Both up selling and cross selling are a huge part of the essentials of selling.   What is Cross Selling?   Cross- selling is selling further products or services to meet identified needs. It is thinking about what other products and services we have that our...

There are many styles of leadership and in 1970 Robert K. Greenleaf invented the model of servant leadership. So how does it differ from other models? This model is based around serving others (your team) differentiating it from other models which often focus on power...

Change, whilst necessary to move forward, can be hard to implement and hard for others to accept. Often change is announced and others are just expected to accept it. As a leader of change management it is important you have a clear process to follow to ensure you...

Listening is more than just hearing words it's about active engagement, empathy and developing a deep understanding of what is being said. When we improve our listening skills, we improve our overall communication skills and interpersonal skills. Steven Covey...

Just imagine today is the day you begin a new project and you've got a new team, but how can you turn them into a well-oiled machine? How can you determine how they'll approach their work and how can you identify their strengths and weaknesses? Simple! Meredith Belbin...

In 1965 psychologist Bruce Tuckman said that teams go through five stages of development 1. Forming 2. Storming 3. Norming 4. Performing 5. Adjourning   Why do we need to know this? Well as a team leader, whether we are building a new team, taking over an...

  Communication skills is at the heart of sales. Every successful sales person will be a great communicator. Part of communication is being able to ask great questions. Questions are important at every stage of the sales process from creating leads, to building...

The Herzberg Motivation Theory In 1959 Frederick Herzberg conducted an experiment to understand employee motivation and satisfaction. He created two factors used when motivating others: Factor One: Factors of satisfaction or motivators Factor Two: Factors of...

Learn all about the Benefits of Lean Six Sigma     Table of Contents Benefits of Lean Six Sigma in Companies How Customers Benefit From Lean Six Sigma How Staff Benefit Six Sigma was first introduced in 1986 at Motorola and it wasn’t until the 2000’s that...

If your business specialises in B2B sales, you’ll need to get to grips with lead generation. Lead generation is one of - if not the most - important aspect of B2B sales, and it usually takes place in the earliest stages of the sales funnel. You might be wondering how...

Feedback is essential for growth and development for your employees. Knowing the correct approach to giving both positive and constructive feedback is important to be able to create a successful team through behaviours and skills. Using the right communication skills...

LinkedIn™ has become an indispensable tool for businesses looking to boost their sales and overall growth. It is the faster growing B2B social platform and this professional networking platform offers immense potential for connecting with potential customers,...

LinkedIn™ is a powerful platform for professionals to connect, network, and generate leads. One of the most effective tools on LinkedIn for lead generation is LinkedIn™ Groups. It is also one of the most underused. Let’s look at how to use LinkedIn™ Groups to boost...

Leadership’s Role in Change Management   Change is inevitable, but leading change effectively takes skill and preparation. As a leader, how you manage organizational change can make or break your team's ability to adapt. Without the right change management...

We all would like more time in the day – time management is one of our most requested courses – but how can we achieve that?One way is embracing delegation. Not only does it help us with our time management, it also helps leaders with motiving others, increases...

Created by Edward De Bono in 1985 The 6 thinking hats is a critical thinking tool that provides a structure for group problem solving and decision making. Using 6 different coloured hats it encourages people to consider different perspectives when it comes to certain...

How to Improve Your Listening Skills      Listening is a vital skill for anyone to be able to succeed. Whether you are in leadership and management, sales, or simply working alongside others – listening is the key to successful communication skills. Here...

Leadership and management is not just about building the right team, but also having good communication skills, being able to motivate and coach them and setting the right strategy and performance targets. These are all essential leadership skills but a vital skill...

There are two times when most companies consider investing in Sales Training: When they need to train new salespeople When sales are down and results need to improve And whilst both of these are great reasons. Sales Training should be a regular consideration to...

Whether you are a salesperson, a manager, a leader or a colleague - It is crucial to learn how to build and gain trust to get others to want to work with you. When people feel they can trust you and what you have to say, they are happy to work with you. If your goal...