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Use your meta differentiators in sales

How To Use Your ‘Meta Differentiators’ To Increase Sales

Posted on October 12th, 2020

As an experienced seller you know the importance of selling the difference. To succeed in a competitive market you need to know what your differentiators are and how they benefit your customer. In this new era of virtual selling another differentiator is emerging – the meta differentiator.

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virtual instructor led training

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

Posted on July 1st, 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 it’s difficult. Travel restrictions, uncertainty over social distancing and general unease around group meetings make it a non-starter. The solution is VILT – Virtual Instructor Led Training.

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Virtual selling

3 Keys To Virtual Selling Best Practice

Posted on May 15th, 2020

In response to social distancing selling has changed, perhaps forever. Virtual sales meetings, typically using Zoom or MS Teams, are now being used by almost everyone. Virtual selling is the new normal. But this poses the question – If everyone is selling on screen how can you stand out and differentiate yourself? What is best practice?

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Working from home

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

Posted on March 27th, 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.

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Kim Scott

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

Posted on January 31st, 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’.

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Can You Engage & Motivate Your Team?

Posted on November 28th, 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.

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ROR in sales

Win More Sales With ROR

Posted on November 6th, 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.

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Is This Disease Harming Your Sales?

Posted on September 11th, 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.

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Personal Leadership Is Where It Begins

Posted on July 17th, 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.

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trust in sales

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

Posted on May 22nd, 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.

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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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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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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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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, 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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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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