“The Challenger Sale” by Matthew Dixon has emerged as a ground-breaking resource in the field of sales – for management, sales executives and B2B sales training and coaching. Primarily targeted at business professionals seeking
Sales training courses in Northern Ireland I set up Shift Control almost 20 years ago because I believed there was disconnect between the sales and marketing functions in many businesses in the north of
The Shift Control Sales Podcast Over the next while I plan to put together some content out on my sales podcast that I hope you find useful. Some of it will be useful for
Sales training isn’t a solution for someone that doesn’t care In a past life I worked for an advertising agency, managing the marketing for a large automotive brand. Some years later, I spent time
Sales prospecting – some thoughts There may be nothing more disheartening and at the same time nothing more rewarding than sales prospecting. It’s hard work regardless of what you are selling, the process adapted
Sales Management Training programmes Promoting the best sales people into sales management positions can be a risk for both parties. Everyone knows that the skill set required for hitting sales targets is different to
The biggest challenge facing sales teams, in my opinion, comes from within. Market forces, economic downturn, increased competition, technology all play their part in putting obstacles in the mind of the sales person and
Sales Training Programme: Advanced What used to work in sales doesn’t work anymore. Getting through to decision makers is getting harder than ever before and buyers are demanding so much more beyond price. They
A strategic approach to business development The biggest problem faced by SMEs in business development is not a lack of sales ability within their teams but more a lack of clarity when it comes
“He is most powerful, who has control over himself.” Seneca. It is tough working in sales and business development, whether that’s working for yourself, as part of a team or in a partnership. Predictably,
- 1
- 2