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  • Members Home | The Sales Club
    and military personnel both have in common In the build up to our first flagship event of 2016 with Simon Weston CBE The Sales Club team has been reflecting upon what makes both business and military leaders successful Qualities of a successful Best Practice Do you know your competitive advantage At one of our recent leaders events we heard from John Thorpe The focus of the event was around resolutions and results We also discussed competitive advantage John shared with us this book Creating Competitive Advantage by Jaynie Smith Best Practice An idea to help you tackle a challenge in 7 minutes Looking for a more creative way to process your issues and challenges This short exercise will help you and your team to quickly and effectively deal with some of the challenges and issues that you face The process Leadership What did we learn from An Entrepreneurial Mind set We recently heard from our incredible panel of Entrepreneurs around how an entrepreneurial mind set can help sales performance Here in no particular order are 30 ideas you can add to your own take aways from the night Tools Techniques Incentives and Rewards The 6 essential takeaways following our event with Dan Kelly Sales and Marketing Director of Corporate Rewards Leadership The Perfect Team 30 Ideas from Will Scott Will Greenwood and Scott Quinnell offer their ideas on building the perfect team by drawing upon their experiences from the world of rugby and their work with the charity the School of Hard Knocks Here in no particular order are 30 of their News The Sales Club has merged with Transform People International Gordon McAlpine CEO of The Sales Club says We passionately believe that this is a very exciting and progressive development for The Sales Club This merger will bring

    Original URL path: http://www.thesalesclub.co.uk/members-home?destination=node/339 (2016-02-17)
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  • User account | The Sales Club
    Contact Search form LinkedIn Twitter YouTube The Sales Club Events All Events Leaders Events Rising Stars Events Members Members Home Partners Member News Solutions After Hours Introduce a Member Members LinkedIn Group Library All Articles Best Practice Tools Techniques Inspiration Development Other Leadership About Leaders Membership Rising Stars Membership Leader Testimonials Rising Stars Testimonials The Secret Millionaire Contact You are here Home Primary tabs Log in active tab Request new

    Original URL path: http://www.thesalesclub.co.uk/user/login?destination=node/273 (2016-02-17)
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  • Partners | The Sales Club
    behaviours in a way that is aligned to the organisation goals and values Solutions are delivered through a blended model which means designing components such as events workshops webinars SMS messaging books surveys and action learning sets We have delivered award winning programmes in over 50 countries for clients such as American Express Maersk Lloyds Banking Group Deloitte Vodafone and more Ian is the author of the bestselling book 100 BIG IDEAS TO HELP YOU SUCCEED Ian Price ian price sales mind co uk Sales Mind Sales Mind helps sales teams lift mental performance through a five point programme that addresses the reduction of ineffective busy ness the skills of focus and mindfulness performance and recovery to maximize mental energy the learned behaviours of optimism and self confidence and the application of active listening and empathy in building relationships Ian is a CEO turned business psychologist and an expert in work effectiveness His book The Activity Illusion was published in 2011 and was rated a book we all need to read by the Chartered Management Institute www sales mind co uk Keith McMain keith mcmain st ltd co uk Sales Transformation Sales Transformation Limited is a specialist business development company that works with organisations that are committed to transforming their sales effectiveness and producing exceptional outcomes They believe that companies succeed by having the best people the right training outstanding sales processes and access to superior market intelligence They offer support both tactically on large value complex opportunities and strategically as part of company wide business improvement programmes Keith McMain has extensive sales experience with HP CSC Capgemini Keane and iTnet and before founding Sales Transformation in 2010 he had sold over 1 5bn of new business for his various employers Mark Williams mark williams sales mind co uk Sales Mind Sales Mind helps sales teams lift mental performance through a five point programme that addresses the reduction of ineffective busy ness the skills of focus and mindfulness performance and recovery to maximize mental energy the learned behaviours of optimism and self confidence and the application of active listening and empathy in building relationships Mark is an experienced Sales Director and has also run sales force development consulting projects with clients including Cable and Wireless Virgin Media BT Cisco and Kraft Foods Matt Dixon DixonM executiveboard com CEB Matt Dixon Managing Director of Strategic Research at the Corporate Executive Board CEB is driven by his desire to question conventional wisdom in business tirelessly challenging assumptions that cost companies dearly in terms of wasted money and lost market opportunity As a senior member of CEB s global research team Matt has overseen numerous research studies on all aspects of customer service strategy sales productivity He regularly presents the findings to senior executives and management teams around the world Matt co authored the international bestseller The Challenger Sale revealing that Challenger sales reps significantly outperform relationship builders Matt also frequently blogs for the Harvard Business Review the CEB s Sales Executive Council

    Original URL path: http://www.thesalesclub.co.uk/partners?destination=node/273 (2016-02-17)
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  • User account | The Sales Club
    Contact Search form LinkedIn Twitter YouTube The Sales Club Events All Events Leaders Events Rising Stars Events Members Members Home Partners Member News Solutions After Hours Introduce a Member Members LinkedIn Group Library All Articles Best Practice Tools Techniques Inspiration Development Other Leadership About Leaders Membership Rising Stars Membership Leader Testimonials Rising Stars Testimonials The Secret Millionaire Contact You are here Home Primary tabs Log in active tab Request new

    Original URL path: http://www.thesalesclub.co.uk/user/login?destination=node/310 (2016-02-17)
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  • Overcoming The Challenges to Roll Out Challenger in your Organisation - An Interview with Leader, Mike Bee | The Sales Club
    people s performance a bit better What more can I do to motivate my team This along with lots of changes within Eisai saw me looking at what else was out there We rolled out Challenger because like any other industry we have challenging turnover and profit targets We had lost 2 of our established brands to patent expiry after 20 years you lose patent of a drug and we lost both within one year of each other We had prepared for that and structured accordingly We had a look at what we were expected to deliver and driving the top line was the easiest way to maintain growth Organic growth was the way forward and we were looking for a way to accelerate our growth and Challenger was an element of this The Sales Club also helped hugely with Challenger because I had heard about The Challenger Sale through The Sales Club so when others at Eisai were talking about it as a potential approach I already had a good knowledge of it How are you ensuring this transition phase to Challenger is as painless as possible The coaching time by the field managers with their teams is really important We put lots of emphasis on this and we expect our managers to be with their teams 4 of the 5 days a week in meetings pitches etc An organisation can sometimes contribute to this not happening by pulling the managers away but we think they are core to rolling out Challenger successfully I have a team of 16 all of whom have lots of experience and have been trained well but now we are asking them to do it in a very different way which can be hard to accept if what they are doing now is working well for them It is not a one stop shop It takes time and the opportunities need real coaching investment People will make mistakes and will sometimes revert back to how they have always done it It can cause a lot of heartache for some as it is like an internal challenger process as some will struggle being out of their comfort zone To some extent we are all creatures of habit and no one really likes change Challenger has shaken all of us out of our comfort zone myself included as we are still in that evolution process I can t yet say if it has transformed our results as we only started rolling it out six months ago However there are definitely green shoots of progress You have to be patient with and supportive of your people There will be personal internal challenges for some people We aren t going to achieve our commercial goals by doing it the way it s always been done We do tend to carry on doing the same things if they work So when you are asked to do something different it is difficult because your inner voice tends to say Why

    Original URL path: http://www.thesalesclub.co.uk/library/overcoming-challenges-roll-out-challenger-your-organisation-interview-leader-mike-bee (2016-02-17)
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  • Sales Revenue In Focus As Economy Recovers | The Sales Club
    globalised world Second only to a company s core brand the sales function can arguably be regarded as the most important asset a business owns For the first time there s a realisation that the future of companies depends on sales and marketing in a way that it never has before says Professor Neil Rackham who advises large corporations on their sales strategy Whereas in previous years organisations may have relied on product innovation or mergers and acquisitions to expand now the focus is on organic growth and that usually implies taking business from the competition If we can t out innovate our competitors what are we going to do The answer is we outsell them says Professor Rackham There s an increased interest in sales in the boardroom he adds citing the changing focus of boardroom advisers down the years from efficiency experts to mergers and acquisitions specialists to today s sales and marketing consultants The nature of sales is changing too indeed selling is undergoing an almost head to toe transformation Sales forces are expensive to maintain so transactional selling is increasingly moving online into the domain of marketing The trend is for sales forces to be slimmed down but filled with higher quality recruits focused on much more complex business problems Essentially the role of the traditional product focused rep the talking brochure is fast disappearing and being replaced by a more rounded businessperson with excellent communications skills There s a higher level of job for fewer people says Professor Rackham That said he warns that figures around the number of people involved in selling can be confusing Although there are fewer people in direct sales roles there are more people in support activities with sales in their titles The boundaries of sales are expanding as more companies recognise its importance he says Meanwhile the marketing function with its newly acquired responsibility for transactional sales through its traditional responsibility for websites brand and advertising is in some ways becoming more sales like Especially in the United States it is increasingly being allocated formal targets designed to drive transactional sales Increased Complexity This increased complexity in the sales landscape it s now multi channel and closely coupled with business strategy necessitates a more professional approach right up to the highest levels Professionalism is now the big focus with employers and salespeople increasingly looking for professional sales qualifications that are transferable between roles Evidence can be seen in the expanding number of university sales courses and in company academies as well as accredited courses and qualifications from professional bodies such as the Institute of Sales Marketing Management Buyers too are becoming more professional and looking towards co creating value rather than the traditional adversarial approach According to the Chartered Institute of Purchasing and Supply whose 106 000 global members make up the world s largest procurement and supply professional organisation purchasing and sales working together always achieves more satisfactory and competitive results Today the best salespeople are welcome in

    Original URL path: http://www.thesalesclub.co.uk/library/sales-revenue-focus-economy-recovers (2016-02-17)
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  • Changes at The Sales Club | The Sales Club
    All Articles Best Practice Tools Techniques Inspiration Development Other Leadership About Leaders Membership Rising Stars Membership Leader Testimonials Rising Stars Testimonials The Secret Millionaire Contact Library Changes at The Sales Club You are here Home Library Changes at The Sales Club The Sales Club team is changing with the departure of Jessica and Emma who are both moving to digital agencies in London They have both helped tremendously in driving The Sales Club forward over the past year and although they are certainly a loss to the team we wish them the very best in their future careers But The Sales Club is continuing to embark on an exciting journey of exclusive events specialist content and innovations to ensure the experience of members continues to get better and better Charlotte will now be heading up our Digital Marketing and will be a regular face at our events We also welcome Kate Roberts who is a highly experienced Events Manager and will be responsible for ensuring our events continue to provide members with exceptional quality and value Charlotte Williams Kate Roberts More News It s Official Mimecast is 10 Years Old A New Chapter for The Sales Club Social Media The

    Original URL path: http://www.thesalesclub.co.uk/library/changes-sales-club (2016-02-17)
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  • A Few Words From QinetiQ | The Sales Club
    few words in the run up to our September 9th event A Day at QinetiQ High Flying Sales Culture Theory into Practice You are here Home Members A Few Words From QinetiQ About QinetiQ QinetiQ are People Who Know How An independent provider of impartial technology based advice test and evaluation with global revenue ending in March 2013 revenues of 1 33bn As a key supplier to the Ministry of Defence we re working on over 1 000 defence contracts at any one time 95 of our UK people have national security clearance that allows them to work on government contracts QinetiQ employs 10 500 people worldwide The Day s Activities The theme of the day is all about turning theory into practice in creating a high flying sales culture As sales practitioners and leaders we hear much about latest sales theory and what makes a great sales person but back in the job it s not always as easy to translate that into practical actions and outputs that drive a wider sales culture to change for the better throughout a team or organisation QinetiQ has had to do just that through its transition from being part of a Government Department to a fully privatised listed company in the competitive global Defence and Security market Listen to a little of QinetiQ s practical change story in sales and challenge yourselves to identify and plan practical ways to turn sales theory into sales culture and practice back in your teams Then understand how those positive practical actions can have a much wider impact than you might think with Steve Smith former Olympic High Jumper drawing together the parallels between business and sport in practical leadership of culture change All this will take place on a working military airfield where you will

    Original URL path: http://www.thesalesclub.co.uk/library/few-words-qinetiq (2016-02-17)
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