Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.
What is Mentoring? Why get a Mentor and Why be a Mentor? + Top Tips In this video, I want to answer the question, what is Mentoring? And also why get a mentor and why become a mentor? Watching this video is worth 4 Management Courses CPD Points. This video is part of course module
Read MoreWhat is PESTLE Analysis? In this video, I want to answer the question, what is PESTLE Analysis? Watching this video is worth 1 Management Courses CPD Point. This video is part of course module number 6.4.3 Program 6: Managing within an Organization Course 4: Strategy Section 3: Business Strategy LESSON NOTES ============ PESTLE Analysis is
Read MoreDaniel Pink: To Sell is Human Daniel Pink is not a salesperson, but a skilled writer who specializes in anecdote-heavy popular business books. Pink believes that, and I quote: ‘Like it or not, we’re all in sales now’. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction
Read MoreSollution Selling: Neil Rackham’s SPIN Selling Solution selling is all about finding out what the problem is, and offering a solution. And this is at the heart of Neil Rackham’s approach to sales: SPIN Selling. SPIN is an acronym that will guide you through the diagnosis. The Book of the Course! Sales Skills: A Management
Read MoreMary Kay Ash: The Mary Kay Way of Selling Mary Kay Ash started her working career as a salesperson. But, with her multi-billion dollar Mary Kay Independent Beauty Consultants business, she innovated her way to the sales stratosphere. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction
Read MoreDale Carnegie: How to Win Friends and Sell to Them When selling, a relationship mindset is vital. And Dale Carnegie tells us how we can make friends with the people who buy. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and
Read MoreThe Complex Sale: 101 Complex Sales are, by nature… Complex. And that means this is a big topic. In the late 1990s, I went on a 2-day course, so this video is, necessarily, the 101 version of what has stuck with me. The Book of the Course! Sales Skills: A Management Courses Introduction This book
Read MoreSales Optimization: Upselling, Down-selling, and Cross-selling A good salesperson never wants to leave their customer without making the best sale they can. So you need to learn the art of the upsell. And, for that matter, of the cross-sell and the down-sell. The Book of the Course! Sales Skills: A Management Courses Introduction This book
Read MoreAccount Management: What is Account-based Selling? A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship is called ‘Account Management’. The goal is to win sales
Read MorePricing and Fear of Price This is a course about sales. And most salespeople have no control over the prices of the products and services they need to sell. So, I am not going to talk about the economics, strategy, or internal politics of setting a price. I want to focus on one ubiquitous phenomenon
Read MoreThe 1-2-3 of a Successful Written Sales Proposal In many sectors – especially professional services, where I have had my career – sales are often made with the help of a written proposal. And, while this could be a course all on its own, here are a few tips and pointers. The Book of the
Read MoreCold Calling to Get a Sales Appointment In the professional world, cold calling is not about making the sale, but to move you one step closer. And the most frequent first step is to get an appointment. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to
Read MoreYou Need a Sales Strategy: Which One? If you want long-term success in anything, you need a strategy. And this is never more so than with sales. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or
Read MoreWhat is NLP Modelling? And How do we to Do it? If you do something really well, and get excellent results, then perhaps I can get the same results if I do what you do. So, I might ask you questions and observe how you behave. If I can figure out your formula and apply
Read MoreHow to Qualify Your Sales Prospects Prospects are the people or organizations that might, one day, buy from you. However, all prospects are not equal. So, we need to assess how likely they are to buy, and if they do, when. That way, we can make intelligent decisions about how much time and resources to
Read MoreWhat is the Sales Funnel? The Sales Funnel is one of the most fundamental concepts in selling. So, in this video, I want to answer the question What is the Sales Funnel? The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and
Read More5 Components of a Powerful Sales Attitude A powerful sales attitude for any salesperson consists of five components. Let’s see what they are. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in
Read MoreNLP & Hypnosis: What is the Milton Model? The Milton Model is like an inverse of the Meta Model that we saw in an earlier video. Its purpose is to open up the mind to alternative possibilities. And main way it does this is by being artfully vague! Watching this video is worth 2 Management
Read MoreSales Success Tips: Sales Do’s & Don’ts In this video I share an armful of great tips to boost your sales effectiveness. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales
Read MoreMaster Selling: Why People Do and Don’t Buy People buy for emotional reasons. They may justify their purchase on things like cost, convenience, performance, or sustainability. But, deep down, it’s all about how these things make them feel. Let’s look at the emotions that make people buy, and the things that will stop them. The
Read MoreAfter-Sales Activities [Sales Process Part 9 of 9] The last step in the sales process happens after the sale. But it is important to understand that there are after-sales tasks that, if they get forgotten or are not done well, will compromise the sale you worked so hard to achieve. The Book of the Course!
Read MoreNLP Meta Model: Precision Questioning and Listening The NLP Meta Model starts with our ability recognize language patterns that people use, which give away the filters they are applying. Where these filters lead them to make an unhelpful interpretation of events , the second part of the Meta Model equips us to challenge those deletions,
Read MoreSeeking Commitment – Closing the Sale [Sales Process Part 8 of 9] The last step of the sales process at the meeting itself is to seek commitment: to ask the prospect if they will buy. This is called ‘closing’. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad
Read MoreHandling Objections to the Sale [Sales Process Part 7 of 9] If you don’t get objections to your sales pitch either you got it just right, or they aren’t interested. Objections are usually a good thing. So, it pays to become adept at handling objections. The Book of the Course! Sales Skills: A Management Courses
Read MorePresenting Solutions [Sales Process Part 6 of 9] The part of the sales process that people think of as ‘selling’ is the step where you present solutions to meet your prospect’s needs. This is what we’ll look at in this video. The Book of the Course! Sales Skills: A Management Courses Introduction Get the kindle
Read MoreDiagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9] The first stage of the actual sale part of the sales process is diagnosing what your prospect needs or wants – and understanding which is which. This is the investigation, or diagnosis, stage of the sales process. The Book of the Course! Sales Skills:
Read MoreOpening the Sales Meeting [Sales Process Part 4 of 9] You have made a connection with your sales prospect, and you are ready to start selling… But, hold on. Let’s first open the sales process formally, so we all know where we are. This is the Sales Opening. The Book of the Course! Sales Skills:
Read MoreSales Meeting Rapport Building [Sales Process Part 3 of 9] When your sales meeting starts, do not go straight into selling mode. People buy from people, so your first priority is to create some basic human contact. Start (or extend) your relationship with some basic rapport building. The Book of the Course! Sales Skills: A
Read MorePre-Sales Activities [Sales Process Part 2 of 9] You have prospects, but it would be foolish to dive in and try to sell to them immediately. You need to prepare, and this is where the three pre-sales activities come in. Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details
Read MoreSales Prospecting [Sales Process Part 1 of 9] The sales process starts with prospecting. This is how we find potential future customers – or ‘prospects’. Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Sales and Selling Skills This video is part of course module 8.4.1 Program 8: Managing
Read MoreWhat is NLP? Neuro Linguistic Programming NLP is, frankly, problematic. Its popularity in management and business goes through phases and it has a lot of tools that are useful. So, what is NLP? Watching this video is worth 3 Management Courses CPD Points*. 🔎 See below for details NLP This video is part of course
Read MoreThe Sales Process – a Summary of the 9 Step Selling Process For some people, the idea of selling is scary, off-putting, even alarming. But, as a manager, you may sometimes be called upon to sell or help sell your organization’s products or services. But don’t worry. There is a straightforward sales process to help
Read MoreHoward Gardner: Emotional Intelligence in the Multiple Intelligences Model In 1983, Harvard psychologist, Howard Gardner, published the first edition of his book ‘Frames of Mind’. This introduced a wide audience to his model of ‘Multiple Intelligences’ Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Overview of Emotional Intelligence
Read MoreWhat is Remarketing? (or Retargeting) Have you ever been wandering about the internet and been surprised to find adverts for products you recently looked at? If you have, welcome to remarketing. Maybe you looked at an online product and then, later that day, saw a discount advert in your social media feed. Or you clicked
Read MoreWhat is Marketing Automation? And How to set it up. The explosion in online business and the effectiveness of Software as a Service have created a new boom: Marketing Automation. This allows marketers to address prospective customers almost personally. But to do so in a way that scales with your business. So, what is marketing
Read MoreWhat is Seth Godin’s Permission Marketing? And How to Build Your Campaign Permission Marketing has reached early adulthood. Born in 1999, it is a vibrantly fit and energetic part of the marketer’s toolset. We see it everyday, and think nothing of the revolutionary change it has created. Watching this video is worth 3 Management Courses
Read MoreWhat is Public Relations (PR)? How can your organization build the reputation it chooses? What it does and how the media represent it are important. So is advertising. But one way combines authenticity and control: good Public Relations, or PR. Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details
Read MoreMarketing Mix: Product – What is the Product Marketing? In our video on Marketing Mix, the first of the 4 Ps was Product. Product is the goods and services that you offer to your target customers. It needs to solve a problem, scratch an itch, or create desire in your customers. So, this element of
Read MoreWhat is the Marketing Mix – The 4Ps: Product, Price, Place, Promotion? The job of marketing is to make potential customers aware of your products or services. And the Marketing Mix is consists of the different strategies for doing this. Watching this video is worth 4 Management Courses CPD Points*. 🔎 See below for details
Read MoreWhat is Market Segmentation? Every buyer is unique. But, in most industries, it is impossible to target marketing at individuals. So, instead, we identify broad classes of buyers who share within the class a set of needs and buying preferences. Identifying those classes is market segmentation. Watching this video is worth 2 Management Courses CPD
Read MoreWhat is a Marketing Strategy? A marketing strategy refers to a business’s overall plan for how to reach prospects and turn them into customers. A marketing strategy contains the company’s or brand’s value proposition, key messages, data on target customers, and other essential data. Watching this video is worth 3 Management Courses CPD Points*. 🔎
Read MoreWhat is Market Research? Market research is the process for understanding the customers’ responses to a new service or product, by working directly with potential customers. Market research allows a company to discover who its ideal customers are and get opinions and other feedback from them. Watching this video is worth 2 Management Courses CPD
Read MoreEdgar Schein’s 3 Levels of Organizational Culture Edgar Schein, of the Sloan School of Management, was interested in understanding organizational culture. He analyzed organizations into three distinct levels of organizational culture: artifacts (the surface manifestations of culture), values, and assumptions. Watching this video is worth 2 Management Courses CPD Points*. (See below for more details)
Read MoreFrench and Raven: Social Power Bases in Organizations French and Raven described the sources of power that people have as ‘social power bases’. Watching this video is worth 3 Management Courses CPD Points*. (See below for more details) The Nature of Organizations ======================= This video is part of course module number 6.1.3 Program 6: Managing
Read MoreOrganizational Power: What is Power? Ralph Waldo Emerson said that: ‘life is a search after power’. If that is true, what is it we are searching for? We need to start our exploration of power in organizations by understanding what is power? Watching this video is worth 1 Management Courses CPD Point*. (See below for
Read MoreNever miss a good story!