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 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...

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 April 15, 2015

One of the joys of holidays is eating in restaurants and trying new cuisine. I was reminded recently, about a restaurant I visited in Sardinia many years ago, which specialised in fish. The owner/...

Bob Morrell on March 30, 2015

Most teams need something to put them in a 'winning mood'.

In Shakespeare's play 'Henry V' the young king speaks to his men the morning of the battle of Agincourt. Now, I realise this is a...

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...

Bob Morrell on July 28, 2014

On a recent trip to Tesco, they were having a non-uniform day. They still wore their badges, but wore their own clothes. Out went the blue tabards and on went nice jeans, tops, jewellery etc....