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  • People buy people first in sales

    People Still Buy People First

    11 October 2021

    People buy people first, and whatever else second. This is one of the timeless principles of selling and it hasn’t changed in today’s hybrid world. If people don’t feel they can work with you, if they don’t feel comfortable or trust you, they will usually not tell you – but they will buy from someone else.

  • 3 Keys To Virtual Selling Best Practice

    3 Keys To Virtual Selling Best Practice

    5 September 2021

    In response to the pandemic selling has changed, perhaps forever. Virtual sales meetings are now being used by almost everyone. Surveys confirm many buyers prefer it. But this poses the question – When everyone is selling on screen how can you stand out and differentiate yourself? What is best practice?

  • Energise your team

    6 Tips To Energise Your Team

    21 August 2021

    Business is picking up and it might just be an exciting ride. For your team to thrive and bounce back strongly, a key aspect of your leadership and management role will be reenergising your team.What follows are six tips you can implement to help strengthen your culture and create a great place to work, be

  • Use Questions Not Reasons When Selling

    Use Questions Not Reasons When Selling

    21 June 2021

    For your customer, it’s not your product that is exciting, it’s the fixing of THEIR ISSUE that makes the product exciting. If everyone has great products and services then competition shifts from who has the best product to who can best improve the customer’s operations, and that’s what you need to be thinking about. To

  • Two-secrets-of-giving-praise-as-a-manager

    Two Secrets To Giving Praise As A Manager

    27 May 2021

    In the post-Covid economy it is essential you look after your people. Your leadership style should make each team member feel more capable, confident and strong. One way to achieve this is by spending more freely with your ‘soft currency’ – the currency of praise, appreciation and positive feedback. In this post we’re going to

  • Virtual-presentations-blog-post

    Virtual Presentation Skills Training

    13 April 2021

    Back in the tumultuous days of March 2020, our resident presentation skills team were wondering how to adapt the LDL Presentation Skills programme to the new remote working environment. At the time, we didn’t know if the transition to remote learning would be a temporary, or a permanent change. A year later, it seems like

  • Mind Game of Selling

    The Mind Game of Selling

    24 March 2021

    Top salespeople know it’s the mind game that makes or breaks them, especially in the new normal. Timothy Galway in his inner game books says, the theory of the inner game is that our performance is dependent on our state of mind, therefore the real game is to get into the right frame of mind and hold ourselves there.

  • 3 Ways To Build Your Leadership Resilience

    18 January 2021

    The great philosopher Mike Tyson famously said, “Everybody has a plan until they get punched in the mouth”. Well, Covid has been a punch in the mouth for many of us. It has made leading a team harder than ever before. How do you lead when you can’t see your people, when you have reduced incentives, constant change and many other challenges?

  • How To Use Your ‘Meta Differentiators’ To Increase Sales

    11 November 2020

    As an experienced seller you will know how important it is to sell the difference to your customer. To succeed in a competitive market, where products and services are becoming more alike, you need to know what your differentiators are and how they benefit your customer. Often referred to as USPs, these differentiators exist in

  • Virtual Instructor-Led Training (VILT) – A New Way To Train Your Team

    1 July 2020

    Traditional face-to-face (F2F) training has always been the default option for learning. It’s engaging, it’s interactive, and done well it’s enjoyable. But in today’s environment general unease around travel and group meetings make it less than ideal. While some may adopt a ‘wait and see’ approach, for others the solution is LIVE virtual instructor-led training (VILT).

  • Working from Home? – Tips to Sustain Connectedness (from Google’s Veronica Gilrane and LDL)

    27 March 2020

    Working from home may sound like a dream, but there are also major challenges. On this blog we show you how to sustain connectedness when working remotely with lessons from Google’s People Analytics Manager, Veronica Gilrane.

  • How To Be a Kick-ass Boss: ‘Radical Candor’ by Kim Scott

    31 January 2020

    As part of the LDL Learning Review, we are encouraging all of our team members to get involved in discussing the latest ideas and insights in the worlds of sales, management, leadership, negotiation and presentation skills training. This month, LDL’s Marketing Manager, Tom Fielder, reviews Kim Scott’s ‘Radical Candor’.

  • Can You Engage & Motivate Your Team?

    28 November 2019

    As a ‘modern manager’ you need to be able to lead, engage, motivate and inspire your team. Here are 15 quick tips which, if you apply, will help you get that little bit more from everyone around you.

  • Win More Sales With ROR

    6 November 2019

    You know about ROI – return on investment, but what about ROR – return on relationship? As products and services become more and more alike your customers are no longer buying product leadership. They are buying a trusted consultant.

  • Is This Disease Harming Your Sales?

    11 September 2019

    Do you believe in the value of what you sell? If you were asked that question I’m sure you would reply very positively. The trouble is, when we are involved with the same product or service week after week, month after month, year after year, our belief tends to become sterile.

  • Personal Leadership Is Where It Begins

    17 July 2019

    Leadership is how you get the best from people. Personal leadership is how you get the best from yourself. What’s that phrase? If you can’t lead you, please don’t try and lead me.

  • Trust is Fundamental to Modern Selling – 4 Principles to Get You There

    22 May 2019

    Trust is fundamental to modern selling. To be a successful salesperson in today’s market you must sell not only solutions, but advice, confidence and dependability. You must be totally reliable to deal with in every respect. That’s what becoming ‘a trusted consultant’ is all about.

  • Develop an ‘I Will Show You’ Mindset: ‘Becoming’, by Michelle Obama

    9 April 2019

    As part of the LDL Learning Review, we are encouraging all of our team members to get involved in discussing the latest ideas and insights in the worlds of sales, management, leadership, negotiation and presentation skills training. This month, LDL’s Office Manager Catherine Hibbert has nominated herself to make a contribution. A great believer in

  • What If Your Sales Differentiators Are Elusive?

    19 March 2019

    Selling against competition is all about selling the difference: what is so special about your product or service and what do these ‘differences’ mean to your customer? But this is relatively conventional wisdom. It poses the question – what do you do when your differentiators are elusive – when your product or service is pretty

  • How to Develop a Learning Culture

    13 March 2019

    A few years ago, Pat Wadors – who was senior vice president of global talent organisation at LinkedIn at the time – published an article for the Harvard Business Review, in which she argued that to stay relevant, companies and employees had to keep learning. “My hypothesis” she wrote, “is that for organizations to win

  • 5 Voice and Speech Tips – Learning from the Italians?

    8 February 2019

    On this blog, Nick Evans, Senior Consultant at LDL, offers five presentation skills pointers inspired by a recent trip to Italy.  A recent event reminded me again of the power of verbal communication when selling or seeking to influence others.  Visiting my sister, who has run a company in Florence for a number of years,

  • Want To Make Larger Sales?

    24 January 2019

    Like most salespeople, you probably started out making relatively small sales. You worked hard learning about your products or services and how to sell them. You worked on yourself and achieved significant success. But you now want to make larger sales.

  • ROI For Sales Training

    12 December 2018

    Most companies have a sales team. They make calls, organise meetings, speak with prospects, and aim to hit monthly targets. And most of the time, they do fine. Sufficient guidance can be provided internally, by line managers or more experienced team members.

  • Take the Side of Your Customer: Consultative-Partner Selling and the Stakeholder Approach

    4 October 2018

    We recently published a longer than usual, but hopefully interesting blog which asked the question: ‘what is a good organisation?’ A difficult question to answer conclusively, but on the blog we used the stakeholder model to suggest that while a good organisation will inevitably mean different things to different people, an organisation that aims to

  • What is a ‘Good’ Organisation? Profitability, The Stakeholder Approach, and Employee Engagement

    30 August 2018

    Is there such a thing as a ‘good’ organisation in today’s marketplace? And what does it mean to be one? It depends of course on the criteria we use to judge whether an organisation is ‘good’ or ‘bad’. Profitability is perhaps the most obvious criteria – an organisation is not going to last very long

  • Measure What Matters – How to Set Goals Like They do in Silicon Valley

    15 June 2018

    When Bill Gates gives a book review, you know that the book is probably worth a read. Well, the second wealthiest man alive recently posted a review of venture capitalist John Doerr’s new book on his Gates Notes blog. Titled Measure What Matters Doerr’s book is about an approach to setting goals and achieving operating

  • What’s Your Communication Style? 4 Tips To Increase Effectiveness

    4 May 2018

    When communicating with others, whether colleagues or clients, on the job, in meetings, or on the phone, we all tend to stick to our habits. But often those habits are unhelpful. Perhaps we rarely take the opportunity to speak up and give voice to our views and opinions – finding it difficult for example to

  • Is Yours an Agile Organisation? How Management Training Can Help You Make the Transition

    20 March 2018

    The recent March-April 2018 issue of the Harvard Business Review provides a guide for the way the concept of ‘agile’ is changing how organisations hire, develop, and manage their people. A concept taken from the tech world, ‘agile’ refers to a set of innovation methodologies which have been revolutionizing the IT and tech world over the

  • Leadership, Self-Leadership & Emotional Intelligence – an Interview with Jonathan Forrest

    22 February 2018

    At LDL we are always on the lookout for exceptional individuals to join our consultancy team. With his last major corporate role as a Director at Goldman Sachs, Jonathan Forrest is one such individual, and we are delighted to announce that he has recently joined LDL as a leadership and personal development consultant. To introduce

  • Star Wars: The Last Jedi – 4 Leadership Lessons, Quote by Quote

    5 January 2018

    Welcome to January! We hope that 2018 is going to be a prosperous year for you and your business, and that you are excited about the year ahead. But whatever your goals for the new year we can still hold on to the memory of the festive season – including its more memorable cinematic experiences. For the