Blog

The simple answer is you should care if you care about your customers and care about hitting your sales target. So let's break it down... Partnering intelligence (PQ) is a measure of how well individuals build relationships and cultivate trust while accomplishing...

The world of professional selling is changing at pace and it is more than likely you and your team are not up to speed. This is a frightening prospect when we consider the amount of other pressures many businesses will be currently facing… but it is one we need to...

Modern day selling is anything but simple. Today’s sales arena has more levels of complexity than probably ever before. Indeed, if we look at the military VUCA model, we could argue that all of the elements of volatility, uncertainty, complexity and ambiguity are at...

Extract from the book 'Selling Through Partnering Skills - A modern approach to winning business' by Fred Copestake Are you wasting your time? Because QBRs are a waste of time! There I’ve said it. I will say it again. Quarterly Business Reviews are a waste of time....

… or are they just discovered? Recently I had the privilege to attend a session with the objective of exploring this very question, the conclusion of which I found to be very interesting indeed. Led by Phill McGowan, a serial entrepreneur now also undertaking a Phd at...

Back to School for Sales Professionals - Adapting to Selling in the New Normal Overview The world has changed, and sales professionals need to adapt to be relevant in the ‘new normal’. We are in one of the most challenging times most salespeople will have ever faced....

Extract from the book 'Selling Through Partnering Skills - A modern approach to winning business' by Fred Copestake Table stakes or winning bets? One of the best birthday presents I have received was a subscription to Harvard Business Review (another was a cowboy...

The Changing World of Selling Brave New World I am not saying that the world of sales is dystopian, like that of Aldous Huxley’s ‘World State’, but we have seen and continue to see major advancements. In this chapter we will look at some of those changes and define a...

Do salespeople like training? Well it depends. It depends quite a lot on their growth mindset. Those with a fixed mindset, who believe their talents are innate gifts and cannot be improved tend to like it less than those who believe their talents can be developed...

For a start ‘Keep Calm and Carry On’ is probably the worst advice to give! We are in one of the most challenging times most salespeople will have ever faced. As such it not ‘business as usual’ and to try to address it in the same way as normal by just throwing in a...

'Keep Calm and Carry On' - probably the worst advice to give!  We are in one of the most challenging times most salespeople will have ever faced. It is not ‘business as usual’ and to try to address it as such but just using video conferencing technology is a mistake....

Introduction Whether through choice or as a result of isolation salespeople are spending less time face to face with customers. However this does not have be a negative and indeed the top professional will turn it to their advantage by using the opportunity to do...