Sales education

From Sales Directors to Growth Directors

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Redefining the role for better buyer engagement and enhanced customer centricity In today’s rapidly evolving business landscape, the traditional role of a sales director is undergoing a significant transformation. As companies increasingly focus on building long-term relationships with their customers and fostering sustainable growth, it may be time to reconsider the title of “sales director” … Read more

Why is trust so important in sales?

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How acting ethically and meeting high standards grows business Trust is the foundation of any successful sales relationship. As a salesperson, building trust with your customers is essential to understanding their needs, addressing their concerns and closing the deal. When buyers trust you, they are more likely to share their problems, believe in your solutions … Read more

Enhancing Sales Mental Health: Insights from the ISP Round Table

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Sales is renowned as one of the most stressful professions, often leading to burnout. We believe that improving the wellbeing of salespeople is crucial for enhancing performance and achieving better revenue outcomes. Our recent round table discussion brought together industry leaders to address this critical issue and explore solutions. Key Aspects of Wellbeing The round … Read more

Value Realisation Reviews

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Chris Whyatt explains how Value Realisation Reviews are a systematic approach to ensuring customer value is realised and acknowledged. “Delivering Value is fundamental to keeping and growing business – but we rarely ask if that is happening”. Value is a word thrown liberally into most sales conversations, but how often does sales check with the … Read more

Three steps to effective communication

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ANISE FROST looks at how you can learn to communicate with a calm confidence that is so natural it looks effortless In this article, Anise Frost, who has coached hundreds of senior leaders to become effective communicators, sets out nine simple strategies in three steps, looking at behaviours, actions and training to help you communicate successfully … Read more

Trust is a mental attitude

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Doug Strycharczyk looks at why trust might be more about you than what others are doing or saying Trust matters. It matters in sales where relationships – internal and external – matter. A lack of trust gets in the way of performance, wellbeing and teamworking. It also matters in leadership, where creating trust is crucial. … Read more

The power of good questions

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Shelley Walters explains how what you ask when, can open new doors to sales success Throughout our education, we have been conditioned to believe that success hinges on having all the answers. From early classroom days to advanced professional training, the main focus has been on acquiring knowledge and providing solutions. But this can leave … Read more

Selling sustainable solutions

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GAVIN COULL explains how a new approach to sales has put the environment and engineering centre stage Heavy engineering and the environment might not sound like an obvious ecological partnership, but SKF, market-leaders in machine bearings which keep the wheels of industry running, are working with customers to employ green solutions with positive results for both … Read more