Blog

Stories are the most effective form of human communication, more powerful than any other way of packaging information. Stories are the cornerstone of consciousness and a sneaky way to persuade people. Great influencers understand the power of stories, anecdotes and best practices and use them to lead more successful business conversations.

The number 1 difference between Top Performers and the Rest is the ability to maximise sales at existing accounts. Cross- and up-selling* tactics are undoubtedly highly effective and yet few organisations have them incorporated.

The digital age has fundamentally changed the way customers can learn about and buy products and services. 74% of business buyers told Forrester they conduct more than half of their research online before making an offline purchase. Such well-informed buyers obviously won’t be convinced by a standardised sales pitch anymore. This blog post addresses 8 drastic shifts sales has undergone in the past years and how you should change the mindset of your sales team accordingly.

Sales success is far more than having a good product or service and selling it at the right price says Lee Durham, managing partner at Newcastle-based sales performance company durhamlane. It starts with some thoughtful prospecting before tough negotiations for win-win success.