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How Do You Define Value?

The concept of value is an endemic factor of business life. Every organisation is selling ‘value’; every purchaser (whether another business or consumer) is looking to buy ‘value’. So what exactly is value? When helping […]
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Seven Steps to Sales Competencies

If the talent of your sales organisation follows the usual distribution curve you will have a few star performers, a few poor performers and the majority there or there about occupying the middle ground. What […]
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The Ten Blockages to Learning at Work

Over the last thirty years colleagues have been frustrated at organisations not supporting their employees in learning, managers who feel training their people is a waste of money and individuals who believe that attending training […]
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Scary Sales Stories for the Campfire

Want to hear about scary sales people?  Step this way… The sales guy who was spotted asleep at the wheel of his car outside a major customer (missing his appointment) with a copy of Covey’s […]
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Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found […]