Virtual Selling – Part 4: Use the tools in the virtual kitbag…

Virtual Selling – Part 4: Use the tools in the virtual kitbag…

Customer Relationships, Virtual Selling
Virtual Selling – Part 4: Use the tools in the virtual kitbag… Back to basics and joining the 1% club Following the COVID crisis, customer interaction has been stripped back to the very core; no-frills, focus on the basics & keep it simple. Grappling with survival, organisations using even the basic approach, are facing challenging client relationships. But with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As discussed in our previous articles; Part 1,…
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Virtual Selling – Part 3 What’s your story? Simple squared….

Virtual Selling – Part 3 What’s your story? Simple squared….

Presentation Skills, Virtual Selling
Virtual Selling – Part 3 What’s your story? Simple squared…. Back to basics is challenging enough For many organisations the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. Even that basic approach challenged client relationships as organisations grappled with survival within an ever-changing landscape, far from complete information and the impossibility of predicting the future…even the very near future. As identified in previous articles Part 1 & Part 2; we talked about the likelihood that ‘virtual’ meetings will remain the norm and become a permanent feature into the future, as well as the 1% virtual sales club; those few who use the best practices of virtual meetings to sell to a customer and excel in customer engagement, all…
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Virtual Selling Part 2: Understanding the human element….

Virtual Selling Part 2: Understanding the human element….

Selling, Virtual Meetings, Virtual Selling
Virtual Selling Part 2: Understanding the human element…. The ‘new’ norm For many organisations, the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. But now, with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As identified in our previous article; Virtual Selling part 1: Preparation we talked about the 1% virtual sales club; those few who use the best practices of virtual meetings…
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Leadership in a crisis…

Leadership in a crisis…

Crisis Management, Leadership
A crisis tests organisations…and true leaders Markets growing steadily, systems turning smoothly, profits churning in nicely. You get the odd thing come up that, luckily, you have time to dwell upon or kick to committee but, generally, running organisations in good times can be relatively straight-forward. Then, crisis hits and those problems you thought were big, suddenly dissipate into insignificance as the safety of your people and survival of your organisation is threatened. This is the situation that many leaders face right now during the COVID-19 outbreak. For many, they will not have faced such a potential existential threat before. There may not be a reservoir of organisational memory for them to lean on. In the 2008 banking crisis, the treasury and finance departments of many nations had to dust…
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Engaging Executives – no big deal, right?

Engaging Executives – no big deal, right?

Flexing Style, Presentation Skills, Teams
One of my fascinations with learning in the business context over the past 26 years, is that, whilst it might not sound ‘exciting’, the skill of being able to ‘present’ to others, is still right up there at the top of the list of things that can make or break you, as you rise through the ranks on your journey to stardom in business (whatever version of that appeals to you). Let’s be honest; this is the quickest way to make a name for yourself to the maximum number of people, in the shortest amount of time. Let’s look at the context here… This could be a simple ‘sit down’ one-on-one meeting with a peer or your bossIt could be ‘your time to shine’ at the board meeting in front…
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70-20-10, that old chestnut

70-20-10, that old chestnut

Coaching, Leadership
With no line manager support, it is highly likely old habits will slowly creep back after any learning intervention. Here are my top 10 tips to help support others. Those of us in the learning and development field will be very familiar with the cry of ’70-20-10’. In fact, the principle of learning impact being focused around the combination of ‘on the job application’ (70), ‘coaching support’ (20) and ‘training’ (in whatever guise it happens to be) counting for a lowly 10 percent, is well documented and backed by solid evidence. So, this is NOT about that…because whilst there are other theories out there…broadly there is no reason to challenge this paradigm. Is coaching support available? What this is about, is the ‘20’. I have an unwavering conviction around this;…
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Leadership by not turning up?

Leadership by not turning up?

Leadership, Teams
Why don’t leaders turn up for training… Imagine your favourite sports team. Like most teams, the chances are they’ll be training most of the time. Now just imagine that the team captain doesn’t turn up for training. What would happen? How successful do you think that team would be if the team captain didn’t show up? How long would the players tolerate it before the team captain had a revolt on their hands? It would be unthinkable but this is what happens all the time in business. The captain doesn’t show up. We’re not talking Excel training… I’ve trained teams all over the globe, in multiple industries. The standout events, the ones with the most impact? Where the team captain turns up, participates, takes feedback and demonstrates leadership by driving…
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Process? What process?

Process? What process?

Commercial Collaboration, Selling
Why good sales needs a good process... But it’ll stop me….. What do you think when you hear the word ‘process’? Putting that question to salespeople tends to elicit two extreme responses. Firstly, it’s often “love it, gives me structure, that’ll help” or, very frequently, an internal scream – “it’ll restrict me, I can’t be myself, I don’t want to be a robot”. Which camp do you fall into? In a previous article, I spoke about how most people have a negative attitude towards sales and how only around 5% of buying experiences are truly a positive, value adding experience for the customer. How do you get into the 5% club? You need a process and you need to practice it. Why a process helps you handle pressure Sales can…
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Let’s hear it for the sales team

Let’s hear it for the sales team

Selling
Why does sales get such a bad rap? Anything but sales… Let’s play word association - “Sales”.  What do you instantly associate with that word? Honestly now. The usual response to this game are words like ‘dodgy’, ‘shifty’, ‘dishonest’, ‘pushy’, ‘talks too much’. That’s just the polite stuff. In my experience, across continents, cultures & industries the response is the same, time and again. The really sad thing is that I normally play this word association game during sales programmes WITH the sales teams. This is what they say about their own discipline! Marketeers, doctors, accountants, logistics experts, actors, nurses – these professions and many more seem to pass the dinner party test, “what do you do?”. Sales? Oh no. The job title gets mangled and contorted with great creativity…
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Be Successful in Your Own Business

Be Successful in Your Own Business

Customer Planning, New Business
The top 3 things it takes to be successful in your business https://youtu.be/fupdqjRwjig One of our founders, Alex Selwood, has been interviewed about his thoughts on what skills are useful when managing any business or customer. 1. Be clear about what IT is. 2. Know that it WILL be hard graft! 3. Be tenacious and don't give up! Watch the video for more and let us know your comments. How much do you agree? Or disagree?! #InspireEnableSupport #EFG #TopTips #BeASuccess
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