Insights

Download Selling Smarter in a Hybrid World by David Lambert and Joshua Davies. This ebooks, over six insightful chapters, looks at how you can improve your business relationships and sales in a mixed face-to-face and virtual world. It provides techniques, guidance and tips, as well as links to pratical application canvases and other resources.

Listening is a key skill for those who wish to build business relationships and increase sales. This article explores the importance of listening, as well as providing insights on how to listen better.

Discover what constitutes Relationship Capital and why it is important in developing business with your buyers.

Understand the four types of business relationships, and discover how to develop your relationships into 'Partner' relationships, where your clients seek and value your advice.

Our friend Pat Boucousis describes how value is received (as opposed to proposed) and introduces a striking “map” analogy for thinking about value.

Explore the different types of buyer: Price-busters; Deal-hunters; Value-buyers; as well as learning practical strategies to interact with each one.

Discover how cognitive biases can impact our decision making and influence the way we develop our business relationships and trust, as well as learning strategies to mitigate their harmful effects.

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