Sales Executives Page

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All of the resources on this site, that you could use to develop your sales skills, knowledge, habits, and methods are collected together on this page.

Follow the links for solutions to these sales challenges:

• I am new to sales and need to develop competence

• I need to maintain my professional sales competence

• I need to find more sales opportunities

• I need to get more appointments or sell by telephone

• I need to get through to more senior people

• I need to maintain a regular flow of sales opportunities

• I need to avoid wasting time on sales that don't happen

• I need to develop existing accounts to win more business

• I need to win more high value sales opportunities

• I need to be consistently effective in front of customers

• I need to learn a consultative sales process

• I need to make better use of my time

• I need to be more persuasive

• I need to write better letters and proposals

• I need to make better presentations

• I need to close more sales

• I need to negotiate effectively

• I need to get my sales career moving

I am new to sales and need to develop competence

B2B Sales Foundation - Classroom Course
Lay the groundwork for a solid start to your sales career.
Details here Fees and reservations here

Course materials with one to one coaching - Home Study
Get course materials and unlimited coaching without having to attend the course. Save on travel expenses, travel time, and classroom time.
Fees are £420 (£493.50 inc VAT) Details or Add to basket

The Sales Exam
Through a combination of a self-assessment and a recorded personal review interview, identify your strengths and weaknesses across sixteen aspects of professional sales competence. Use the comprehensive feedback to guide development, seek the right type of sales role, and prove prove professional competence. Details here

You can complete the just the online part of the Sales Exam and receive the standard feedback report and bonus items for £17 (£19.98 inc VAT) Details or Add to basket

Unlock Sales Genius - Article
It's an open secret. Connect your innate brilliance with your opportunities to shine. Here's how

Get that Job - Article
There are good and bad reasons for a change. If the time is right, use this information to get the right job.

I need to maintain my professional sales competence

B2B Sales Master Class - Classroom Course
Be inspired by sales training that reveals the new secrets of success for selling to modern businesses. Detail here Fees and reservations here

Course materials with one to one coaching - Home Study
Get course materials and unlimited coaching without having to attend the course. Save on travel expenses, travel time, and classroom time.
Fees are £315 (£370.13 inc VAT) Details or Add to basket

The Sales Exam
Through a combination of a self-assessment and a recorded personal review interview, identify your strengths and weaknesses across sixteen aspects of professional sales competence. Use the comprehensive feedback to guide development, seek the right type of sales role, and prove prove professional competence. Includes Sales Master Class coaching and materials.  
Fees are £395 (£464.13 including VAT) Details or Add to basket

You can complete the just the online part of the Sales Exam and receive the standard feedback report and bonus items for £17 (£19.98 inc VAT) Details or Add to basket

Self-Assessment Tools
Conduct your own SWOT. Identify your strengths and weaknesses using these low cost self-assessment tools. Details here

All Change - Article
Old dogs beware. Sales people must learn new ways to add value. Read it here

Tomorrow will be yesterday too soon - Article
Following on from ' All Change' follow this link for more on the 'new' new skills.

Register for access to additional material in the Sales Archive:

July 2002 - Advanced Sales Skills

I need to find more sales opportunities

More Sales Leads - Classroom Course
How to find more sales opportunities with less effort and banish those sales famines for ever. Course details  Individual and small group options

Action List - How to make networking worthwhile - £2.95 inc VAT
Details or Add to basket

Action List - Speed up prospect, customer, and market research - £2.95 inc VAT
Details or  Add to basket

To 'Cold Call' or Not - Article
You may hate it. Instead, take control and know for sure if you can forget it or need to get on with it. Click to read

Hate Something - Article
There has got to be a better way to find enough prospects, other than cold calling. There is! There are. Read this article about alternatives.

Get referrals from people you don’t know - Article
You have heard about the six degrees of separation. Here is how to take advantage.
Click here to read the article

Register for access to additional material in the Sales Archive:

November 2002 - Have Customers make your Cold Calls
November 2002 - Funnel and Filter

I need to get more appointments or sell by telephone

Sell by Telephone - Classroom Course
Get through more often, get more attention, and close more sales.
Course details Individual and small group options

Sell by Telephone - Online Learning
Get through more often, get more attention, and close more sales.
Fees are £58.95 (£69.27 inc VAT) Details or Add to basket

Sell by Telephone - Home Study
Includes the online study course, classroom course resources, and unlimited one-to-one coaching. Fees are £105 (£123.38 inc VAT) Details or Add to basket

Register for access to additional material in the Sales Archive:

March 2002 - When You Hate Cold Calling
November 1998 - Five Steps To Confident Cold Calling

I need to get through to more senior people

Unlock the Door - Classroom Course
Contact the right people in the right prospects and win a hearing
Course details Individual and small group options

Unlock the Door - Home Study
Classroom course materials and one on one coaching
Fees are £105 (£123.38 inc VAT) Details or Add to basket

Register for access to additional material in the Sales Archive:

March 1999 - Rifle Shot Prospecting

I need to maintain a regular flow of sales opportunities

Forecast Less - Sell More - Classroom Course
Identify the right opportunities, issues, and actions to maximise sales
Course details Individual and small group options

Forecast Less - Sell More - Home Study
Classroom course materials and one on one coaching
Fees are £105 (£123.38 inc VAT) Details or  Add to basket

To 'Cold Call' or Not - Article
You may hate it. Instead, take control and know for sure if you can forget it or need to get on with it. Read it here

I need to avoid wasting time on sales that don't happen

Forecast Less - Sell More - Classroom Course
Identify the right opportunities, issues, and actions to maximise sales
Course Details Individual and small group options

Forecast Less - Sell More - Home Study
Classroom course materials and one on one coaching
Fees are £105 (£123.38 inc VAT) Details or  Add to basket

Register for access to additional material in the Sales Archive:

January 1999 - Passing Over Bad Prospects

I need to develop existing accounts to win more business

Selling to Sold Customers - Classroom Course
How to win more business from established customers
Course details Individual and small group options

Advanced Account Management - Classroom Course
How to manage relationships with major accounts and maximise sales results
Course details Individual and small group options

I need to win more high value sales opportunities

Enterprise Selling - Classroom Course
How to win more high value sales without neglecting regular business
Course details Individual and small group options

Enterprise Selling - Home Study
Classroom course materials and one on one coaching
Fees are £315 (£370.13 inc VAT) Details or  Add to basket

I need to be consistently effective in front of customers

Customer Led Selling - Classroom Course
Learn a sales process that adds value and leads to the right solution
Course details Individual and small group options

Customer Led Selling - Home Study
Classroom course materials and one on one coaching
Fees are £105 (£123.38 inc VAT) Details or  Add to basket

I need to learn a consultative sales process

Customer Led Selling - Classroom Course
Learn a sales process that adds value and leads to the right solution
Course details Individual and small group options

Customer Led Selling - Home Study
Classroom course materials and one on one coaching
Fees are £105 (£123.38 inc VAT) Details or  Add to basket

Recommended Book - Review here
Let’s get Real or Let’s not Play - by Mahan Khalsa

I need to make better use of my time

TalentDevelopment^® - Classroom Course
Novations’ one-day TalentDevelopment program offers a fresh approach to development and careers emphasizing immediate contribution, individual responsibility, professional growth, and long-term employability.
Details Individual and small group options

Personal Impact - Classroom Course
Performance in a career or life is voluntary. It is a matter of choice. It depends on choosing the right thing to do. Those who find their niche and are able to do what they love, achieve more. On this course, learn how to find your niche and how to maximise your effectiveness. Details Individual and small group options

Recommended Book - Review here
Give me time by the mindgym

I need to be more persuasive

Persuasive Communication - Classroom Course
How to get almost anyone to do almost anything
Course details Individual and small group options

Persuasive Communication - Home Study
Classroom course materials and one on one coaching
Fees are £105 (£123.38 inc VAT) Details or  Add to basket

I need to write better letters and proposals

Proposal Writing - Classroom Course
Learning to follow a simple set of rules governing content and writing quality can double proposal conversion rates. Contact us for course details

The Black Hole - Article
What you can do to avoid the uncertainty that follows submission of a proposal.
Read here

Stomping on Proposal Drudgery - Article
Do more proposals and win more business. Follow this guide to cut down the guesswork or automate your proposal production.

Register for access to additional material in the Sales Archive:

September 2004 - Secrets of an Effective Sales Letter
March 2003 - Write how your readers like to read
February 1999 - Effective Letters & Proposals

I need to make better presentations

Speaking on Your Feet - Classroom Course
Increase confidence, clarity, impact and influence
Course details Fees and reservations here

Speaking on Your Feet - Home Study
Classroom course materials and one on one coaching
Fees are £210 (£246.75 inc VAT) Details

The Power to Speak
Overcome fear, sway opinion, hold attention, entertain, and convince
Details here £9.95 (£11.69 inc. VAT) Add to basket

Presentation Skills and Habits Gap Assessment
Complete this assessment and discover exactly what you should do to deliver outstanding presentations. £9.95 (£11.69 inc. VAT) Add to basket
Includes The Power to Speak e-book worth £9.95

I need to close more sales

Getting the Purchase Order out
Closing the sale is quite different in business to business situations. Use this workshop to to learn how to bring business to business sales to a timely or even early conclusion. Contact us for details

Forecast Less - Sell More - Classroom Course
Identify the right opportunities, issues, and actions to maximise sales
Course Details Individual and small group options

Forecast Less - Sell More - Home Study
Classroom course materials and one on one coaching
Fees are £105 (£123.38 inc VAT) Details or  Add to basket

Register for access to additional material in the Sales Archive:

May 2000 - Why Customers WANT you to Sell
August 2003 - How to Win a Lost Sale
January 2004 - How to Win a Lost Sale Part II
April 1999 - Helpful Decision Support

I need to negotiate effectively

Mastering Negotiation
Practise proven ways to maximise profit while increasing customer satisfaction.
Course details Individual and small group options

Register for access to additional material in the Sales Archive:

February 2000 - Thousands Just for the Asking
November 2000 - Ten Keys to Successful Negotiation

I need to get my sales career moving

TalentDevelopment^® - Classroom Course
Novations’ one-day TalentDevelopment program offers a fresh approach to development and careers emphasizing immediate contribution, individual responsibility, professional growth, and long-term employability.
Details Individual and small group options

Personal Impact - Classroom Course
Performance in a career or life is voluntary. It is a matter of choice. It depends on choosing the right thing to do. Those who find their niche and are able to do what they love, achieve more. On this course, learn how to find your niche and how to maximise your effectiveness. Details Individual and small group options

Managing a Sales Career - Article
There is a science behind career development. Read this article for to learn more about taking control of career development.

Directors Page  Sales Managers Page  Small Business Owners Page  Sales Consultants Page