The world of B2B selling is changing and the tools and techniques in use by salespeople as little as five years ago have been outdated by the changes in buyer practices and the commercial use of Web 2.0 as well as green and social agendas. This combined with the troubled economy has given many sales teams easy excuses, when in fact the situation actually offers tremendous opportunities!

Stuart Allen FCMI FInstSMM - Sales Performance Consultant

In my 30 year sales and sales management career I have worked with and observed hundreds of salespeople. One of the things that distinguishes a great sales person from the average is not their slick style, fancy word games or witty banter. It is the ability to adapt their 'selling style' to the buyer's 'buying style'. That is why in sales Adaptability is often more important than Ability.

Behavioural change rarely comes from training interventions and money spent on classroom training in isolation is simply a waste. Blocks of formal training need to be cemented together as part of a 70:20:10 education model. I have designed such programmes for organisations of all sizes from startups to global giants and accross many industry sectors.

If you would like to learn more about how to increase your sales in challenging market conditions, getting your teams to be more adaptable, or any aspect of sales then please telephone me on 07531 147562 for a free confidential and no obligation discussion

Alternatively you can email me stuart@stuartallen.co.uk and please do follow me on Twitter @stuartallenFCMI for lots of inspiring and educational comments and useful links.

I also write a blog called Sales Development - A Blog on the Landscape which is well worth a read.

You may also wish to visit the website of Fruitful Selling where I act as Business Development Director. Or click on the Fruitful Selling tab in the menu bar for more details.