Welcome to the LDL Blog

Michelle Obama

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

Posted on April 9th, 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 Read More

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Sales-differentiators

What If Your Sales Differentiators Are Elusive?

Posted on March 19th, 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 Read More

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Learning

How to Develop a Learning Culture

Posted on March 13th, 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 Read More

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Presentation skills training

5 Voice and Speech Tips – Learning from the Italians?

Posted on February 8th, 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 Read More

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Want to make larger sales?

Want To Make Larger Sales?

Posted on January 24th, 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.

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Return on Investment for sales training

ROI For Sales Training

Posted on December 12th, 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.

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Selling effectively

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

Posted on October 4th, 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 Read More

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Stakeholder model

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

Posted on August 30th, 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 Read More

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measure what matters

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

Posted on June 15th, 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 Read More

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assertive communication

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

Posted on May 4th, 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 Read More

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Agile management training

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

Posted on March 20th, 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 Read More

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leadership

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

Posted on February 22nd, 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 Read More

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star wars leadership

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

Posted on January 5th, 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.   Read More

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trust in sales

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

Posted on December 8th, 2017

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.

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successful management team

Leadership Training – 5 Tips to Help You Move Beyond the Carrot and the Stick

Posted on October 23rd, 2017

  On a previous blog post, our neuroscience for leadership specialist Dr Maryam Bigdeli spoke about the need for organisations to move beyond the carrot and the stick principle in their approach to performance management.   Maryam explained that the problem with such systems is that the fear of the ‘stick’ can easily override the Read More

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Presentation Skills Training

Presentation Skills Training – A 3 Step Structure for any Presentation

Posted on September 15th, 2017

Three decades of management and sales training have convinced us that there is one skill any high potential must master – become an effective presenter and speaker. Nothing, but nothing, will build your confidence more effectively.

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Negotiation price challenge

Negotiation Training – How to Tell if Your Client’s Price Challenge is a Ploy

Posted on August 2nd, 2017

  One of the most effective tactics available to buyers is the price challenge. It is very simple to use, and can be very effective. Perhaps you have heard one of these before:   “I like your proposal, but this is all I’ve got.” “What? You want to charge how much? That’s much more than Read More

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Customer service training

Customer Service – 3 Tips to Drive Customer Satisfaction

Posted on July 7th, 2017

  “Don’t promise what you can’t deliver”. This might be the most important principle of effective customer service. Because there is quite simply nothing more frustrating than finding out that something does not live up to your expectations.   Take the recent Hollywood blockbuster La La Land for example. Now you were probably aware of Read More

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closing a sale

3 Ways To Close The Sale

Posted on May 31st, 2017

  Building on the discussion of closing in our previous blog post, in this post we are going to share with you three simple ways to close the sale.   Remember: closing is not old hat! With the introduction of all the ‘new ways of selling’ some of the basic building blocks are being overlooked – Read More

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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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Making telephone appointments

Making The Appointment

Posted on October 8th, 2016

You have a lead. How do you get through to the decision maker or key influencer and make the appointment? No matter how you sourced the lead, it pays to plan the call, not just to have a stab at it.

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LinkedIn

How To Write A Good Linkedin Profile

Posted on October 2nd, 2016

You may or may not be a social media aficionado but to be an effective salesperson or modern manager you must know how to write a good LinkedIn profile. 238 million professionals are members and it was only founded in 2003!

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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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