our blog

Browse through an assortment of blog posts by our very own experts and specialists. Our team has spent many years of delivering sales training and management development to a multitude of brands and partners. Here is where they impart their experience and knowledge they gained. Improve your understanding of the inner workings of your industry and how to apply this knowledge in your company’s day to day operations.

Bob Morrell on November 17, 2015

Jeremy Blake's first sales trainer, Adrian Webster, once said to him, 'In sales, make sure you are speaking to Mr Corbett.' What he meant was this, you can spend a great deal of time developing a...

Jeremy Blake on September 27, 2015

In 1971, a few months before I was born, Albert Mehrabian published Silent Messages where he stated the results of his experiments in communication.

He carried out a series of face to face...

Bob Morrell on September 3, 2015

We receive many calls and emails from companies claiming they can enhance our business through marketing, web development or direct mail services.

What’s fascinating is that these enquiries...

Bob Morrell on August 21, 2015

Over the last few weeks I’ve been trying to sell my wife’s old car – a VW Sharan. It’s been an interesting experience receiving enquiries from different types of potential buyer. Incidentally, if...

Bob Morrell on August 6, 2015

Over a period you become familiar with a customer and develop a productive relationship where both sides benefit. The conversations become more casual but also they are quicker and the work...

Bob Morrell on July 22, 2015

In my role as a salesperson I often follow up decision makers who haven't yet decided whether or not they want to engage us, as well as approaching new prospects.

With every product or...

Bob Morrell on June 22, 2015

What is 'No Deal'?

This blog post explains how complex and significant negotiations are handled, and gives you some essential tips on how to negotiate.

The problem:

The news...

Bob Morrell on October 27, 2014

I have attended approximately 107 exhibitions in my life, I've sold at 23, and these shows have been both business and consumer ones. Having attended a number this year I am compelled to write a...