The LDL Blog


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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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8 Ways To Build Your Resilience

Posted on November 5th, 2014

Resilient people in leadership and sales roles cope well with high levels of pressure and bounce back quickly from setbacks. Resilient people cope well when the going gets tough.

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