Personal Development

How to: Create your positioning statement and USP

Positioning statements are a short statement (typically 10 seconds or less) intended to capture the attention of potential customers and prompt further discussion.  Often referred to as your ‘elevator pitch’ or ‘BBQ pitch’ they are ideal to use at networking events where you only have a brief opportunity to create a first impression that motivates people [...]

By |2020-03-30T10:02:19+01:00May 21st, 2020|Categories: Personal Development, Sales People, Sales Performance|

Overcoming the skills gap: 6 steps to develop solid sales skills

Not having the right set of skills and knowledge will hamstring any team—no matter how good their mindset is. Training up sales reps to ensure they have the necessary skills to perform in their role is vital, but it’s not always easy. The skills salespeople tend to lack Getting in front of the target market: Selling does [...]

By |2020-01-13T15:09:42+00:00January 13th, 2020|Categories: Personal Development, Sales People, Sales Training|

Santa CEO – Ventas Christmas Ad [Video]

Santa, CEO - The Ventas Christmas Ad You know how it’s not really Christmas until you see the Coca-Cola truck advert? Well, we’re hoping that feeling will soon become synonymous with the Ventas Christmas Ad - yes, that’s right, the same one we showed you last year. This year we did a perfectly cheery new Christmas [...]

The importance of evaluating salespeople & why assessments should be used to support hiring them [Video]

Last month Ventas Managing Director Pete Evans interviewed Objective Management Group (OMG) CEO Dave Kurlan about the importance and value in using sales evaluations to support the development of salespeople during a live webinar. In this interactive interview, hosted by the Association of Professional Sales Dave and Pete share their thoughts on the importance of using sales assessments [...]

How can you beat the dominant competitor in your industry?

In this guest post, Paul O’Donohue, CEO & Founder of Sales Star, uses England's win over the All Blacks to highlight just how important it is to have a game-plan or strategy in business as well as sport.    England beat the mighty All Blacks in the Rugby World Cup. Right from the get-go the [...]

By |2019-10-28T10:53:18+00:00October 28th, 2019|Categories: Personal Development, Sales Leadership, Sales Performance, Sales Process|

Pete Evans To Interview OMG Founder Dave Kurlan In Live Webinar

Later this month Ventas Managing Director Pete Evans will be interviewing Objective Management Group (OMG) CEO Dave Kurlan about the importance and value in using sales evaluations to support the development of salespeople during a live webinar. OMG are the leader of sales evaluations and sales candidate assessments. Dave Kurlan is expert in all facets [...]

By |2019-10-22T20:20:15+01:00October 17th, 2019|Categories: Company News, Events, Personal Development, Sales, Sales People, Sales Performance, Videos|

Consultative selling vs solution selling

Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to it than that. Here’s why. What is solution selling? Solution selling is, as its name suggests, focused on finding out what a customer’s needs are, then selling them a solution, in [...]

By |2019-01-16T17:13:32+00:00June 18th, 2019|Categories: Personal Development, Sales, Sales Process|

Consultative selling vs value based selling

Is it time for value-based selling to bow its head to consultative? For the third round of our sales strategy showdown, we’re examining the merits of value-based selling and how it compares to the consultative approach. What is value-based selling? Value-based selling focuses on highlighting the measurable business values a product or service will bring to [...]

By |2019-01-16T17:14:25+00:00June 4th, 2019|Categories: Personal Development, Sales, Sales Process|

3 ways to become a trusted consultative sales advisor

While the foundation of consultative selling is to enhance client profits, it’s near impossible to do that if the customer doesn’t trust you first. And establishing yourself as a trusted advisor starts with your very first point of contact with your client. If you want to achieve the coveted “trusted advisor” status, follow these three consultative [...]

By |2019-01-16T17:15:04+00:00May 14th, 2019|Categories: Personal Development, Sales, Sales Leadership, Sales Performance|

Free Stuff!

The 9-step Pathway to Transformational Sales Results

The 9-step Pathway to Transformational Sales Results

10 Steps to a Successful Sales Recruitment Process

10 Steps to a Successful Sales Recruitment Process

6 Strategies to Make Sales Training Stick

Six Strategies to Make Sales Training Stick

The Sales Coaching Handbook

The Sales Coaching Handbook