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Do agents earn their commission? If you stopped paying commission would you lower your rates to reflect this? Has the commission model a long term viability in a more transparent  market place? These questions and ot…
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PWC_uk-hotels-forecast 2013
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Account Manager’s get provocative and win 65% more deals  You know what they say, 80% of your revenue comes from 20% of your customer base.  So if you could grow those 20% key accounts 2.3 times faster, you’d be pretty …
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Are you investing a lot of money every year on open courses? Do your colleagues enjoy a day out of the office but rarely apply whatthey’ve learnt? Are you wondering why open courses fail to transform your company’s sal…
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The Sales Executive Council has reported that businesses with progressive, modern account plans will grow their revenue 2.3 times faster than organisations with mediocre plans in place. Sounds fair enough.  But how do y…
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Knowing why your customer’s buy from you – or why they might buy from you – is essential to sales success. As Richard Reed, Co Founder of Innocent Drinks says, ‘What itch are you scratching for your customers?’ Here’s …
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Poor sales recruitment is costing UK companies millions.  But few look further than the obvious loss of salary and recruitment costs when actually this is the tip of the iceberg. McKinsey’s War for Talent survey highligh…
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How many of us just fill in our Linkedin profile because everyone else is doing it or we’ve been told to do it. So we upload our CV and then sit back and wait for it to happen, whilst linking in with their colleagues and…
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“It’s not always about price” At Friday’s MG Sales Talent Network, Richard Eades gave an insightful presentation on how sales teams can work more effectively with Procurement. With almost 30 years in the industry, Rich…
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Social Media Week was last week…did you know this? Getting ‘in the door’ with a new prospect is hard.  Getting them to buy something is even harder.  Buyers have become more sales savvy and astute and the economic situa…
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More often than not when I ask sales people why they loose deals, they tell me price.  Sounds familiar? I want to prove to you that a deal is rarely lost on price – it has been lost because the sales person failed to se…
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The best sales people ask quality questions and they actively listen to their customers.  Here are ten great sales questions you should use with your customers and prospects (in no particular order):   1.  What is real…
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How many of us just fill in the our Linkedin profile like it was our CV and then sit back and wait for it to happen, whilst linking in with our colleagues and even our competitors. Yes, I was one of these people, but I…
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HBAA Forum 2012 Find out how successful companies are getting new business – differently. Learn about the importance of target profiles in a recession economy. Less is more! Think you know about using Linkedin for prosp…
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ISMM endorsement – what is it? ISMM endorsement is the badge of recognition for high quality sales training programmes. Displaying the ISMM logo on our training materials tells MG customers that we adhere to professiona…
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Targeting the right customer Spending time defining your perfect customer will gain you competitive advantage and make your sales activities more productive.  Often venues say to us ‘but everyone might potentially be my…
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Learn how to use the telephone confidently to make a proactive sales call that gets the customer’s attention, keeps their interest and converts into a meeting. At the face to face meeting learn how to conduct a persuasi…
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Learn how to sell your apartments on a showround in a relevant, meaningful and innovative way so that the customer connects with you, your product and your business.  Get closer to your potential customers by better unde…
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What STOPS you? This session looks at motivation within sales. What stops sales professionals and sales leaders from achieving their very best performance? Mark Gallen from MG Sales Performance will share how your belie…
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