Building High Trust in Remote Teams
Countless studies (Covey, Gallup. Maister etc) have shown that one thing that high performance companies have in common is high trust. While we might all of course personally value trust
Category: SALES DEVELOPMENT
Leadership Development – Essentials and Trends for 2024
As we are start this year’s leadership programmes, we thought it would be a good time to reflect on some of the trends in leadership development that we have seen
Selling to different customer ‘types’
Over the few years we have seen the gradual acceptance among sales leaders that today’s customers have increasing expectations that a salesperson should completely personalise every sales conversation so that
5-Minute Review: Negotiating from a position of strength
Participants in our win-win negotiation programmes, often state that their main objective for attending the programme is that they want to feel ‘stronger’ in a negotiation. In this short blog
5-minute Review: Selling on Value
Value is increasingly at the heart of our consultative selling & negotiation programmes – and it is equally relevant whether our clients are top 5 consulting firms, SaaS startups or
Driving sales via a consultative Sales Playbook
Here are 10 ways you can use a Sales Playbook to drive sales productivity, whilst still selling in a consultative way.
Selling to different customer ‘types’
There is a real acceptance that the ‘one-size-fits-all’ approach to selling simply doesn’t work anymore – not unreasonably, customers and prospects have increasing expectations that a salesperson should tailor their
Successful Consultative (Virtual!) Selling – Our Top 7 Tips….
Even though many sales teams and their customers are gradually returning to the office, regular face-to-face interactions are probably many months off. Here are our tips for consultative selling in