Marlow Sales Academy

Articles

MSA Articles

How to create your best first impression with a client
90 percent of first impressions are made in the first 90 seconds. Here are my 4 top tips for behaviours to help create your best first impression with a...
Selling to Eskimos!
Why I think that the saying that "He or she is such a good salesperson because they could sell ice to the Eskimos" is a sales myth and ridiculous! ...
What makes a really successful sales development programme?
Here I share my “Power of 3×3” – top tips to help create a really successful Sales Development Programme. Download the PDF Firstly what is the definition of a successful sales...
Selling has changed … because buying has changed
We all know that business is becoming more and more competitive and that people have greater and higher expectations. Many of us are expected to do 20% more with 20%...
How well do you really know your customer?
Have you ever lost a deal because you overlooked someone? Here is a practical guide to help you understand the different types of customers involved in making the decision to...

CIPD Characteristics of the New Learning Organisation – includes a great Infographic.

How to develop “power messaging” to differentiate yourself from “Conversations that Win the Complex Sale” by Tim Riesterer.

Oct 2017 Research from Get to Great: How to bridge the gap between Sales and Bids.

Harvard Business Review: Your sales training is probably lackluster, here’s how to fix it.

The forgetting curve and corporate training: Within 24 hours, an average of 70 percent of new information is forgotten!

Harvard on buyers views of 7 common mistakes sales make; such as they are too self centred and cannot converse effectively with senior executives.

Great focus on “Sales Performance” in The Times on 6th Sept 2017. Third party analyst’s reports, Case studies, White papers plus great graphic on What Buyers Want.

Forbes summary of exactly what is Social Selling and how you do it. Aug 7th 2016. 78% of social sellers outsell in comparison to those who don’t use social media.

Neil Rackham on SPIN and how it has been updated and still applies to today’s competitive market place, at APS Conference, June 2016

Practical ideas and interesting research on how to develop your approach to Social Selling.

Beth Rogers from Portsmouth University on Closing the Sales Skills Gap and Outsourcing.

Articles temp-admin September 20, 2017

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RT @Jaynedavids Definitely an episode of @learningnowtv to look out for #MobileVideo #Video #Mobile #Smartphone #MobileDevice #Learning twitter.com/snapsynapse/st…

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RT @HarvardBiz Transitioning between tasks is a key skill s.hbr.org/2JfpTvr

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RT @SimonHazeldine Here is how to present your price to your customer when selling including the way you should print them on proposals or display them on pitch slides #sales #price saleschatshow.com/2018/how-to…

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@timroyds Great to see you Tim . Always interactive and intimate group - sharing and learning from real stories and experiences

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RT @JeremyJacobs Conference Presenting Rules - If you're a speaker or presenter, don't make these two fundamental mistakes.... jeremyjacobs.com/?p=13556 #MC #host #MICE #meetings #conferences #corporatepresenter pic.twitter.com/6T3GiW7L7D

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RT @HarvardBiz Why you should focus your learning on a single topic for several months s.hbr.org/2Lo3U1O

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RT @richardbranson How can you solve problems with a smile? virg.in/Jv8 pic.twitter.com/uL0LIXt2cs

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How to deliver better Sales through effective change and better assessment - looking forward to a Masterclass from Get to Great Founder Chris Whyatt. Come and join us - places still available - including one FREE place as my gues…lnkd.in/e-QuhRE lnkd.in/ezFtpX3

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