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delivering sales success
Latest News
Watch this space for press releases and other news. You can access all previously released newsletters by following the 'newsletter archive' link on the right.
August 10
Our blended sales training programme for software professionals comes to a close this month. You can read more about it here and there's even a 6 minute video available (including interviews with some of our wonderful delegates). It is a little bit 'Blair Witch project' in terms of quality, but hopefully you get the idea. Everyone seemed to love the programme so we're extending for a second cohort and have plans to run in other locations around the country. Watch this space for more details.July 10
Our July Journal article focuses on the Art of Selling Software. Before we can help others understand how our software application can solve their problems we must first know what it does and how it works. I know, it sounds obvious... Read
it here.June 10
Our June Journal article focuses on how applications like Live Chat can add value to sales teams. Real-time data can help us to ask pertinent questions that assist our ability to build rapport with prospects and customers. Read
it here.May 10
May saw the launch of our new blended sales training programme designed especially for software professionals. Branded 'Selling at a Higher Level', the course provides delegates with a unique mix of learning resources - workshops, e-learning, online expert presentations, social media community site, podcasts and more. Click here for more information.This month our article in The Journal is focused on how technology can help sales people to sell more successfully. Sales 2.0 in action. Read it here.
April 10
This month our article in The Journal is focused on creating great customer relationships - quickly! Read it here.Engleby Associates is one year old this month, and what a year it's been too. April has started with some fantastic news - we've been selected by Sunderland Software City to design, develop and deliver a blended sales training programme aimed specifically at Software Sales professionals. Enrollment is open and the course we're expecting the course to go live in mid-May. Find out more and book your place here. It's going to be special - a true blend with workshops, online learning resources from SkillSoft, webinars delivered by sales experts and social media collaboration. If you are in sales can you afford to miss out?
March 10
This month our article in The Journal focuses on making sure your sales processes are helping you to maximise your success. Small increases, when pulling together, can lead to strong returns - the power of multiplication. How you can see a sharp rise in sales shows you how to get started. If you are thinking about reviewing your sales processes then make sure you check out this free tool, just released by The TAS Group - Dealmaker Genius.February 10
We've been lucky enough to have been invited to participate in a few extra curricular activities this month. Firstly Richard was a 'Dragon' at Moorside school where he offered sales and presentation advice to a group of enterprising Year 8 students. You can read about the great work they are doing here and see press for the event here.
The following day Richard was a guest lecturer at the University of Sunderland, School of Computing. The lecture was given to Software students, MSc graduates and staff and was titled "Software, Sales, Success. Even great software needs to be sold." The purpose of the lecture was to explain the importance of sales within a business context.
Read the start-up success case study on Engleby Associates as featured on the Northumberland Business Services (NBSL) website.This month our article in The Journal focuses on making best use of your selling time. Don't keep chasing a lost cause provides simple advice for keeping focused on the opportunities you can win. Research shows sales people typically spend 150% more time on deals they lose compared to those they win...
January 10
Sales planning is a vital ingredient for sales success. Read our article (from 14th January edition) to make sure you prioritise what is important. We are delighted to be writing a monthly column for The Journal newspaper (Science & Technology section) throughout 2010. We will appear on the second Thursday of each month and will focus on selling best practice, observations and advice.December 09
Are you still pushing product or positioning solutions? Read this quick guide to selling solutions that was published in The Journal newspaper on 3rd December. You can read the online version here.November 09
Engleby Associates has become a Certified Partner of The TAS Group. This is an important strategic move for the company and provides an exciting opportunity to embed best practices and new skills following consultancy and training programmes. "Dealmaker's sales performance automation is a core component in enabling companies big and small to drive revenue growth in their business, and with expert support from Engleby Associates they can be assured of seeing quick returns," said York Baur, chief marketing officer of The TAS Group. You can read the full press release here. More information on Dealmaker is available here.We also received coverage of this important strategic step in The Journal on the 22nd November. You can see the article here.
October 09
If you run a software business do you maximise your efforts by positioning multi-year contracts? A guide to the benefits and the things to consider by Engleby Associates was published in The Journal newspaper on 29th October. You can read it here.Are you making use of Sales 2.0 technologies? LinkedIn is a great application that can help you develop your contact base and facilitate introductions to decision makers that will shape your success this year. A column by Engleby Associates was published in The Journal newspaper on 1st October. The intention was to provide an easy to implement action plan that will help people get started with Sales 2.0.
September 09
Two client testimonials received this month - from Internet Search Marketing Ltd (iSM) and Pebble.Internet Search Marketing Ltd (iSM) engaged Engleby Associates to undertake a Sales Process Review for their business. This is what Gary Herron, Managing Director has to say:
"Internet Search Marketing Ltd (iSM) has undergone a comprehensive Sales Process Review with the aid of Richard Lane from Engleby Associates. Whilst we are still working our way through a number of the longer term initiatives, initial results from suggestions already implemented are having a positive impact across the business. Richard’s calm, confident and professional approach combined with his ability to connect positively with staff at all levels in the business have proved his involvement with the company to be a very worthwhile move".
Janis Green, Managing Director of Pebble says:
"Richard was asked to provide effective and motivational training to a young and enthusiastic group of inexperienced sales staff. He delivered in spades. Using his Sales Process Review he was able to quickly assess individual needs within the wider context of the sales strategy for the company. Through a series of Sales Development Workshops and mentoring sessions Richard provided the practical skills and confidence to encourage the development of their selling approach.
We have already engaged Richard for additional higher level training on Strategic Sales. I am happy to recommend Richard; his clear vision of what is needed supported by customised delivery has already impacted our bottom line.
June 09
1/2 page article announcing the launch of Engleby Associates in the The Journal, Newcastle's daily paper. Click here for pdf version or here for The Journal online .April 09
Engleby Associates launches on 1st April.
Pre-start
As the severity of the economy became apparent, the Government and UK plc outwardly encouraged businesses to continue to develop their people. Two such examples of Open Letters can be seen by clicking on the links below: