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10 Ways to Build a Profitable Sales Pipeline

10 Ways to Build a Profitable Sales Pipeline

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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High Converting Sales Pipeline or Sales Plug Hole? What have you got… High converting sales pipeline, an ok-ish sales pipeline, or a sales plughole? It’s ok if you don’t know. Many organisations don’t. It’s a classic failing in under performing sales functions. Sadly, that’s an opportunity missed to really extract the highest level of sales…

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Free Sales Training Needs Analysis For A Stronger Sales Training Result

Free Sales Training Needs Analysis For A Stronger Sales Training Result

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Free Sales Training Needs Analysis template and report when you book your sales training with Morton Kyle Limited! That’s right- every sales training course you book with us, you’ll get a FREE sales training need analysis included – that way you know exactly what issues are stopping you from getting the best sales results possible….

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Risk, Value and Price | The Key to Higher Sales Conversions, Revenue and Margin

Risk, Value and Price | The Key to Higher Sales Conversions, Revenue and Margin

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

Risk, Value and Price Risk, Value and Price, and how your explore these areas with the buyer are the cornerstones are sales success. Or sales failure. How you position these three facrors with your prospects are leading indicators of how likley it is you will be able to close them! Fact. Get it wrong and…

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Handling Sales Objections and Winning | Be More Steve!

Handling Sales Objections and Winning | Be More Steve!

By Carol Griffiths

Handling sales objections needs to be a key skill if you want to succeed in sales, and you want to enjoy being in sales. It’s a simple skill to master, sales rejection is not real, sales resistance is legitimate so discover how to work with it and benefit from those prospect objections

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Sales Challenges Made Easy | Get A Sales Accountability Partner

Sales Challenges Made Easy | Get A Sales Accountability Partner

By Carol Griffiths

Getting the right things done at the right time is critical to success. But in a sales team hitting key targets is a constant pressure, and lack of delivery is very visible. Move to sales leadership and the task list gets bigger – the question is how to you juggle all of those demands, deliver on time / budget and keep everyone happy? Sometimes working with a Sales Accountability Partner can help you get the distance and clarity you need…

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Really Simple Sales Forecasting | Say NO! To Fluffy Sales Forecasts

Really Simple Sales Forecasting | Say NO! To Fluffy Sales Forecasts

By Carol Griffiths

Simple Sales Forecasting helps sales leaders to drive continuous sales improvement and remove the peaks and troughs from sales performance. Stabilise sales performance and sales results

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Sales Systems Thinking for Growth

Sales Systems Thinking for Growth

By Carol Griffiths

High friction situations cost you money. In a sales team it will also cost you margin, good-will, customers and certainty. In a broader business sense, the cost can be anything from a minor leak in cash to enough to de-stabilise the business. Systems Thinking helps you reduce the friction in your business. Use this with your sales team to see the answers to your most pressing performance issues

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Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels

By Carol Griffiths

Building a sales funnel that delivers high quality, well qualified sales opportunities when you want them. Sales Lead Generation is a Critical Success Factor in any sales team, appointment setter, telesales or telemarketing function. Get a sales and business development system and training that works for you and your business. Learn more about our sales training for telesales, appointment setters and lead generation teams

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Your Free Sales Improvement Guide

Your Free Sales Improvement Guide

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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I should write a book on Sales Improvement BUT I don’t have the time, so I thought the next best thing is a free sales improvement guide…. Following a very long drive back from the South West earlier this week I had the opportunity to reflect on some of the most common findings from the…

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How to Get Sales Referrals and Sales Introductions from Every Call

How to Get Sales Referrals and Sales Introductions from Every Call

By Carol Griffiths

Getting a great sales referral or a sales introduction is a consolation prize when you don’t get the deal and the icing on the cake when you do! The skill is to be alert for, open to, and conscious of building your sales referral network at every opportunity.

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B2B Telesales Training UK | 20 Telesales Training Tips

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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B2B Telesales Training UK

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How to Build a Consistent and Winning Business Development Process

How to Build a Consistent and Winning Business Development Process

By Carol Griffiths

Your business development process dictates your success. Select the right sales prospect using your Perfect Prospect Profile and adopt a process to attract and engage. It’s sales skill at its best. Sart with the end in mind – wbho do you really want to be signing orders with? Now design your business development process to deliver those prospects into your sales pipeline.

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What is a Sales Close? Probably Not What You Think…

What is a Sales Close? Probably Not What You Think…

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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What is a Sales Close? Simple answer… It’s a sales mindset that guides you and the sales prospect through your sales process. We’ve all heard the line about ‘always be closing’…yawn! But…it’s not wrong. How many sales closes do most sales people build into their sales pitch? How many sales closes do you build into…

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Exceptional Turnover And Margin Make For A Great Story…

Exceptional Turnover And Margin Make For A Great Story…

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Sales results tell a story… In fact, the world is built on stories. Yours, mine, everyone’s world is based on a collection of stories. It’s how we make sense of things we don’t immediately understand. Stories help us learn. Help us process information. Hard wire information into our memories. It’s how we relate to each…

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Sales Improvement & Business Development | Looking Beyond Sales Results

Sales Improvement & Business Development | Looking Beyond Sales Results

By Carol Griffiths

Sales Improvement in the Business Development function via Sales Audits, Sales Training, Continuous Sales Improvement Structures and carefully monitoring the key sales metrics. Building growth and success into every sales and business development function using continuous sales improvement

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Sales Bonus Schemes | What’s Really Important?

Sales Bonus Schemes | What’s Really Important?

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

Sales bonus schemes can cause some heated discussions, that’s for sure. Earlier this week I had a half day session with a business owner to review the bonus and reward structure for the sales team next year. The conversation came out of a separate meeting two weeks ago when we discussed the overall sales performance,…

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Benchmarking Sales Performance | Don’t Leave it Until the Last Minute

Benchmarking Sales Performance | Don’t Leave it Until the Last Minute

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

Benchmarking sales performance is where is it all starts. Undertaking any kind of sales improvement initiative without first getting a base line of what your current sales function is achieving, and by what means they are achieving, is akin to map reading in the dark! Why Should You Be Benchmarking Sales Performance? Because it’s the…

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Overcoming Price Objections | Because Price Should Never Be a Real Objection

Overcoming Price Objections | Because Price Should Never Be a Real Objection

By Carol Griffiths
Carol Griffiths
Follow Me
Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

Overcoming price objections is one of the first things you’d be taught in sales traing. Not anymore. Now we know…we live in enlightened times. Price objections are caused by seller not buyers. So, accept that reality and overcoming price objections becomes a thing of the past. Just don’t create any more price objections. What? Yes,…

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Overcoming Objections | Because Sales People Create Far More Sales Objections than Buyers

Overcoming Objections | Because Sales People Create Far More Sales Objections than Buyers

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

‘My product/service/company and I offer such overwhelming value that what we sell is worth two or three times the price we ask, and I’m going to prove it to this buyer so he understands what he’s getting and what a gift it is…at any price’ This is a savvy sales person’s mindset… Until… …the buyer…

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Sales Structure – How You Sell Is More Important Than What You Sell

Sales Structure – How You Sell Is More Important Than What You Sell

By Carol Griffiths

Sales structure is key to growth, scale, coaching, effective onboarding, great sales pipeline management…not to mention the ability to consistently convert prospects to paying customers at the highest possible rate. That’s why all of our sales training courses for telesales, telephone sales, lead generation, appointment setting, field sales and account management cover sales structure as an integral part of the sales program

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Smart Sales Process Design | Start with the End in Mind

Smart Sales Process Design | Start with the End in Mind

By Carol Griffiths

Sales Process Design is a critical part of sales success, especially if you want to drive Continuous Sales Improvement. Using sales process design, savvy sales metrics and sales coaching and sales training then any sales team can adopt a continuous sales improvement culture. Perfect for telesales, telephone sales, field sales, lead generation and appointment setting teams in a B2B sales team. Sales imporvement made simple.

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Sales Management Training Courses | Solving Key Sales Problems for Sales Leaders

Sales Management Training Courses | Solving Key Sales Problems for Sales Leaders

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Sales Management Training Courses courses often conjure up the picture of long courses filled with lots of great theory and knowledge building, folders three inches thick, flip charts and pages of great ideas. That’s great. But how many of those great ideas make it back into the business? How much of that great theory ever…

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Morton Kyle Limited – Leading Sales Training Companies UK

Morton Kyle Limited – Leading Sales Training Companies UK

By Carol Griffiths
Carol Griffiths
Follow Me
Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

Bespoke B2B Sales Training |The Sales Improvement Workshop | Sales Consultancy | Sales Coaching | Sales Audit | Sales Turnaround | Sales Build   At Morton Kyle we offer a range of sales training and sales improvement solutions specifically for ambitious B2B sales teams and their Sales Leaders. It’s sales training, business development support and sales improvement made simple for businesses…

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Make B2B Sales Lead Generation Simple and Easy | Use Your Perfect Prospect Profile

Make B2B Sales Lead Generation Simple and Easy | Use Your Perfect Prospect Profile

By Carol Griffiths
Carol Griffiths
Follow Me
Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

How do you know you’re having a sales conversation with your Perfect Prospect Profile? Well, first of all, it doesn’t feel like a sales conversation. It probably feels more like a meeting of minds, sharing wisdom, experience, insights, challenges and testing out scenarios. There is a free flow of information. Interesting, challenging questions on both…

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Sales Value Proposition | What does this really mean?

Sales Value Proposition | What does this really mean?

By Carol Griffiths

Sales Value Propositions that fit directly into the absolute needs of your prospective buyer are the key to unlocking a high sales conversion rate and hitting sales quotas. The fastest way to build a Sales Value Proposition for ANY buyer is to use Consultative Selling as the sales method and framework. It’s customer centric, sales question driven and designed to help the sales person perform a full sales diagnostic before writing the sales prescription /sales quote

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High Performance Sales Pro’s Consistently Achieve Sales Targets. You?

High Performance Sales Pro’s Consistently Achieve Sales Targets. You?

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

The first rule of being a sales professionals is that you achieve sales targets, consistently, ethically and predictably. That’s the basics, just to be in the sales game. But it takes effort. The very best sales pro’s make it look (almost!) effortless. Some get there by sheer hard work, some by talent and most by…

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Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results | What to do Before Starting B2B Sales Training

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Increasing Sales Results – What to do Before Selecting Your B2B Sales Training Courses There are lots of ways of increasing sales results, you could: Focus on bigger deals Increase, or decrease prices Sort out your incoming sales funnel and sales lead generation Only chase good quality business with your clearly defined perfect prospect profile…

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BASIC B2B SALES TRAINING COURSE – Being Brilliant at the Sales Basics

BASIC B2B SALES TRAINING COURSE – Being Brilliant at the Sales Basics

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

Basic B2B sales training courses are not just for people who are new to sales and business development. Sometimes, especially when sales results are in reverse, it’s useful to go back to first principles and review current practices. Also, sales has changed a lot in the last few years. Buyers buy differently. Sales people need…

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Sales Training For Colleges | Apprentice Scheme Providers | Work Programs | Funded Learning

Sales Training For Colleges | Apprentice Scheme Providers | Work Programs | Funded Learning

By Carol Griffiths
Carol Griffiths
Follow Me
Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

SALES TRAINING FOR COLLEGES Business Development and Sales Training for Colleges Selling Apprentice Schemes, Work Programs, Apprenticeships and Full Cost Training Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines Sales Training For Colleges: Aims: Highly consultative – this program is designed to increase sales performance over a very short period…

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What’s Your Sales Why?…Why Should the Buyer Buy From You?

What’s Your Sales Why?…Why Should the Buyer Buy From You?

By Carol Griffiths
Carol Griffiths
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Carol Griffiths
Lead Consultant | Director at Morton Kyle Limited
Experienced data-driven, analytical sales improvement specialist delivering detailed insights into why you're getting the sales results you are, and what you need to do to improve them. So, if you're not seeing the sales results you'd like, or you're struggling to get meaningful data from your sales (and marketing) function - lets chat.

What are your biggest sales challenges?

0779 002 1885 / carol@mortonkyle.com to get in contact.
Carol Griffiths
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Latest posts by Carol Griffiths (see all)

What’s Your Value Proposition? Build Your value proposition so that it makes you untouchable! Build your value proposition because it makes it easier for your prospects to say yes! Do you need any more reasons? Creating a compelling Sales Value Proposition means….: So, worth spending some time to build your value proposition? If you want…

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Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

By Carol Griffiths

Your sales and business development system should be so simple that it’s easy to see where it’s not working as it should. That means any fix is easy and fast. Over complicated sales, marketing and business development pathways rarely get the sales results they should. Find out why here

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