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So far Emjay has created 120 blog entries.
  • lemons and limes

Call in the SCOTSMAN: How and why you need to qualify sales opportunities

2018-01-30T12:23:42+00:00

Sales staff unsuccessful at the end of the year? The reason is almost always the same: they spent too much time on deals that didn’t close. Avoid this next year by using the SCOTSMAN sales model. As Lord Sugar’s trusted advisor Nick Hewer has reminded us in season after season of The Apprentice, it’s [...]

Call in the SCOTSMAN: How and why you need to qualify sales opportunities 2018-01-30T12:23:42+00:00
  • Bringing a sales expert - What are the benefits

Bringing in a sales expert: what are the benefits?

2018-01-30T12:24:56+00:00

When it comes to hiring in expert talent to advise, train or adapt a company, businesses are understandably dubious. People can be nervous about investing in the unknown and sometimes senior leaders feel that investing in a consultant somehow indicates their own inadequacy and may find the expertise of a consultant somewhat threatening. Whatever [...]

Bringing in a sales expert: what are the benefits? 2018-01-30T12:24:56+00:00
  • fish swimming

Does Your Team Understand Customer Personalities? If Not, You Could Be Missing Out On Sales

2018-01-30T12:26:08+00:00

You don’t need a degree in psychology to perform in sales, but knowing customer personalities can make all the difference between sealing the deal and walking away empty-handed.   Industry Insights Understanding your customers is a huge asset – in negotiations, especially, but right across all of your engagements. To help you build your insights, [...]

Does Your Team Understand Customer Personalities? If Not, You Could Be Missing Out On Sales 2018-01-30T12:26:08+00:00
  • Grow Sales Pipeline for Sales Directors

A Sales Directors Guide to Pipeline Growth

2018-01-30T12:26:32+00:00

Like people, many companies go through a phase where their future potential exceeds their present abilities. If your business is on the threshold of serious growth but lacks the sales resources or vision it needs to keep going, we can help. In the most successful sales organisations, sales training and continual performance development is embedded [...]

A Sales Directors Guide to Pipeline Growth 2018-01-30T12:26:32+00:00
  • birds on a wire

Real Sales Leadership: 7 Questions to Fight Stagnation

2018-01-30T12:26:53+00:00

Many companies have found the challenge of driving sales difficult, and growth hard to achieve. Some business leaders might say that this is because of stronger competition, changes in the market or price erosion. But this is very often only half the story! The Ugly Truth: Refusing to Evolve In reality, many business leaders who [...]

Real Sales Leadership: 7 Questions to Fight Stagnation 2018-01-30T12:26:53+00:00
  • 10 ways to network like a professioanl

10 ways to network like a professional

2018-01-30T12:27:30+00:00

How to network like a professional: There’s a simple truth that many sales people don’t want to hear. But deep down inside, most of them know it to be true. The truth is, you have to network. Many people waste a lot of time networking because they’re trying to network at the wrong places, [...]

10 ways to network like a professional 2018-01-30T12:27:30+00:00
  • zebras

Human Capital ROI: Sales Recruitment Must Be Justified Like Any Other Expense

2018-01-30T12:27:59+00:00

If a smart business owner considers an investment, whether it is for a new refrigerator in his or her home or for the acquisition of a rival company, a strict ROI calculation precedes the purchase. Is this investment worth the money? Will the return be significant enough to justify the purchase? Responsible, practical people answer [...]

Human Capital ROI: Sales Recruitment Must Be Justified Like Any Other Expense 2018-01-30T12:27:59+00:00
  • Sun kissed Male Lion

Directors And Managers: Two Very Different Sales Team Leaders

2018-01-30T12:28:34+00:00

There are different leadership roles within a sales department, each of which require a very different skillset to perform the job well. The qualities that make a great sales director, for example, don't translate very well into being a good sales manager. Although they both have different traits and serve different purposes, the best [...]

Directors And Managers: Two Very Different Sales Team Leaders 2018-01-30T12:28:34+00:00
  • Psychology of sales

Sales Psychology: How to use psychology to close your sales opportunities

2018-01-30T12:29:22+00:00

Imagine you have an upcoming sales pitch. The date of the meeting is set, your collateral is ready and you really know your numbers. You’ve done this presentation a hundred times over, you know it word for word and now you just have to close this sale. Now.. how do you give yourself the [...]

Sales Psychology: How to use psychology to close your sales opportunities 2018-01-30T12:29:22+00:00
  • race

You Can’t Lead Without Knowing Your Role — And Helping Others Discover Their Own

2018-01-30T12:29:54+00:00

When President John F. Kennedy visited the NASA space center in 1962, he encountered a janitor sweeping a floor and asked him what he was doing. The custodian replied, "I'm helping put a man on the moon." Every single person in a business plays a critical role in achieving the business's vision and mission, [...]

You Can’t Lead Without Knowing Your Role — And Helping Others Discover Their Own 2018-01-30T12:29:54+00:00