We are delighted to announce that Flame Learning has received a Bronze award in the ‘Best Program for Sales Training & Performance’ category, at the recent HCM Excellence Awards. We are honored to receive this much coveted award from leading independent research and analyst firm Brandon Hall Group, and are thrilled to be recognized for this… Read more »
You’ve made the decision to invest in a new sales approach, secured the budget and selected your training provider. You’re all set! You can now sit back and watch the sales come in, right? Wrong! Without a robust engagement strategy, it could all be over before it’s even begun! The case for investing in the… Read more »
In our last blog we introduced you to the first three tools of influence. Based on over 35 years’ worth of evidence based research, and culminating in @Robert Cialdini’s work on the six universal principles of persuasion, our experience tells us that application of these principles is likely to elevate those working in business development… Read more »
In our previous blog we highlighted the differences between true salespeople and order takers, the latter being almost exclusively led by existing customer demand for their offerings, the former using their skills of influence to create or further build that demand. We proposed that it’s becoming increasingly tough to thrive in a pure order taking… Read more »
Over the years that we’ve had the privilege of working with sales teams across the world, it’s often struck me that many of the ‘salespeople’ we’ve worked with aren’t actually selling at all. Though their role titles may tell us differently, a significant chunk of this group could more accurately be described as ‘order takers’…. Read more »
Every so often when I’m facilitating sales training workshops, I’ll play a little game. I’ll ask myself the question:‘If I was a customer of this group of people, which of them would I most likely buy from?’ A couple of weeks ago, whilst delivering a two-day programme for a new client, I asked myself exactly… Read more »
Over the past fifty years, much thought and effort has gone into analysing and improving sales performance. Of the thousands of books, academic courses and training workshops translated into multiple languages, no page has gone unturned. Organisations across the world embrace each new sales methodology like the latest diet craze. We listen in earnest to… Read more »