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The intention of this blog is to provide a space where we can reflect on everyday situations and tie them back to the world of selling. Hopefully you will take away a few ideas that make a difference. At durhamlane we are passionate about sales and raising the bar of the sales profession. We believe everyone has a part to play in their company's success, which is why we help people have better business conversations; conversations with purpose – something we call Selling at a Higher Level (SaaHL)
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Selling at a Higher Level

English - Selling, Business Development, Sales Performance
http://www.sellingatahigherlevel.com
Selling at a Higher Level · 4W ago

Changes in legislation – an opportunity or a threat to your sales efforts?

Let’s set the scene:  Everything’s going well.  Customers are buying from you, the sales wheel is turning, you’ve developed a decent pipeline. A change in legislation comes in swiftly. Does this halt your sales opportunities in their tracks? Whilst working for one of my clients, a change in legislat
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Selling at a Higher Level · 1M ago

Who is the Superhero of Sales?

Wondering who the Superhero of Sales is in your company? If you are a small business without a dedicated Sales Department then it is YOU. Having loads of passion and a brilliant product alone is unlikely to achieve great sales results so Put a Plan in Place. Decide what you are looking for. Maybe it
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Selling at a Higher Level · 2M ago

Sales – stepping up & into the limelight

I had the pleasure of speaking with a group of 14 and 15 year olds earlier this week as part of Enterprise Work Week. My session was focused around sales and confidence. The team have just one week to agree on an idea, develop a strategy and an action plan, then put it into place. [...]
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Selling at a Higher Level · 3M ago

5 tips from a Sales Graduate. Remember how it felt being new to Sales?

It always strikes me how quickly we adapt to our current situation.  We have an amazing ability to accept the present and forget where we started.  This can be a good thing but can also hinder us from appreciating what we have, where we are, who we are with… At durhamlane we are just a [...]
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Selling at a Higher Level · 4M ago

Leadership and Sales Success

I’ve recently finished reading Onward by Howard Schultz. The title includes the phrase; “how Starbucks fought for its life without losing its soul“. What’s been fascinating to me as I have been carried along on Howard’s journey following his re-appointment as CEO is that I never knew Starbucks had a
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Selling at a Higher Level · 4M ago

“Can a sales person be 100% honest”?

“Can a sales person be 100% honest? That would make for an interesting blog post” a good friend said to me a while ago.  The question has been playing on my mind ever since. I suppose a similar question would be is something Black or White. To me, being a sales professional relies on being able [...
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Selling at a Higher Level · 6M ago

Shouting about (& understanding) Customer Feedback

In this day and age it is all too easy to forget, or not mention, the great and the good experiences we go through, for the ultimate customer experience.  Some might say it is over rated, others will argue it is part of our human nature and fabric to want to receive valued customer excellence.  [...
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Selling at a Higher Level · 6M ago

Dealmaker Index – compare and measure your sales effectiveness

I’ve always been a fan of technology-enabled learning.  From my early days of blending technical classroom training with online resources to my time with SkillSoft, the world’s largest e-learning company, selling global online solutions that spanned the corporate learning space and reached into ever
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Selling at a Higher Level · 7M ago

A tender request has landed on my desk – now what?

If you know nothing about the project or the people involved, what makes you think you can win their business? If you have attended one of our workshops or seminars, been coached by me or have read this blog every now and again over the last two and a half years, you will know my [...]
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Selling at a Higher Level · 8M ago

Sales – a profession to be proud of

I am proud to be a sales professional, and proud to be training and coaching others to become successful sales professionals themselves. However, I find myself spending a lot of time thinking and talking about the tight spot our profession seems to have got itself in. I can understand why. For one t
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