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Ian Helps

Think Time

Ian Helps / 28 January 2013
The Foundation for Sales Leaders to Realise Their True Potential "As a sales leader, how much time do you spend thinking?" This challenge was offered to a group of business and sales leaders by Sir Graeme Lamb, KBE, CMG, DSO, former Lieutenant General in the British Army at Global Sales Transformation event held recently by Consalia. You will have your own unique response. Sir Graeme stunned our audience by stating that he routinely spent 1/3 of his time reflecting, or “white wall staring” as he called it. This blog sets-out why thinking time matters for sales leaders. Sales is faced ...
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Philip Squire

Tactful Audacity & The Challenger Sale

Philip Squire / 14 January 2013
Do we now need to consider a paradigm shift in the way we in the sales industry think about selling? A new research study and the subsequent book, 'The Challenger Sale' has recently been making waves in the field of sales. Its findings further fuelled the suggestion that a major shift in perceptions is required for "what good looks likes like in terms of selling effectiveness". This is a far cry from the traditional focus of addressing productivity of sales forces through a 'competency' and 'process based' perspectives, which even after large scale investment often yields little or no long-term ...
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