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Why sales training is pointless
SalesLeaders/Teams  

Why sales training is pointless

Research shows that 90% of what we learn is forgotten within 30 days, how do you overcome the critical challenge businesses face to ensure that the training sticks?

To train for innovation we had to become innovative
 

To train for innovation we had to become innovative

Companies sell training and coaching initiatives which they claim will lead to innovation within the clients' business but do they really?

Call yourself a sales person?
Sales  

Call yourself a sales person?

Call yourself a sales person? Take this quick test and find out how good you are.

Give them what they need – not what they want
Sales  

Give them what they need – not what they want

Procurement professionals often talk in wants but just listening to what buyers say they want prevents the sales team from drilling down to the underlying needs, which is where sales people must be to differentiate themselves, their solutions and their companies.

Procurement KPIs and how to use them to your advantage
ProcurementSales  

Procurement KPIs and how to use them to your advantage

Top sales people know they must proactively engage professional buyers, and the best way to do this effectively is to understand their buyers’ strategic sourcing process and the role professional buyers play in each organization.

How to deal with the professional buyer
Sales  

How to deal with the professional buyer

While all buyers bring their own set of challenges to the negotiating table, some take it to a whole new level.

Everything sales needs to know about procurement officers
Sales  

Everything sales needs to know about procurement officers

A new breed of professional: the procurement officer, the buying manager, or the purchasing officer. The new challengers to your sales team.

Today’s professional buyer: An intriguing mix of intelligences and abilities
ProcurementSales  

Today’s professional buyer: An intriguing mix of intelligences and abilities

Many who choose procurement as a career have an intriguing mix of intelligences and abilities. The buyer personality is not one to underestimate.

How Unilever changed procurements playbook
Procurement  

How Unilever changed procurements playbook

There is a new platoon in the buying world. The procurement department. A many-headed monster finely tuned to know everything about the art of buying and about the industry in which it works.

Procurement wasn’t built in a day
Procurement  

Procurement wasn’t built in a day

Through the building of the railways to supplying the troops in the world wars, procurement has historically been a clerical job.

Where’s the love gone?
Sales  

Where’s the love gone?

71% of B2B clients are emotionally and psychologically disinterested in the companies they do business with

Teamwork, constructive challenge and common purpose
Leaders/Teams  

Teamwork, constructive challenge and common purpose

Working closely with other people often creates serious emotional tension but look at what we've acheived through tense relationships

What bread, Apple and Yahoo can teach us about innovation
Leaders/Teams  

What bread, Apple and Yahoo can teach us about innovation

The reasonable man adapts himself to the world: the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.

Courage in negotiation tension
 

Courage in negotiation tension

Tension makes many people nervous, and with nervousness comes more tension. In situations where we need a clear head, we fall into a self-destructive cycle that impacts our performance.

Courage in presentation tension
Sales  

Courage in presentation tension

Glossophobia. Stage fright. Fear of public speaking. Whatever you call it, it’s very real.

How to upsell and cross sell effectively
Sales  

How to upsell and cross sell effectively

The moment of upsell. It’s now such a natural question that we don't even notice it so let's take a moment to review "How to upsell and cross sell effectively"

Make contract renewal a sure thing
Sales  

Make contract renewal a sure thing

Salesperson clinches the deal, customer moves over to the account manager, renewal sales rep approaches the customer to renew... is a production line approach really the best way to nurture a customer experience that is going to see them come back year after year?

Keep customers happy and keep your customers
Sales  

Keep customers happy and keep your customers

Customer retention should be your top priority. Period. Here's why...

Increase price and boost business
Sales  

Increase price and boost business

Price increases are inevitable, so, how can you prepare your salesforce to have the inevitable price-increase discussion without damaging the relationships your company has with its clients?

The key to success with web-savvy buyers: Dialogue-Based Selling
Sales  

The key to success with web-savvy buyers: Dialogue-Based Selling

Sales professionals are under intense pressure to differentiate themselves in a complex business environment. They face powerful web-savvy purchasing organizations and well-trained buying teams.

Take the bull by the horns
Sales  

Take the bull by the horns

The more-flexible dialogue-based approach to selling that we introduced in the last blog isn’t easy. In fact, it’s outside the comfort zones of many selling professionals.

Flexibility is the future in B2B sales
Sales  

Flexibility is the future in B2B sales

Today’s web-savvy B2B buyers believe they know best. They’ve done the research. They know all the suppliers are alike. Now it’s all just down to the price.

Create your own goldmine
Sales  

Create your own goldmine

70% of employees are disengaged from their work. The cost to the US economy: between $450-550 billion

B2B selling gone wrong
Sales  

B2B selling gone wrong

Bartner Group’s estimated studies suggest that 85% of commercial transactions will occur without the aid of a sales representative by 2019

B2B buyers are changing
Sales  

B2B buyers are changing

40% of B2B buyers say they waited longer to initiate contact with suppliers this year than they did last year.

Make tension work for you
Leaders/TeamsProcurement  

Make tension work for you

Society suggests that tension should be avoided but understanding how to leverage the tension in meetings could be your super power

Get your team talking and inspire innovation
Leaders/TeamsProcurement  

Get your team talking and inspire innovation

Many executives see innovation as a leadership issue: The big guns, employed at significant cost, are incapable of delivering what they promised but what about the team behind them?

No such thing as a fast buck
Leaders/Teams  

No such thing as a fast buck

You've committed to building an innovative and creative environment for your employees but when your team have a great idea, how can you push it to be the first to market?

Talking about our generations
Leaders/Teams  

Talking about our generations

What is the secret to getting millenials working effectively?

Engage the disengaged
Leaders/TeamsProcurement  

Engage the disengaged

Polls suggest that only 30% of employees are actively engaged with their work, do you know what engages and inspires people most?

Start nurturing innovation
Leaders/Teams  

Start nurturing innovation

Join Global Performance Group on a five-part journey to help you turn around the way you think, so you can inspire innovation that promises the profitable business you want.

Challenge the creative
Leaders/Teams  

Challenge the creative

We’re trained from an early age that being wrong is a bad thing, and as adults – especially driven, motivated adults – we still worry about making a mistake. But failure is the foundation of innovation.