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closing still counts

Consultative Sales Training – Closing Still Counts

Posted on April 24th, 2017

Some people say that in the era of consultative-partner selling, closing is no longer necessary. An article recently published in a management journal quoted a trainer who wrote, ‘Forget about those closing techniques.’

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coaching feedback

Coaching and Feedback – Why, How, What?

Posted on March 24th, 2017

  As a training consultancy we know that one of the most important things an organisation can do to engage and develop its people is to embed regular practices of feedback and coaching. The question for managers and leaders is: are you or your organisation missing out on the gains?   According to a recent Read More

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Neuroscience Leadership

Neuroscience for Performance Management – an Interview with Dr. Maryam Bigdeli

Posted on March 3rd, 2017

  Spring has arrived, and with the appraisal meetings and performance ratings which often occur at this time of the year, it is a great moment to reflect on your organisation’s approach to performance management. In particular, what can neuroscience teach us about this vital aspect of leadership? We asked LDL consultant and PhD neuroscientist Read More

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leadership lessons star wars

Leadership on Film: 5 Lessons from Star Wars: Rogue One

Posted on January 6th, 2017

  Perhaps over the course of the festive season you had time to indulge yourself in a few trips to the cinema. If so, then you might have seen Disney’s latest addition to the Star Wars saga, Star Wars: Rogue One.   The new film is designed as an immediate prequel to the original classic, Read More

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Black box thinking

Black Box Thinking: Towards an Organisational Growth Mindset

Posted on December 2nd, 2016

  No one ever sets out to fail or to do a bad job, and yet inevitably factors can conspire to turn even the best-laid plans awry. How do you and your organisation handle failures when they occur? The answer is more important than you might think.   In his recent book, Black Box Thinking, Read More

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Sales skills for entrepreneurs

Sales Skills for Entrepreneurs and Start-Ups

Posted on November 8th, 2016

  In today’s high-tech age, many entrepreneurs and start-ups do not think sales skills are particularly important. The idea is that a product or service should be good enough to sell itself, and if it isn’t – if you need to invest in ‘sales skills’ – then you should probably go back to the drawing board Read More

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how to build a perfect team

How to Build the Perfect Team: The Importance of Psychological Safety

Posted on October 12th, 2016

  At the National Sales Conference last week, Will Greenwood spoke about the England Rugby World Cup winning team of 2003. As you may already know, England’s team at the 2003 Rugby World Cup was one of the best sporting teams that the country has ever produced. Martin Johnson, Lawrence Dallaglio, Jonny Wilkinson – it Read More

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social media for business

Why Social Media is Good for Business

Posted on September 6th, 2016

  Social media is hard to ignore – it’s everywhere. People use it to communicate, to share, to speak with their friends, to build their networks, to seek recommendations, to follow and make decisions around brands. It doesn’t look set to go anywhere soon – the number of reported social media users was up 10% last year.   Read More

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Storytelling sales

Storytelling in Sales – 4 Steps to Craft a Compelling Narrative

Posted on August 19th, 2016

  According to many of the world’s most pre-eminent cognitive scientists, an appetite for storytelling is hard-wired into the human brain. From ancient legends and heroic folk tales to modern-day TV boxsets, we humans have been telling each other stories for thousands of years. And as new research has shown, we don’t do it simply Read More

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Muhammad Ali

3 Lessons In Greatness From Muhammad Ali

Posted on June 19th, 2016

  Perhaps the greatest sporting icon of the twentieth century, Muhammad Ali deserves to be remembered around the world for his flying fists and indomitable persona. “Muhammad Ali was the greatest” wrote Barack Obama in one of the more significant tributes to the late superstar athlete: “He shook up the world, and the world is Read More

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Leicester City FC

How to Build a Winning Team – 5 Lessons From Leicester City FC

Posted on May 20th, 2016

With previous claims to fame relating largely to an association with Walkers Crisps and to the unexpected discovery of the remains of King Richard III, Leicester City – an East Midlands city which lies on the River Soar – has suddenly been inundated by top journalists from all over the world.

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Return on Investment for sales training

ROI For Sales Training

Posted on April 12th, 2016

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.

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David Bowie

Embracing Change with David Bowie

Posted on February 6th, 2016

David Bowie has appeared all over the press in recent weeks. Every newspaper and media outlet in the country seems to have been celebrating the life of the late singer-songwriter who inspired so many millions of people over the course of his career.

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Lead a Team

ILS – Inspirational Leadership Skills

Posted on January 29th, 2016

Inspirational Leadership gets results. It’s about recognising that your most precious possession is the people who work for you, and having the skill to draw out the very best in their performance.

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Star Wars leadership

Star Wars: The Force Awakens – Leadership Do’s and Don’ts

Posted on December 18th, 2015

When Disney paid $4 billion for Lucasfilm three years ago, it was surely only a matter of time before Harrison Ford, Carrie Fisher and Mark Hamill would be donning leathers and lightsabres again, due to return to a long time ago in a galaxy far far away…

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The Intern movie

Leadership Lessons In Mentoring – ‘The Intern’

Posted on November 12th, 2015

Starring Robert de Niro and Anne Hathaway, comedy drama The Intern was released in cinemas across the UK in October. ‘The intern’ of the film, Ben Whittaker (de Niro) is a 70-year-old widower growing restless in retirement who decides to apply as a senior intern at an online fashion site founded and run by thirty-something entrepreneur Jules Osten (Hathaway).

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The Energy Bus book

The Energy Bus – Book Review

Posted on October 3rd, 2015

Since it was first published, millions of people worldwide have read The Energy Bus. Overall, it is a good read: well-written and light-hearted, The Energy Bus introduces the importance of positivity to anyone wishing to get more out of their life and work.

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Confidence

How To Strengthen Your Confidence

Posted on October 1st, 2015

We each have two voices in our head – one says you’re great, you’re having a good day. The other says you’re going through a weak patch, you’re not at your best. Which is the stronger? The one you feed.

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Success is caught

Success Isn’t Taught, It’s Caught

Posted on September 15th, 2015

Your ability to get going rubs off on other people and boosts their performance. No question. The more energised, joyful and alive you feel, the more energised, joyful and alive those around you will feel – just as a result of working with you.

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Win new business

3 Keys To Winning New Business

Posted on August 26th, 2015

You’re involved in a major sales pitch. After months of work you’re told, with regret, that you have not won the business.

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personal leadership

The Habit of Personal Leadership

Posted on July 13th, 2015

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.

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stay focused

Focus on the Outcome

Posted on June 16th, 2015

In sport, the performing arts and business, focus is essential, but what exactly is focus? Focus is a quick form of mental preparation. To use it, simply lock your mind on to the picture of the outcome you want.

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negotiation

Is That Negotiable?

Posted on June 2nd, 2015

Imagine you sell telecommunications solutions and you are making your final presentation to the board of a call centre provider.

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positivity at work

Positivity Lifts Results

Posted on May 19th, 2015

New research in psychology and neuroscience has confirmed a hard link between mindset and success. Positivity in the workplace produces measureable results.

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Credibility-200x135

Build Credibility – Be a Specialist

Posted on April 1st, 2015

What do you bring to the table? The more you specialise in an industry, the better sense you will have of the problems and opportunities that can be uncovered.

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Price crumbling

Don’t Be A Price Crumbler

Posted on March 3rd, 2015

So you have identified a potential customer, built rapport with them and used your sales skills to get them to want to buy from you. But once they have decided to buy, they turn their attention to getting the best deal, the best price, the best terms. They start to negotiate.

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Brain2-200x135

Neurochemistry In Leadership

Posted on February 6th, 2015

One person tells you something kind and respectful, another person says something critical and negative. Which will you remember longest?

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Solution selling

Are You Selling Solutions?

Posted on January 25th, 2015

Since time immemorial, converting features into benefits has been ground zero for sales skills. But it’s no longer enough. Your customers have heard it all before and they’ve stopped listening.

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Risk-200x135

How Well Do You Reduce Risk When Selling?

Posted on January 20th, 2015

Are you a safe supplier? Buying is a risky business. If you want to persuade customers to buy your solution, you must first convince them that the risk of doing so is low.

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Sell against competition

How To Sell Against Competition

Posted on December 9th, 2014

When you cut away the layers selling against competition, comes down to one core concept – Sell The Difference.

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