Entries by JennyBooth

How sales culture turned one company’s weakness into its greatest strength

Tuesday April 26, 2016:  It was the penalty of success. When software firm Ideagen started buying smaller rivals it found itself repeatedly having to absorb their motley and often demotivated sales teams. The calibre of their work varied alarmingly as many had been over-managed and under-led, chief customer officer Ben Dorks told the APS at […]

The woman who teaches leaders to sell themselves

Tuesday April 19, 2016: Take a long, hard look in the mirror, advises Mary Spillane, a former White House speechwriter who coaches some of the world’s most successful sales teams and business leaders. Do you project energy and confidence? Have you updated yourself with the changing times? Or is there a sell-by date glaring out from […]

Sales training is money down the drain

Thursday, April 14, 2016: Conventional sales training is money down the drain, with 80 pence in every £1 wasted, warns Lance Mortimer, chartered occupational psychologist with Level 3 communications. “Training must die,” Mortimer told the Association of Professional Sales’s seminar on Understanding the Psychological & Behavioural Elements of Resilience in Sales. An expert with more […]

Masters of destiny: What sales professionals can learn from elite sports people

Thursday, April 14, 2016: Science has already supplied the answer to what makes a more effective sales team. The trouble is, almost no-one is yet putting it into practice, says business psychologist Ian Price. He told today’s seminar, at the Association Of Professional Sales (APS), the answer is fostering optimism. To cope with the psychological […]