Sales Development & Improvement

Cold Calling Training in London

2009-05-29T09:00:00.000-07:00

We have just added a new page for cold calling in London http://www.pareto.co.uk/sales_training/sales_training_courses/live_telephone_selling/cold_calling_training_london.aspx

Ready for a birds eye view of sales?

2009-04-01T00:47:00.000-07:00

Just weeks after Comic Relief did The Apprentice, the real thing is back, with the first episode making compulsive viewing, and the second lined up for tonight.

Anita may have lost the boardroom battle, but Debra didn’t seem to be winning any friends, and the boys are already one person down!

The first challenge showed just how difficult it can be to plan and co-ordinate what, on paper, sounds like a simple task. But it proved a key point in sales - that a lack of planning, cost control and direction can quickly cause a project to fail.

For all of us involved in sales The Apprentice offers a fascinating view of our world of work – and it lets others see the challenges and pressures we face every day, and the professionalism needed to do a good job. It’s a fantastic way to build awareness for our industry and to give it the profile it has long been missing.

With The Apprentice making compulsive viewing, we’re likely to see many more people looking to it for a career and that can only help strengthen the industry for the future.

A ray of sunshine…

2009-03-25T02:39:00.000-07:00

The sunny weather we’ve enjoyed over the last week or so is doing more than lifting our spirits – it’s lifting business as well. The feel good factor has got people feeling more confident about the current economic environment, and what the future holds.

And there is a lot to look forward to. Businesses have been refining their approaches and developing new ways to do business in the credit crunch, and that puts them in a much stronger position for the future.

We’ve seen increasing interest in our training programmes, particularly courses such as cold calling and negotiation skills. Companies have looked at the skills of their staff and want to help them develop to compete in the current climate – after all, at the moment everyone needs to get involved in sales.

But we’re also now seeing growing demand for our graduates. Companies are planning for their future and Pareto graduates provide a highly trained, motivated approach to generating business. Do you agree that this more positive mood is spreading?

The Apprentice Returns

2009-03-18T08:46:00.000-07:00

With Comic Relief doing The Apprentice, the glamour and excitement of sales is once again in the spotlight – this time with the addition of humour, just in case Lee McQueen’s pterodactyl impression didn’t make you smile last year!

The Apprentice has undoubtedly helped build awareness for sales, but the celebrity twist is bringing a new element of showbiz style to the industry. We’ve had celebrity chefs, celebrity dancers, so why not celebrity sales people?

Those of us who work in sales know just how exciting and dynamic the industry can be. In the past sales was often looked down upon as the poor relation to marketing glamour, but with programmes such as The Apprentice it is now the turn of sales to take the credit and show Britain what it’s really made of.

If you’ve not seen this year’s Comic Relief Apprentice it’s worth a watch, and why not tell us your thoughts on the changing face of sales?

Need a new sales solution?

2009-03-11T06:53:00.000-07:00

With redundancies hitting the news headlines and many companies coping with a headcount freeze, what can you do if you need to boost your sales team?

It’s a question we’ve been asked a lot over the last few months, so we recently launched our new Insourcing service.

It’s simple – a company needs new sales staff and we select and place them with you. But instead of you employing them, these sales staff are employed and trained by Pareto. It means you can keep to your headcount freeze and benefit from highly trained sales talent to help win new business and drive the business forward. If you then want to take them on your headcount the choice is yours!

Sound like a good idea? It’s proving popular with many companies across the UK. Why not find out more?

Have you tried training?

2009-03-04T02:04:00.000-08:00

It may sound like a strange question, but you’d be amazed how many companies dismiss training, believing their teams have all the skills they need.

The truth is that everyone can improve their performance through training – just look at some of our top athletes who train every day to keep themselves at the top of their game.

Business is no different. Techniques, trends, technology, people – they all change, and it is only by investing in regular training that you can keep yourself and your team ahead of the competition.

Now, perhaps more than ever, companies need to be maximising the potential of the talent they have and developing it to deliver results more effectively. You may not be able to afford to employ new people, but the costs of training existing employees are affordable, and the benefits will stay within your company.

Why not tell us your experiences of training and the results it has given you?

Going, going… gone?

2009-02-25T01:29:00.000-08:00

While Sir Allen Stanford may be able to disappear – however briefly - when the going gets tough, for most of us in business we’ve no choice but to stay focused and motivate our teams to get results.

Generating sales may be tough in many markets at the moment, but there is still business out there, so now’s the time to get your team together and look at business that may be out of your traditional comfort zone.

Your team will need your leadership and support more than ever, so work with them and encourage everyone to look for new opportunities. There may be new markets – not just in the UK, but what about overseas, particularly with the current exchange rate? What about new services – is there a way you can develop your service or product to tap into a niche market that is being overlooked?

Whatever market you’re in, you can’t bury your head in the sand or simply disappear. Look for opportunities and make sure your team is all pulling in the same direction, motivating them to support your business and achieve more.

A New Belief in Graduate Talent

2009-02-18T06:24:00.000-08:00

At a time when many students are worrying about the employment opportunities open to them, we’ve been seeing a fresh interest in graduate talent.

Companies are increasingly recognising the enthusiasm and talent that graduates bring with them to a company - new thinking and motivation to get involved in every area. This enthusiasm can be infectious, encouraging greater focus from existing employees, and strengthening the culture of the company.

Each day we seem to be speaking to companies, and hearing stories of other businesses, who are investing in the type of skills graduate talent can bring. And while they may not have the required skills initially, good training can develop the right person into a high achiever in a very short time frame.

In difficult times graduates may hold the key you are looking for to open new doors, opportunities and change your workplace. Why not be one of a growing number of companies to believe in graduate talent?

Motivation Matters

2009-02-10T01:06:00.000-08:00

News that state supported banks will pay staff bonuses has split the country.

Is it right? Well it is important to look at this in the long term; the banks have a contract of employment with workers and by paying out bonuses they are simply fulfilling the terms of the agreement. After all, the majority of workers will have done their jobs to the best of their ability and cannot be blamed for the credit crunch. Even in tough times banks, like other businesses, need to keep motivating talented employees to help them remain strong for the future.

In turbulent times motivation really does matter, but bonuses, while key for many employees are just part of the issue. There are plenty of other motivational techniques available to employers to help them support their staff - from team building events to internal awards and recognition programmes. In some cases you don’t need to spend a penny – why not encourage individuals to celebrate a success by sounding an air horn, this public recognition of achievement creates a real buzz in the office, boosting morale, team spirit and keeping motivation high.

Why not tell us how you are helping motivate your team in the current environment?

Leaders Show What They’re Made of Of

2009-02-03T01:49:00.000-08:00

In the current climate leaders are having to prove their worth – motivating employees, generating new opportunities and coaching individuals to maximise the performance of sales and the business overall.

With boom times bringing good results for companies with or without good leadership, the difficult environment we now find ourselves in won’t hold any punches. If your leaders don’t make the grade, your business will suffer.

The good news is that leadership skills can be learnt and developed – some people are natural born leaders, but many more aren’t and yet still find themselves as decision makers.

In truth, good leaders should constantly be enhancing and improving their skills as the company grows and markets change. Over the last two months at Pareto we’ve seen a strong increase in demand for leadership courses, specifically designed to help business leaders develop new skills to support them in their roles.

Even if you think you’ve got nothing to learn, you may be surprised. The ability to really motivate a team, even when sales are down; or to identify new ways to manage tasks that deliver results more cost effectively – they will have real impact on the way you manage and operate your business, helping support you for the future.

Why not tell us what you think makes a good leader?

Cold Calling On the Up…

2009-01-27T03:35:00.000-08:00

It may not be the most glamorous part of sales, but ‘cold calling’ is being put firmly back on the selling agenda. Indeed, our Live Telephone Selling course – which includes live calls to real prospects – has seen a huge increase in demand over the past few months.

The reason for this is simple – in the current climate businesses need sales from all sources. It is no longer enough just to rely on existing contacts – all sales people need to be focused on generating new business leads from existing and new markets both in the UK and abroad.

Cold calling was for a long time seen as the ‘embarassing relative’ of the sales industry, but in truth it is integral to sales success. Generating those business leads and having the skills to speak to new contacts and win meetings is key – now more than ever.

The problem is that for many sales people telephone selling has fallen by the wayside over the last 10 years, with many thinking they are above making sales calls. As a result, even when they do try to take the initiative and pick up the phone, their tired and unstructured techniques mean they aren’t bringing in new business.

If you are going to survive the current recession and come out if it stronger why not take another look at cold calling and the skills needed to succeed. There is a lot that can be learnt.

Tell us about your experiences of cold calling….

Don’t Get Left Out in the Cold

2009-01-13T04:19:00.000-08:00

With 2009 getting off to a chilly start – both in terms of weather and the economy – many businesses are re-assessing their business strategy and approach to sales.

While the autumn saw some companies cutting back on their sales and marketing investment, December and January are seeing an upturn in demand for well-trained graduates who can really make a difference to sales performance.

We are seeing more and more businesses refusing to give in to economic gloom, and they are now fighting back, looking at new products and new markets – both in the UK and overseas. For many, the weak pound is helping them take the first step into Europe, while for others the credit crunch is encouraging them to think smarter about their products and sales activity.

It is these businesses – who are being savvy about their business and open minded about sales – that will be in a stronger position for the future.

Well-trained graduates have a key part to play in this – they have the fresh enthusiasm to really make a difference. Pareto’s proven training programme equips them with all of the sales skills they need, helping develop them into high performing individuals that can support your business.

With regular reports of falling sales and job losses, don’t let your business be left out in the cold. Instead, find new opportunities to support your performance and the future will look warmer.

Fingers Crossed for Awards Success

2008-12-08T01:27:00.000-08:00

Pareto Law has been nominated for four awards in the last few weeks – a fantastic achievement for the team, and we’re all hoping the final presentations go well.

The first nominations came for the National Sales Awards 2009 in the categories of Sales Manager of the Year and Sales Training Programme/Initiative of the Year. These were followed by nominations in the British Excellence in Sales & Marketing Awards (BESMA) - in the category of Sales Team of the Year (over 50 employees), and Sales Manager of the Year.

Both awards are very competitive, with some of the biggest business names in the UK entering. Our teams will now give final presentations to the judging panels, prior to the winners being announced in February.

Awards are a great way to gain independent recognition of the quality and service you offer. We’ve done well in the past, so are hoping this continues!

Deck the Halls?

2008-11-25T08:45:00.000-08:00

With the high street trying to get us spending for Christmas and the financial sector still feeling jumpy, many businesses are wondering what will be in store when we finally enter 2009.

The truth is that while the festive season is traditionally one of parties and office gossip, this year is bound to be a little different. But amid all of the news hype many businesses are planning for a positive future – they’re not willing to sit back and let themselves fade away.

Companies now, more than ever, need to be assessing and planning for what 2009 will bring. Individual skills and performance are key, and training can make a huge impact – building confidence and providing the techniques to do a job with the focus and flexibility the current market requires.

For many, training will have been put on the back burner as the boom times saw sales flying high. Today, training is one of the most important tools in helping business through the tough times that may lie beyond the Christmas festivities.

It may be too much this year to deck the halls, but with the right investment in skill development, next year you could be back in a position to do so.

It’s Selling – But Not as We Know It….

2008-11-06T03:38:00.000-08:00

If you’ve watched ITV’s new reality show Natural Born Sellers, don’t let it put you off sales! At Pareto we’ve been surprised by some of the pushy attitudes of the contestants – they seem to show sales as it used to be 20 years ago, rather than the professional, more business focused industry it has become.

The programme, which features eight salespeople battling it out for a commission-based prize fund of thousands, shows the contestants competing to sell anything from double glazing to luxury limousines.

But, the focus of the show seems to suggest that in sales there can only be one winner - this is simply not the case. Professional selling today is all about creating win-win scenarios for the business and its clients, working as a team to support colleagues and pulling together to maximise success.

The sales process should be structured, professional and credible, with salespeople building an understanding of their clients’ needs in order to maximise potential in an honest and open business environment. Unfortunately, this programme has shown a more selfish approach to sales, which will rarely achieve the same results as a team focus.

Tell us your thoughts on the show…