Partner Content

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21 12, 2018

Pester Power – How to negotiate with your kids at Xmas

By |2018-12-21T12:00:52+00:00December 21st, 2018|Huthwaite International, Partner Content|0 Comments

Feeling the pressure to spend to ensure your children are happy on Christmas morning? Huthwaite International's CEO and negotiation expert, Tony Hughes is here to help you manage your children's expectations in the run-up. As the seasonal toy-advertising blitz reaches its peak, parents are under substantial pressure to overspend on presents. The advertisers, for now, are winning. Research by Mintel suggests that the average person will spend £300 on Christmas presents [...]

11 12, 2018

Sales Enablement: The Latest Trends & Developments You Need To Know

By |2018-12-11T07:12:54+00:00December 11th, 2018|Miller Heiman Group, Partner Content|0 Comments

Sales force enablement is among the fastest growing functions in the entire sales industry, and for good reason. When implemented properly, an enablement initiative can help to boost a team’s sales skills, provide them with the right tools and content and generally improve sales performance metrics. Source: Authored and contributed by: Miller Heiman Group

4 12, 2018

Needs & Wants Are OK, But Problems Are Even Better

By |2018-12-04T08:22:24+00:00December 4th, 2018|MTD Sales Training, Partner Content|0 Comments

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘motivation session’ would solve the issue. He replied that everything else was OK, so it can only be motivation that’s the problem. [...]

3 12, 2018

Lessons From the First Virtual Workers: Salespeople

By |2018-12-03T09:02:09+00:00December 3rd, 2018|Miller Heiman Group, Partner Content|0 Comments

In major cities around the world, you can’t turn the corner without running into a co-working office. These membership-based spaces offer all the perks of working at a sleek startup (coffee and snacks, flexible workspaces, trendy decor, etc.) without the investment in footprint. Source: Authored and contributed by: Miller Heiman Group

27 11, 2018

ATTENTION: The New Sales Currency

By |2018-11-27T06:39:30+00:00November 27th, 2018|MTD Sales Training, Partner Content|0 Comments

The last five years has been remarkable in the propensity for new sales models. Each one is a stage further in the evolution of the sales process and its ability to get the buyer to invest in what’s best for their business. But it’s one of the older models that we return to for inspiration here. You’ll no doubt remember the AIDA principle for sales and marketing, representing the four stages [...]

26 11, 2018

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

By |2018-11-26T08:04:08+00:00November 26th, 2018|Miller Heiman Group, Partner Content|0 Comments

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. Source: Authored and contributed by: Miller Heiman Group

20 11, 2018

What do the best sales people look like?

By |2018-11-20T08:43:17+00:00November 20th, 2018|Advance, Partner Content|0 Comments

I am frequently involved in conversations with C Levels and Sales Leaders that relate to improving sales productivity, and how to deliver predictable revenue growth. Inevitably, I am often asked what it is that the best salespeople do and why I refer to Commitment Based Selling. After meeting thousands of sales professionals there is a simple explanation and, more importantly, how you can move the average performer to replicate the best. [...]

16 11, 2018

Will AI Eliminate Sales – or Save It?

By |2018-11-16T07:09:06+00:00November 16th, 2018|Miller Heiman Group, Partner Content|0 Comments

"Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few options for fast, healthy, inexpensive meals Source: Authored and contributed by: Miller Heiman Group

13 11, 2018

Why Storytelling Is Becoming The #1 Sales Skill To Master

By |2018-11-13T11:06:58+00:00November 13th, 2018|MTD Sales Training, Partner Content|0 Comments

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery. Whatever it was, the fact we were regaled with a story gave us a taste for using our imagination. It added spice [...]

12 11, 2018

Do you have the infrastructure to enable Sales Excellence and deliver Predictable Revenue Growth?

By |2018-11-13T11:04:30+00:00November 12th, 2018|Advance, Partner Content|0 Comments

We address the common issues experienced by most organisations with a simple sales enablement model concentrated on Leadership, People and Processes all focused on the customer. We concentrate on your Lead and Opportunity Management so you can deliver Predictable Revenue Growth. It’s worth remembering you get what you inspect not what you expect. The key is effective coaching, a sales process roadmap and sales process management. This ensures the enablement of [...]