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.

Jeremy Blake on October 2, 2015

We’ve been training people to sell for over 13 years now, and in that time we’ve met a number brands who think we are going to train their people to be manipulative and kill their brand integrity...

Bob Morrell on October 2, 2015

Customer Service has changed in the last five years. As my colleague would say 'the lines have blurred between selling and serving'. You could be employed to answer calls and deal with queries and...

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...

Jeremy Blake on September 21, 2015

Over the last 13 years of training teams and managers one reoccurring theme is ‘lack of time.’

We run a couple of Time Management workshops that challenge the way individuals perceive the...

Jeremy Blake on September 21, 2015

One of our increasingly popular training programmes is complaints. How well you deal with complaints is a strong indicator of how much you care about your customers.

Here are some...

Bob Morrell on September 18, 2015

In any large organisation there are two major groups.

The first group are the 'brand owners', typically 300 or so at a head office somewhere, who police the brand and decide what it’s...

Jeremy Blake on September 17, 2015

Observing Call Centres in action over the last ten years, we have arrived at the difficult conclusion that, from an omni-channel perspective, most are not fit for purpose — yet.

If I call...

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 September 3, 2015

We attend many training events which include a presentation by a Senior Director. Usually at the beginning, this individual says a few words to get everyone ‘on side’ and then closes with...

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...

Jeremy Blake on August 21, 2015

You’ve either got slides that are better than you are, or you believe your dynamic energy and enthusiasm will trounce the slides you’ve prepared.

You know that once you get going you’ll get...

Jeremy Blake on August 7, 2015

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 August 6, 2015

Working with groups of managers, we’ve realised that so many of them, who have excelled in their jobs to win promotion, are then dropped in at the deep end when it comes to managing people.

...
Bob Morrell on July 23, 2015

When you book a holiday yourself, do you think you’re an agent, saving yourself an agent’s booking fee or commission, or do you act as a consultant, questioning and challenging your needs and...

Jeremy Blake on July 23, 2015

Bob Morrell on July 23, 2015

On a recent training trip in the North of England we were recommended by our hotel to go to a local Indian Restaurant in a nearby High Street. Within the lines of shuttered shops the Chilli Masala...

Jeremy Blake on July 22, 2015

I’ve just come back from compering my children’s school talent show. I got to wear my favourite oranges and lemons shirt that I wore in touring theatre in Germany in the late 90s.

Now here...

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...

Jeremy Blake on July 22, 2015

The mindset of the consumer is the mindset of the retailer. Last weekend as the omni channel directors and operations people were in their gardens and christening their barbecues, a lot of them...