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  • Sales Process or Sales Methodology? | The Sales Club
    sales process focuses on opportunities that are good for our organization That is they are good business for us they fit our strategies they fit our ability to support them they are with the customers we are trying to attract and they are aligned with our culture and values as an organization That s why every company has a unique sales process Every company has different strategies different cultures different values What is good business and a great customer for one company may be terrible for another What is a sales methodology Sales methodologies are different Sales methodologies are usually developed by sales training vendors or consultants They represent unique approaches to driving sales effectiveness and developing sales skills There are as many sales methodologies as there are sales training companies to tell the truth it s sometimes difficult to differentiate them Some of the big names include Solution Selling Customer Focused Selling Provocative Selling SPIN Selling Large Account Strategic Account Selling Insight Based Selling Challenger Selling Consultative Selling and on and on and on Many of the sales training methodologies started with a specific focus For example SPIN Selling started with a focus on discovery and a questioning methodology to understand and probe into customer problems Miller Heiman s Large Account Selling originally focused on expanding share and growing presence in large accounts Some methodologies tend to be focused more heavily on a certain part of the sales process For example Challenger focuses more on the very front end of the process providing insights that motivate the customer to take action and change Some methodologies focus on negotiation which occurs at the end of the sales process How does my sales process fit the sales methodology Sales methodologies are often confused with sales process but as I ve outlined here they are different Each vendor has a generic process embedded into their methodology so if an organization doesn t have a sales process they can use the generic vendor supplied process But here s the problem with the generic sales process it means the way we sell semiconductors is the same way we sell enterprise software is the same way we sell machine tools is the same way we sell investment packages is the same way we sell mining equipment It doesn t make sense does it Or here s another problem If we don t have a sales process and our closest competitor doesn t have a selling process and we both use the same generic sales process from the same sales training vendor we would be undifferentiated Now you can start to see the problem with not leveraging your unique selling process If we buy a sales methodology we need to insist the vendor adapt their approach to our sales process not to their generic sales process If we don t we risk confusing salespeople getting zero adoption of either and not getting the best results possible Which sales methodology is right for my company Which sales

    Original URL path: http://www.thesalesclub.co.uk/library/sales-process-or-sales-methodology (2016-02-17)
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  • Eurostar to Paris: Summary | The Sales Club
    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 Library Eurostar to Paris Summary Read the highlights from our exciting Eurostar to Paris event with training on the train and an interactive session in Paris making it a one of a kind experience You are here Home Library Eurostar to Paris Summary Overview Gordon McAlpine CEO of The Sales Club welcomed our Leaders onboard for our Eurostar to Paris event where the theme for the day was The Sales Person s Secret Code led by Ian Mills and Mark Ridley from Transform People International Mini workshops during the journey provided members with the opportunity to share and compare challenges to generate ideas to drive sales performance Upon arriving in Paris Leaders enjoyed a networking lunch and highly interactive feedback session following the workshops that created some fantastic debates and insights being shared Executive Summary Transform People International have put together a summary presentation with voice over covering the key themes and nuggets from the day Have a listen here More Tools Techniques Profitable Key Account Management End Death By Powerpoint The Sales Force

    Original URL path: http://www.thesalesclub.co.uk/library/eurostar-paris-summary (2016-02-17)
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  • Master Time Management From Inside Out | The Sales Club
    it is a valuable resource We should not spend it unwisely or give it away Leaders who are masters of time know when to put a stop to activities that do not contribute to their purpose The word NO can sometimes be the greatest time management tool of all Plan time Planning for how to spend your time enables you to work far more efficiently than figuring it out as you go What is planned happens because planning leads to action Prioritize time To master time management is to set priorities among your goals There is never enough time to do everything but there is always enough time to do what is important Delegation time To make the most of the precious resource of your time learn to delegate Hire others to do the work so you can have more time to work on what is valuable to you Give less important tasks to others Don t spend time on unimportant tasks and then wait for the important ones to get done They won t Simplify time Work on one task at a time Do not start another task until the one you are working on is completed Sustainable success and high productivity require concentrated effort Be focused and in return you will end up being productive Unblock time Where are you limiting yourself from reaching your goals Find out what may be within yourself that s blocking you and eliminate it immediately Get rid of any behaviors or thoughts that are self sabotaging Spend time in reflection Everything you do everything you want to achieve is the result of time spent in reflection Evaluating your goals is as important as achieving your goals The biggest time waster is not spending the time to focus on what is important By

    Original URL path: http://www.thesalesclub.co.uk/library/master-time-management-inside-out (2016-02-17)
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  • How To Speak So That People Want To Listen | The Sales Club
    About Leaders Membership Rising Stars Membership Leader Testimonials Rising Stars Testimonials The Secret Millionaire Contact Library How To Speak So That People Want To Listen Have you ever felt like you re talking but nobody is listening Here s Julian Treasure to help you fix that As the sound expert demonstrates some useful vocal exercises and shares tips on how to speak with empathy he offers his vision for a sonorous world of listening and understanding You are here Home Library How To Speak So That People Want To Listen Why you should listen Julian Treasure is the chair of the Sound Agency a firm that advises worldwide businesses offices retailers hotels on how to use sound He asks us to pay attention to the sounds that surround us How do they make us feel productive stressed energized acquisitive Treasure is the author of the book Sound Business and keeps a blog by the same name that ruminates on aural matters and offers a nice day by day writeup of TEDG lobal 2009 With almost 2 million views on TED his presentation is well worth a watch Julian Treasure How to speak so that people want to listen More Tools

    Original URL path: http://www.thesalesclub.co.uk/library/how-speak-so-people-want-listen (2016-02-17)
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  • $37 Billion Is Lost Every Year On These 9 Meeting Mistakes | The Sales Club
    than the expert Studies from the University of Utah show that people have a terrible time of distinguishing experts on a given topic from the loudest person in the room As associate professor Bryan L Bonner tells the Wall Street Journal we rely on messy proxies for expertise like extroversion gender or race instead of actually listening to the content of what they re saying Just because they re loud doesn t mean they re right You drink too much or not enough coffee A study on the effects of caffeine on meetings found a surprising gender difference When men drink coffee during stressful meetings they perform worse When women do the same they perform better While the researchers couldn t say for certain they infer that the difference lies in how the genders tend to respond to stress The psychology blog Research Digest reports that women take on a collaborative mutually protective style known as tend and befriend whereas men usually exhibit a fight or flight response and the former is a better fit for meetings You count the time not the tasks Facebook COO Sheryl Sandberg doesn t wait to end a meeting at the 15 30 or 60 minute mark As Fortune reports Sandberg s days are a flurry of meetings that she runs with the help of a decidedly undigital spiral bound notebook On it she keeps lists of discussion points and action items She crosses them off one by one and once every item on a page is checked she rips the page off and moves to the next If every item is done 10 minutes into an hour long meeting the meeting is over In other words set the agenda accomplish each item and then get out You show up late A whopping 37 of meetings start late mostly because someone attending it was late This leads to the latecomer feeling rude while the waiting staffers feel disrespected upset and frustrated all of which drive down performance You get exhausted from surface acting There s lots of surface acting at work where you manage your emotions by showing the right one for the context when you feel otherwise Like if you just had a text fight with your partner before talking to a customer or attending a meeting and then have to pretend to be happy A 2013 study found that surface acting takes attention away from actually getting the work done in the short term and leads to burnout in the long term You invite too many people Amazon s Jeff Bezos follows the Two Pizza Rule no meeting should have more people than can be fed with a pair of pepperoni pies This not only allows for quicker decisions it also lets teams test their ideas without the interference of groupthink the Amazon exec s biggest pet peeve Meeting EtiquetteYou eat during the meeting Unless everybody else is eating you shouldn t a Two Pizza rule for the team is great a

    Original URL path: http://www.thesalesclub.co.uk/library/37-billion-lost-every-year-these-9-meeting-mistakes (2016-02-17)
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  • Impactful Structure - Three Easy Ways to Order Your Content | The Sales Club
    Position our world is currently like X Problems and X is causing us problems because of Y which means Bad Thing Z Possibilities given this we only have three viable options which are Propose I recommend we do the second option because Please Call To Action therefore please can you 2 Why Vision Act great for leaders communicating to their teams This one starts with the leader creating the need for change She then gives clarity and direction by focusing on the long term desired future The final step is to close with the short term actions necessary to achieve it Why why change is needed Vision the long term future vision is for us to look like Act therefore the next steps are that we should start X stop Y and continue Z 3 Walloping can be very impactful when presenting to senior teams Most senior teams I ve spoken to don t rate the presentations they see from their reports They re too long un structured and without a clear Call To Action What a waste both of the Execs time and all those lost opportunities for the presenters This Walloping Structure below is quite polarising it certainly isn t appropriate in all cases But when it is it s very impactful And it s a great way of getting yourself heard if you re delivering a short presentation in the middle of a full day board meeting Wallop hit them with a big problem did you know we re needlessly wasting 4million every month Down make the wallop worse to build the pain that equates to nearly 50million a year Every year A couple of years from now this is going to be around the 100million mark Up bring them back up by explaining your proposal and

    Original URL path: http://www.thesalesclub.co.uk/library/impactful-structure-three-easy-ways-order-your-content (2016-02-17)
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  • Tools & Techniques | The Sales Club
    can a salesperson identify who s ready to talk solutions Short of openly communicating dissatisfaction Tools Techniques Sales Process or Sales Methodology David Brock breaks down the key differences between a Sales Process and Sales Methodology and ensuring yours is the right fit Tools Techniques Sales Performance Summit Qualification Read part four of the highlights from our fantastic Sales Performance Summit which featured four expert speakers exploring four core elements of sales throughout the day Tools Techniques Sales Performance Summit Procurement and How To Engage Read part three of the highlights from our fantastic Sales Performance Summit which featured four expert speakers exploring four core elements of sales throughout the day Tools Techniques Sales Performance Summit Selling to the C Suite Read part two of the highlights from our fantastic Sales Performance Summit which featured four expert speakers exploring four core elements of sales throughout the day Tools Techniques Eurostar to Paris Summary Read the highlights from our exciting Eurostar to Paris event with training on the train and an interactive session in Paris making it a one of a kind experience Tools Techniques Sales Performance Summit Dealing with Adversity Read part one of the highlights from our fantastic Sales Performance Summit which featured four expert speakers exploring four core elements of sales throughout the day Tools Techniques Eurostar to Paris Executive Summary Read the highlights from our exciting Eurostar to Paris event with training on the train and an interactive session in Paris making it a one of a kind experience Previous Articles Tools Techniques Eurostar to Paris Executive Summary Read the highlights from our exciting Eurostar to Paris event with training on the train and an interactive session in Paris making it a one of a kind experience Tools Techniques 5 Tips For Newly Promoted Sales Managers You did it You got that big promotion to sales manager that you ve worked so hard for After years working hard as a sales rep and bringing in big deals you ve finally made it to the next level But how can you ensure that you re successful in Tools Techniques Master Time Management From Inside Out Each one of us has 24 hours to our day 18 400 unique minutes How we master our time makes a big difference Tools Techniques People s Personalities Can Change When They re Driving And Writing Your personality shouldn t change in email the way it can when driving Andy Bounds shares his tips on ensuring your writing always sounds as if it is coming from yourself and not a corporate robot Tools Techniques How To Speak So That People Want To Listen Have you ever felt like you re talking but nobody is listening Here s Julian Treasure to help you fix that As the sound expert demonstrates some useful vocal exercises and shares tips on how to speak with empathy he offers his Tools Techniques How To Run An Impactful Meeting Last week Andy looked at three of the four things

    Original URL path: http://www.thesalesclub.co.uk/library/tools-techniques?destination=node/307 (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/305 (2016-02-17)
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web-archive-uk.com, 2017-12-15