News and Articles

Allan Mackintosh has developed ‘team-cards’ for salespeople.  They can be a cost-effective team-building tool

Many managers talk a good game when it comes to team development.  They think that holding regular meetings and keeping communication levels high will be enough to develop the team to its full potential.  Some firmly believe that a night out at the pub will enhance team ‘bonding’ and make the team more productive.  Nothing could be further from the truth.  Without regular review of team results, processes and behaviours, teams will never get anywhere near their full potential.

Whether you are an MP compiling expenses or a salesperson selling, your character always shines through.  A customer will often base their decision whether or not to buy, not on our selling skills, product knowledge or attitude, but on the ‘character’ that shines through our observable behaviour.  We may or may not be aware of the message we are communicating with our character, depending on our degree of self-awareness and willingness and ability to be honest with ourselves.

Ø       Ability to test the water with new markets and/or new products without diverting existing staff

Ø       Not committing to permanent staff

Ø       Not wanting to take existing staff away from their own work

Ø       Needing urgent expertise to ‘turnaround’ a company or department.

But there are more subtle and compelling advantages too:

Are you getting the results you want from your sales organisation?  If not, it could be that your salesforce’s negotiation skills need sharpening.  Negotiation is part of each step of the sales process.  It should not be a one-off event.  It begins prior to the first sales call and ends with customer recognition of the value your product or service brought to their business.  Successful negotiating requires the right mindset, the right tactics and a keen understanding of the pitfalls along the road to closing the deal.  Here are the answers to some common challenges when negotiating

Imagine this scenario – there’s to be a meeting of senior officers who command an army that’s about to go into battle.  Battles are not new to either the officers or the soldiers.  But what is new is that the battlefield is going to be tougher than usual, and the enemy more desperate and aggressive.  The meeting has been convened to hear recommendations from a military consultant who advises armies on how to win.  To a hushed and expectant audience he advises: ‘I think the best thing we can do in these circumstances is to stop all training

Gavin Ingham suggests key steps to help you become more professional in making cold calls

In this tough economic climate many companies are increasing new business activity in a drive to generate more clients and opportunities.  One sure-fire tactic for reaching new prospects and building up your sales pipeline is cold calling – but only if you do it well

Professor Lynette Ryals, Dr Iain Davies and Russell Ward discuss the findings of their research into successful sales behaviours