Hard truth: It’s impossible to get sales people to present with a uniform style across a large company. Glimmer of hope: You can insist on some guidelines to unify the basics.Tragic reality: Most big businesses translate…
Naturally Speaking
I don’t know about you but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, “Hi is that Mr. Brooks?” to the way they fumble through…
The Nuclear Option
To borrow a line from infomercials: How many times has this happened to you? You are invited to a meeting with a new account interested in your firm’s services. The person with whom you…
How to be Interesting (and Useful) to C-Level Executives
More and more, there is an increasing demand that sales people and account managers develop the skills to engage with senior level executives in their client and prospect companies. The level of value we create as a sales organisation is…
Golden Handcuffs
As a great believer in performance- based compensation structures that focus on the roles, responsibilities and individual goals of each team member, as well as the overall goals of the team, I’m also a firm supporter…
Why You Should Implement a Win Loss Programme
One proven way to improve a sales team’s close rate is to implement what is popularly known as a Win Loss Analysis programme, whereby an independent third party interviews prospects after buying decisions have been made.…
Storytelling for Sales
In this presentation Dominic R. Villari demonstrates practical ways you can use storytelling to increase your sales. You’ll learn the role of client needs and product attributes in stories, how…
Beating Burnout
As the year progresses, fatigue and feeling the need for a break become increasingly common. But research reveals that more and more workers are suffering from prolonged work burnout – a far more chronic problem…
Powers of Persuasion
In his now-famous book, Flipnosis: The Art of Split-Second Persuasion, Kevin Dutton talks at length about how you can persuade people to behave in a particular way simply by getting them to believe that…
How Alive is the Core of Your Culture?
Change is happening way too fast to predict and plan for an uncertain and unknown future. Building a quickly responsive and highly adaptive team and organisational culture is more critical than ever. The core of a built…