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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Feel the fear of presenting…and do it anyway!

Feel the fear of presenting…and do it anyway!

Business Storytelling, Inspiring People, Presentation Skills
Feel the fear of presenting…and do it anyway! Top 10 Tips for success. Within the field of ‘Presentation Skills’ (for want of a better descriptor), I have noticed at times, the deep discomfort that some people have in this area.   I am not talking about those who are ‘new to presenting’. I am also talking about some people - senior and experienced leaders, whose job it is to engage their businesses and motivate their teams. Their ‘deep fear’ of presenting dramatically affects their approach to this necessity – some avoiding it at all costs, some experiencing massive stress in the build up to an ‘event’, and others simply doing a lack-lustre job. The impact on them, their teams and their organisation is huge…and in some cases presents career-limiting barriers as they are considered unable to communicate…
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…but I can’t possibly present without my slides…

…but I can’t possibly present without my slides…

Business Storytelling, Presentation Skills
The pitfalls of slide reliance... Picture the scene: Just before a ‘significant’ presentation is about to start. Preparation? Check.Slides done? Check.Deep breathing exercises done? Check. Good to go…and then...then disaster strikes: The computer driving your presentation crashes...and the ‘blue screen of death’ appears. What? You forgot to bring a spare copy on a jump drive? You are stuck. But you shouldn’t be stuck, should you? Now, consider what has just happened (in fact, it may have happened to you). Consider the impact it has on you, your audience, and your reputation. Disaster? (well, perhaps not disaster, but not a great way of getting your messages across, that’s for sure!) Disaster averted This set of circumstances should not be the disaster that many would expect: In fact, quite the opposite….it should…
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Flexing Style…taking the decision to adapt…

Flexing Style…taking the decision to adapt…

Flexing Style, Leadership, Teams
Flexing style…taking the decision to adapt… Emotionally Intelligent behaviour has been spoken about for years; it’s one of my favourite paradigms for ‘getting on in life’. Daniel Goleman’s work on this subject pretty much proves what many of us believe; that in order to connect with others, you need to understand yourself first and then the impact you have on those around you. Once you have figured out what’s going on for them…you can then make a choice about how you are going to interact, the premise being that your ability to connect with those around you counts far more than your ability to be ‘smarter’ than them (the IQ vs EQ argument). Do opposites attract? No new news there then (I hear you think!). There are so many tools…
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Something about team relationships…

Something about team relationships…

Coaching, Leadership, Teams
Something about team relationships… the focus and importance managers place on them…or not England's emphatic victory in their FIFA World Cup group match against Panama in 2018, made it two wins out of two and guaranteed their place in the coveted knock-out stages of the tournament. This success contrasts wildly with their anticipated fortunes, as predicted by many expert commentators before the tournament commenced. This made me reflect on, amongst other things, how well the manager, Gareth Southgate, built a squad that has seemingly gelled so well and shows all the signs of a close knit, supportive team. His appointment drew questions and criticism from a number of quarters, a lack of big tournament experience and an average club management record, to name two. The proof of the pudding has…
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If a job’s worth doing…I may as well do it myself

If a job’s worth doing…I may as well do it myself

Coaching, Leadership
IF A JOB’S WORTH DOING…I MAY AS WELL DO IT MYSELF Heard it before? Said it yourself? Hmmmm….so what is the impact of this? In my experience, this leads to our teams becoming de-motivated, outcomes being compromised, and us becoming frazzled. So, what’s the problem? I often experience people telling me that they are so busy, that they don’t have time to spend quality moments with their teams; coaching and supporting them through their development. The perception and excuse is often related to the fast pace of today’s business world…but I would challenge that. I have been in business way longer than today’s technology which has sped up our world, and whilst that means that things happen faster, I still remember the ‘time issue’ being at the very epicentre of…
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A question about questions

A question about questions

Great Questions, Selling
Questions concept I remember growing up there was a book called 'All that you wanted to know about (insert topic), but were afraid to ask.' I was reflecting on this recently and on my experience of working with over 15,000 sales people over the past (nearly) 30 years. I find it extraordinary, that one of the most common ‘objections’ I receive, when talking with people about asking great questions, is that they often feel awkward about doing that and they are concerned about what they will discover as a result. Most sales people are afraid to ask the ‘right’ questions Those seasoned sales people out there reading this may be thinking “Well, that’s bonkers”…but ask yourselves “why would that be the case?”. Is it because 95% of sales professionals that…
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The Sales Pitch: What NOT to do…

The Sales Pitch: What NOT to do…

Creating Connection, Customer Relationships, Selling
It’s been a heck of a ride, running a business for the past 19 years. So many mistakes, so many lessons, but what a joy it is to see it take shape, evolve, respond to today’s needs…but also to remind ourselves that the one constant is people. They are humans too, and when you need to win a piece of business, inevitably you will need to pitch to win that business, and if you are to win that business, you need to win the hearts and minds of those humans... I thought it would be interesting to look through the other end of the telescope for once and share with you what I have learnt about how NOT to win business. All you need to do is the opposite, to…
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