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Home» Sales

Using a playbook to drive sales productivity

Posted on January 7, 2021 by Greenbank in Performance management, Sales, Virtual Training

In our recent conversations with sales leaders we keep hearing two compelling, yet seemingly conflicting, trends – especially from clients selling high value professional services, SaaS software or indeed any complex solution: Everybody knows you need sales teams to be more consultative in their sales approach – understanding in depth each prospect’s specific business pain-points […]

View Post Virtual Coaching, Virtual Selling, Virtual Training, Virtual Workshops

Successful Consultative (Virtual!) Selling – Our Top Tips….

Posted on June 17, 2020 by Greenbank in Sales, Virtual Training

Even though many sales teams and their customers are gradually returning to the office, regular face-to-face interactions are probably many months off.   The Covid-19 ‘compelling event’ has forced organisations to rapidly change their business approaches and most organisations have found that they can survive perfectly well with a more flexible approach.  Indeed, many are currently […]

View Post Virtual Coaching, Virtual Selling, Virtual Training, Virtual Workshops

Top Tips for Selling on Value in 2019

Posted on June 21, 2019 by Greenbank in Professional services firms, Sales No Comments

Wherever you are in the world, there are plenty of reasons for customers to either delay buying decisions or focus on solely price when choosing suppliers.  In the UK, we have the dreaded Brexit of course, but the world generally is an uncertain place this year! So, not surprisingly there are 2 key questions that […]

View Post Law, Project management, Sales

Handling Objections: Feel – Felt – Found

Posted on June 20, 2019 by Greenbank in Coaching, Learning and Development, Project Management, Sales, Training

Avoiding and Handling Tricky Sales Objections If our work with sales teams around the world is anything to go by, customers haven’t yet stopped giving you reasons why they don’t want to buy from you…and we are regularly asked for ways to address objections during our sales programmes. Tip 1: Heading objections off at the […]

View Post Leadership, Learning and development, Negotiation, Sales, Sales Training

Having Value Based Sales Conversations

Posted on May 25, 2019 by Greenbank in Sales No Comments

“Buyers are treating us as a commodity”, “It’s all about price, price, price”, “we don’t have anything unique”…..given how often we have heard these statements over the last few years, I’d be surprised if these were not also common phrases around coffee machines in your B2B sales department…. There is no such thing as a […]

View Post Sales

Negotiating from a position of strength

Posted on March 19, 2019 by Greenbank in Coaching, Learning and Development, Project Management, Sales, Training

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 article we aim to provide some quick hints and tips to allow you to walk in to a negotiation […]

View Post Leadership, Learning and development, Negotiation, Sales, Sales Training

10 Tips for Leading Millennial People

Posted on December 2, 2018 by admin in Coaching, Leadership, Learning and Development, Performance management, Professional services firms, Project Management, Sales, Training

Leading talented people is challenging. Managing Generation Y (‘Millennial’) people – typical those between the ages of 18 and 25 – has many managers frustrated and confused! From discussions with a wide range of leaders who attend Greenbank programmes they often talk about needing a different approach with the latest generation of team members. One […]

View Post Leadership, Leading Millennial People

What might happen if you don’t delegate!

Posted on December 2, 2018 by Greenbank in Coaching, Sales No Comments

In our increasingly demanding business climate, one of the Leadership Styles we are seeing more and more of is ‘Pacesetting’ – where busy leaders hope to drive their team’s performance by demonstrating exactly how they want things to be done – and hoping that others will be inspired. We hear seemingly positive phrases such as […]

View Post coaching, Delegation

Selling to different customer ‘types’

Posted on October 15, 2018 by admin in Coaching, Learning and Development, Performance management, Sales, Training No Comments

One of the differences we have noticed in our conversations with sales managers over the last few years, is that 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 pitch to them. This can […]

View Post Communication, Meetings, Presentations, Sales, Sales Training, Selling, Trust, Value

Making every interaction count!

Posted on October 12, 2018 by admin in Performance management, Personal Development, Sales, Training No Comments

A simple, but highly effective model that might just transform your life… How often do we sit in a meeting (obviously organised by somebody else…) and think “why am I here and just what am I getting from it?” When you walk away at the end of the interaction still none the wiser, do you […]

View Post Communication, Meetings, Presentations, Sales, Sales Training, Selling, Trust, Value
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