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Are you coming out of the last quarter or the last year finding that your market has changed considerably or is in the process of changing? That being unique is now much harder than it ever was before? And delivering value added propositions and great customer service are now the norm for your surviving competitors? Maybe… Continue reading Disruptive Selling – A Shot in the Sales Pipeline
Lots of companies I work with already have very rigorous sales training and people development programs. People are inducted properly, trained, placed with a coach/mentor and supported until they are hitting the required standards. So it would be sensible to imagine that the results produced across the sales team would sit within a very tight… Continue reading Core Sales Competencies – a Force for Good or Not?
Sales Success – More Sales, Higher Margins, More Referrals, Stronger Pipelines Held Monthly – see the Open Training Calendar above for dates FREE Psychometric Test – worth £75. Plus – a free follow up 121 sales review session with each attendee Aims: Highly consultative – this program is designed to increase sales performance over a… Continue reading Sales Training – Sales Success – Smash Your Sales Targets Now
Cause and Effect – Changing the Sales Forecast Question: If your sales team is performing, hitting target, producing the margins, do you still analyse the sales figures, KPI’s, and associated metrics or do you say a silent ‘thank you’ prayer and cross your fingers that the good fortune continues? I’m not here to praise or… Continue reading Sales Performance Improvement – Cause and Effect
10 Reasons Why Sales People Fail 1. Lack of follow up 2. Poor focus pre and during the sales process 3. Inconsistent record keeping 4. Chasing every lead and prospect that comes in as if they are all equally imprtant 5. No being able to let go of ‘dead’ business prospects 6. Selling too cheaply… Continue reading How to Increase Sales Close Rates NOW!
I’m currently working with a major worldwide charity to increase donor contributions. It’s a fascinating and illuminating insight into a world where the offering appears minimal but the emotional commitment that must be invoked before a financial commitment can be made, is huge. We are using lots of techniques in many different ways and seeing… Continue reading Increasing Donor Value using Social Proofing