benefited the customer, not you, through improved financial results or widely understood key business...

Selling The Value Proposition

Do your potential customers understand the limitations of their own business and why your propositions could add value to their business? Is your messaging easy to understand and memorable business speak, rather than ‘techno babble’? Will you make an impact such that customers remember your ‘value proposition’,...

Selling to Business Decision Makers

When you’re selling, you need to make sure that you have the right messages for the right people within a prospective customer organisation. All companies, whether public or private, have a similar organisational structure, consisting of three main pillars: ‘Go To Market’ (in the private sector) or...

The Art and Science of Sales

Is sales an art or is it a science? Or is it a combination of both? Traditionally, the sales function of any organisation has been seen as a science. ...

The Ice Breaker

How do you make the best impression and break the ice at the start of a meeting? All business conversations and activities are carried out between human beings and most human beings need, like, or enjoy some form of social interaction as part of the business...

Stop Weak Sales People From Hiding Behind The Jargon!

It’s not easy for sales people to get appointments with someone at Director Level within your prospective client’s organisation. When they do get that meeting, it’s vital that your sales people maximise every opportunity. Having spent time just getting there, the last thing you want...

How to Land the Big One – How Do You Land that Big Client?

On 15 January 2009, US Airways Flight 1549, piloted by Chesley Sullenberger, made an unpowered emergency landing in the Hudson River after multiple bird strikes caused both the engines to fail. All 155 occupants, the passengers and crew, were successfully evacuated from the partially submerged...

Wake Up Salespeople and do Your Homework!

The number of senior salespeople who fail to research their prospects in advance of a sales meeting is shocking. Forrester *research has shown that while 88% of sales executives are knowledgeable about their own products, only 24% of them understand their customer’s business and the challenges...

Measuring Training Return on Investment

CONTEXT  Your company has made a commitment in time and money for training and one of the most difficult questions is how do you measure the return on this investment? In traditional sales training, a large volume of information is transferred in as short a period as...