Blogs Executive Assessment Leadership Development

Brexit. The Ultimate Strategic Sell (Part 1).

There is no doubt that Theresa May has a very difficult job on her hands when the country appears so divided. A lot has been written about her leadership style and whether she is sufficiently flexible to broker a deal that is acceptable to all sides.  But what if the issue is not her ability to lead but is more to do with her ability to sell? In fact, the whole Brexit process certainly fits our definition of a ‘strategic’ sale i.e. it is a complex negotiation that takes place over an extended timeframe and involves multiple stakeholders.

Blogs Sales Development

Why does sales training fail?

In short it is about motivation, not ability. I’m going to make this really personal. My first ‘real’ job was a sales role. I was attracted to a career in sales at the time because my house mate who had graduated a year before me had embarked upon his own sales career and was enjoying all the trappings of success; a flash company car, full Sky Sports package and no concerns when it came to paying for our regular Sunday evening Domino’s pizza.

Blogs Sales Development Sales Leadership Sales Recruitment

Do your technical experts have the Acuity to be successful in strategic sales?

Jo is a technically brilliant accountant who has worked hard to climb her way up to the upper echelons within a large management consultancy firm. Along with her strong technical skills, Jo has always been great with clients, providing an efficient, flexible and supportive service, building relationships based on trust, and providing insight and advice that really adds value.  Jo has just been promoted to Partner and she is delighted – with one exception: It’s the first time that Jo has been given a sales target to meet. Jo does not see herself as a salesperson. She knows she is great at what she does, but now she is also expected to bring in significant amounts of business and will be judged accordingly.

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