Sales Training And Consulting

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Understanding Confirmation Bias

Published on February 10, 2016

Introducing Value Drivers #2 How does a customer hear you? – Understanding Confirmation Bias Before I continue posting about the value divers of top performing sales people, it’s worth understanding Confirmation Bias, which comes from psychology research into cognitive bias.

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Introducing Value Drivers

Published on February 10, 2016

Value over price. How and when does that happen? I’ve been lucky enough to have been part of or lead teams where we have won the business at a (sometimes much) higher price than our competition. When we asked our new client why they chose us, the most common response was something like “we felt … Continue reading Introducing Value Drivers

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Unanticipated Solutions

Published on February 15, 2016

Introducing Value Drivers #3 Value over price. How and when does that happen? This my third post to introduce four Value Drivers from Neil Rackham’s research into the attributes of world class salespeople. To help us understand the forces at play in these insightful customer conversations, Neil Rackham introduced the concept of “pattern recognition… as … Continue reading Unanticipated Solutions

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Broker of Capabilities

Published on February 29, 2016

Introducing Value Drivers #4 Value over price. How and when does that happen? This my fourth post to introduce four Value Drivers from Neil Rackham’s research into the attributes of world class salespeople. Next week, my final Blog in this series will give you some ideas on how top performers delivered these value drivers. As … Continue reading Broker of Capabilities

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Who is MHI Global

Published on March 7, 2016

Miller Heiman, Achieve Global, Huthwaite, Impact Learning Systems, Channel Enablers and CSO Insights have merged to form MHI Global — the world’s most powerful sales and service performance company. These acquisitions are part of a long term strategy for MHI Global to be a global one stop shop in sales, client engagement, customer excellence and talent management. … Continue reading Who is MHI Global

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MHI Global: Empowering Growth

Published on March 7, 2016

Empowering growth about building a range of elements that drive competitive advantage. These elements include talent, process, organisational enablement, management execution, access to research and a heap of drivers of growth. Have a look….. 

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Achieving World-Class Sales Performance

Published on March 7, 2016

For many successful organisations, growth has been the result of particular ignition points. An ignition pint is a moment that defined their future success, such as a key win, a successful investment, acquisition or retention of a key client, retention or acquisition of great talent etc.. It can be really valuable to consider the impact of ignition points, past … Continue reading Achieving World-Class Sales Performance

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The Power of Perspective – MHI Global

Published on March 7, 2016

The next step in customer engagement.  More and better informed customers who introduce the salesperson or client executive much later later in their buying process The result for salespeople include longer sales cycles and dealing with more Buying Influences. The flip side however is account retention rates have increased!  Sales models continue to evolve and … Continue reading The Power of Perspective – MHI Global

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Exploring Value Drivers – The Unseen Opportunity

Published on March 22, 2016

Value over price. How and when does that happen? This is another post to explore how top performers achieve significantly greater success. To prepare these posts I have drawn on Neil Rackham’s research into the attributes of world class salespeople. Through truly insightful client centric conversations (the ones where the client walked away saying “that … Continue reading Exploring Value Drivers – The Unseen Opportunity

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Ability to Link Solutions to Stakeholder Needs

Published on June 3, 2016

Here’s a Challenge… MHI Global is just about to release the 2016 Sales Best Practices Study – a piece of continuous research that has been running for 14 years with data from over 35,000 respondents internationally. This is one of a series of posts to discuss the Study’s findings in the Australia/New Zealand region. This … Continue reading Ability to Link Solutions to Stakeholder Needs