Is your CRM ‘shelfware’? May 8, 2019 by  in Latest News, Uncategorised

Four ways to ensure your CRM is successful 49% of CRM (Customer Relationship Management) projects fail, and yet the returns on well-implemented CRMs are clear: customer insight, pipeline management, forecasting, internal co-ordination, performance coaching – the list goes on. And with AI becoming embedded in so many of the cloud systems, we all need to…

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Case study: Building a sales academy in a complex product environment April 18, 2019 by  in Latest News, Uncategorised

The key success factor in building a successful Sales Academy – Partnership How can we create a high impact sales academy where the sales team have complex product options? Kojo Academy is currently involved in creating a ground breaking sales academy where the client has a high value complex product. In this situation, training needs…

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10 expressions to avoid in professional selling April 2, 2019 by  in Latest News, Uncategorised

In 2018, I wrote a blog for Selling Interactions about “bad language in sales” It gave examples of ‘leaky language moments’ that sales people have and the risks of negative influence on clients (See the main points of the article below) Because sales enablement programmes are often so focused on strategy, products and marketing, training…

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How can we start a Sales Enablement Culture? March 12, 2019 by  in Latest News

Many sales managers are increasingly considering sales enablement processes and strategies to achieve growth. However, the ongoing challenge is how to achieve this in the face of constant change of company product and the competitor landscape. In this article, we share some building blocks  so that you can get started on the sales Enablement roadmap….

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Choosing sales support materials December 3, 2018 by  in Latest News

What content do sales people really want? Have you ever been out on a joint visit with one of the sales team and seem them using a presentation or document they created themselves? On one level, you are delighted they are adapting messages to clients. On another level, you feel a bit frustrated that the…

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Sales enablement vs sales academy: Which suits your organisation best? November 7, 2018 by  in Latest News

With so many new words and phrases entering daily work, it is a wise question to ask whether sales enablement is just a repackaging of a sales academy – a way to sex up an ageing concept.

The 5 minute mobile fix – is this the best answer to sales development? October 8, 2018 by  in Latest News

It may sounds trivialising to suggest 5 minute mobile learning experiences can be the Sales Professional’s best friend but it is worth thinking through some of the implications of this and the benefits.