by Leann Webb | Jan 2, 2019 | Driving Sales, Strategy, Tendering
I was recently conducting some training with a client’s business development team and we got to the topic of setting objectives for each meeting. When I asked what they thought the objective was for each business development meeting, each member of team had an adamant...
by Leann Webb | Dec 11, 2018 | Driving Sales, Strategy, Tendering
I recently had the extraordinary privilege of participating in a course at Oxford – the Oxford Programme on Negotiation. The programme (which I would normally spell as ‘program’ but out of respect for the programme will spell the English way in this blog) was a 5-day...
by Alisa Cork | Nov 1, 2018 | Driving Sales, Strategy, Tendering
Recently a valued client engaged us to facilitate a ‘Pitch Perfect’ workshop to help several members of their team refine and improve their pitch skills. It is always difficult to provide a critique on a person’s personal communication skills and style, and even...
by Rebecca Johns | Jun 22, 2018 | Driving Sales
Let’s face it, networking looks and feels a lot like a first Tinder date. And just like dating, networking can be hard work as we try to put our best foot forward and search for common ground with complete strangers. When we’re trying to build a network (or find a...
by Leann Webb | Mar 7, 2018 | Driving Sales, Strategy, Uncategorized
Any kind of sale or procurement process almost always involves a phase of client engagement, such as delivering presentations, participating in workshops or being interviewed (sometimes one-on-one, sometimes as a team). This is an area that is very uncomfortable for...
by Leann Webb | Jan 10, 2018 | Driving Sales, Strategy
The other day, a new client was speaking with me about their struggle to convert sales. Their company has a fantastic product with extraordinary proven results, but their prospects don’t seem to ‘get it’ enough to go through with a purchase. The more...
