5 Tools for Channel Account Managers: Part 2

Part 2: How To Create Stories That Excite. By Robbie Driver, Sales Enablement Consultant – helping IT businesses to create the perfect sales training solutions. This is part 2 of our series on how Channel Account Managers can improve partner relationships and directly impact their sales number. Last time we discussed how to move beyond the product. You…

5 Tools for Channel Account Managers: Part 1

Part 1: Move Beyond the Product. By Robbie Driver, Sales Enablement Consultant – helping IT businesses to create the perfect sales training solutions. Being a Channel Account Manager is an incredibly challenging role. Every day you are competing for mind share against other vendors – the heat is on to persuade and engage sales people…

Insight Selling & Consultative Selling – A Perfect Match: Part 1

By Matt Drought, Founder and Chief Training Designer. In our book, The Natural Sales Evolution, we show how selling has evolved over the years.  Today, the most effective salespeople offer unique insight to customers that help to drive their business and offer them value. Think about one of your friends who might be a ‘go-to’…

Murray is the Best in the World at Listening. 
Here’s how he does it.

This is Murray. Murray is our resident Solutions Director at Natural, which means he coaches our teams to win more deals, and trains our people to provide epic client service. Murray is an excellent listener.  He listens so well that he gets to the truth of everything quicker. And he is extremely well-liked by clients and colleagues….

The Negotiation Playbook – Part 1

  This week’s blog contribution has been written by Paul O’Donnell, Managing Director at Natural Training We know that when it comes to the latter stages of the deal, closing and getting the contract agreed and in place, many sales teams struggle.  You’ve followed a robust sales process that has secured a commitment from the…

The C-Suite Mindset

Mind-set… For almost all sales people, an invitation to meet with the C-Suite of an existing or new customer is a great opportunity to get straight to the decision-makers. So how can you make that happen? Adapt your mind-set To be successful in selling at this level, you must be prepared to adapt your mindset…

Paul is the best in the world at negotiating

  Here is how he does it….   This is Paul. He is our new Managing Director at Natural, which means he helps all of us Naturals with the skills and behaviours of negotiation. This enables us all to resolve conflict, see things from other people’s perspectives, and close more deals. We’ve been watching Paul…

Robbie is the Best in the World at Cold-Calling. Here’s How He Does It.

This is Robbie. Robbie is the best in the world at Cold Calling. He gets past more gatekeepers than anybody else, and generates six-figure deals from people who have never heard of him. You can be like Robbie. We’ve listened to dozens of his calls, and here’s how he does it: 1) Robbie is authoritative and…

5 Ways to Develop a Smokin’ Pipeline in 2017

Right now, 2017 is opening up all sorts of opportunities for many of our clients here at Natural.  Clients who are attacking the year and developing strong pipeline are going to be the winners this year. Right now, you probably need to be engaged in activities that will build your pipeline. A big, beautiful, well…

Natural Training Helps Softcat to National Highly Commended Award

Natural Training’s client, Softcat, has been Highly Commended in the latest National Apprenticeship Awards. Sue Husband, Director of the National Apprenticeship Service, said: “The National Apprenticeship Awards enable talented apprentices and committed employers to receive the recognition they truly deserve – celebrating the achievements of apprentices and businesses and allowing them to gain the credit…

Superman or Clarke Kent?

I am a superhero. I leap out of bed every morning, hit the gym, eat a healthy breakfast and run 10k to work.  I work hard to be the best and strive to provide outstanding excellence in everything that we do. Only I’m not really a Superhero. I’m just an ordinary guy, like everyone else….

How to make sure your sales kick-off survives the hangover

An annual kick-off can take place any time of year, but holding one in January is a great way to regroup your sales team, look back on the past year and re-focus everyone on company and individual goals after the holiday season. There’s an added bonus too: the tradition of making New Year’s resolutions. While…

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