Skills blog

The phrase ‘People are our most valuable asset’ is often used in workplaces, but it’s not entirely accurate. The truth is that the ‘right people’ are the most valuable asset. Therefore, excellent recruitment practices are crucial, particularly when hiring managers and salespeople

The biggest complaint customers have about salespeople is that they seem to know very little about their business, and make no attempt to learn more. Conversely the highest compliment a customer can give you is, ‘You understand our business.’

It is flattering to imagine that you can sell in such a way that the customer ends up asking you for the business, rather than you needing to ask them. But people rarely bite immediately on hearing a pitch – you have to ask. With the introduction of all the ‘new’ ways of selling especially […]

As a manager in today’s hybrid and increasingly turbulent economy, it is useful to step back and think about how motivated the individuals in your team are. Without motivation, the product doesn’t matter, and the idea doesn’t matter – because no one will be motivated to take any action. On our management training courses, we […]

How are you perceived by your target market? That’s ‘positioning’. Your most valuable asset is your reputation, it acts as a magnet for new business leads. Customers will choose you because of your reputation – that’s the real value of your brand

Whether you are in sales or management, confidence is the key ingredient that will allow you to succeed. When your confidence goes up, your competence goes up. People who believe in themselves put more into the task at hand and persist longer, increasing their chance of success. Learning new sales or management skills alone is […]

Selling has changed. 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?

It’s a fact of life, no one out there in your market has any interest in your products, your services, or your company. They don’t care what you offer. They really don’t. Instead people are interested in THEIR business, in solving THEIR challenges, in learning new ways THEY can operate

As a modern manager, your ability to inspire those around you and improve their results will set you apart. It will accelerate your career perhaps more than any other factor. Recognising that your most precious possession is the people who work for you, and having the ability to draw out the best