durhamlane - Selling at a Higher level

Don’t leave it to your gut feeling!

Posted by Richard Lane on Aug 23, 2016 12:00:00 PM

It’s long been an attractive prospect for salespeople to ‘go with their gut’ feeling. There’s something quite satisfying about the reliance on instinct, maybe because it suggests some kind of God-given aptitude for sales that kicks in and guides your way. It says: “I’m a salesperson. I’ve got this.”

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Topics: Sales Training, sales strategy, business development

Sales momentum: Find it, build it, and hold on to it

Posted by Richard Lane on Aug 16, 2016 1:00:00 PM

"Regaining momentum takes three times as much energy as sustaining momentum,” according to US business author, Dan Pink. So, what does ‘momentum’ look like in your sales team? Incoming phone calls from prospects, emails from satisfied clients and recommendations on social channels would be a good place to start.

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Topics: sales performance, Sales Training, sales motivation

My Life and Sales: why I love my Job...

Posted by Janine Rupf on Aug 2, 2016 12:00:00 PM

Will Dooley is a senior sales executive in our Outsourced Sales and Business Development division. A graduate, with good prospects, Will’s decision to pursue a career in sales was met with surprise from his friends and family. But his enthusiasm and dedication has challenged their view. Here, he explains what attracted him to the job and why he believes sales should be given more value as a respected vocation.

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Topics: sales graduate, recruitment, graduate scheme

Simple But Effective Ways to Cope With Stress in Sales

Posted by Luke Robinson on Jul 19, 2016 12:00:00 PM

The sales profession can be highly rewarding, but it has also a reputation of being one of the most stressful jobs. As a consequence many sales people quit the field each year as they simply can’t take the hammering day in, day out. Those who continue to stay on this roller coaster can often find themselves crippled with stress. If they don’t find effective ways to relieve their stress level, it can have a negative impact on both professional and personal life.

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Topics: sales performance, sales motivation, coaching

Pokémon Go – And what it says about the transformation of Nintendo

Posted by Janine Rupf on Jul 15, 2016 9:19:40 AM

Six months ago Nintendo was declared dead. But with the release of the augmented reality (AR) app Pokemon Go last Tuesday, Nintendo was able to resurrect its entertainment business. This worldwide phenomenon has increased Nintendo’s stock by $9 billion in just two days and has already eclipsed Twitter and Tinder user numbers. Was Nintendo just lucky to hit spot on the mark with this game?

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Topics: News,, business transformation, Innovation

Seven Reasons for a Great Career in Sales

Posted by Phil Mulvain on Jul 12, 2016 2:12:44 PM

In the UK, an estimated 7% of the working population are employed in sales, some 2.2 million. Yet the reputation of the job lags behind other careers. Only one university in Britain offers a degree in the subject, and the others give short shrift to it as a prospect for their graduates.

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Topics: sales graduate, recruitment, leadership

9% fall in value of North East service exports

Posted by Lee Durham on Jul 8, 2016 2:01:36 PM

In the wake of the EU referendum on 23 June, the spotlight is increasingly focussed on international trade. The services export estimates released today for 2011-14 by the Office for National Statistics (ONS) show steady growth across the UK as a whole. In the North East, however, the estimated export figure fell from £3706 million in 2013 to £3382 million in 2014 – a reduction of almost 9%.

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Topics: Insider, News,, trends

"Good Ethics is Good Business"

Posted by Anthony Usher on Jul 7, 2016 12:00:00 PM

In the opinion of many sales and ethics don’t go together. In fact, the general view is that salespeople engage in exaggeration, stretch the truth about product benefits or availability and push people into a purchase they don’t need. Unfortunately, such coldblooded salespeople still exist, but they will never turn out to be successful in the long-run.

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Topics: growth, leadership, sales strategy

How The Northern Tech Sector Can Grow Into Maturity

Posted by Janine Rupf on Jul 5, 2016 12:00:00 PM

The UK tech sector is fuelling growth up and down the country. With the industry going from strength to strength Britain gains a competitive edge worldwide and attracts investors from around the world.

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Topics: News,, growth, TechIndustry

Grounded Leadership in Volatile Times

Posted by Alison Freer on Jun 28, 2016 12:00:00 PM

“The landing was very dynamic….”, said British astronaut Tim Peake of his return to earth in a Soyuz capsule, that landed charred and on its side in a barren Kazakhstan field last week. Yet this violent journey was all part of the European Space Agency’s plan, and the mission was heralded an overwhelming success.

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Topics: leadership, coaching, change management