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What Is A Sales Mindset?
Before we come to a Sales Mindset I think it important that we connect to the importance of mindset in many aspects of attainment, success and satisfaction. Mindset refers to the way people think about their abilities, potential, and the world around them. It can have...
Funnel Vision – The Sales Funnel Board Game
If we know that a traditional approach to learning does not work, why are you looking for sales training that follows a traditional approach? You know what I’m talking about don’t you…the slides, the classroom, the workbook and the role plays! The dread from your...
Top 10 things that will make you a success in B2B Sales
As a B2B sales professional with years of experience, I have learned a lot about what it takes to be successful in this field. Having a 35-year journey via Calor Gas, Shell UK, Shell International and more recently as a business owner with Plan. Grow. Do. I'm...
PGD Goes to Athens with UEIL
Top Facts About Athens 1. It’s Europe’s oldest capital city. Athens’ origins date back to 3,000 B.C. 2. It was the birthplace of democracy. In 500 B.C., a system was enacted in Athens where eligible citizens could directly vote on laws – giving rise to democracy. 3....
A Guru or a Leading Voice?
The sales profession has always carried a stigma and this has normally been nurtured by sectors that are driven by the hard realities of selling by the numbers: Double Glazing, Second-Hand Cars, Pensions etc. I don’t know when I started becoming aware of the birth of...
Is Your Sales Recruitment Full Of Bias?
Recruitment of sales professionals has always been challenging. Finding the right person for the job, someone that will fit in with the team, someone that will be loved by our customers...someone who can sell! I can categorically state that my earlier hires were more...
Exploiting Alignment to Win More Sales
Exploiting Alignment aka "singing from the same hymn sheet" Exploiting organisational alignment is the difference between good businesses and great ones. Great businesses know the results it brings and deliberately goes after it. They know the behaviours they want to...
How to Improve Your Sales Coaching
Being an effective Sales Coach is a differentiator when it comes to the results of sales teams and the results of individual sales professionals. The quality of a Sales Coach has a direct impact on sales performance whilst also positively impacting attrition...
Are you building lists, not leads?
How many times do you or your partner sit and scroll aimlessly through your social feeds, blogs and websites to have something simply pique your interest? "Oh look, a guide to help me sleep better" "A top tips on how to get fitter and eat what I like", "The 10 things...
Is Face to Face Sales Training Back to Normal?
It's certainly a most viable consideration now as you'll see in this article. This last month has seen us reconnecting back to f2f training with real gusto and momentum. It was a big, but I think important, decision to take for us as trainers and obviously a well...
Objection Handling and Closing Sales
What is a sales objection? A sales objection is an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you. In other words, it's a clear signal that you have more work to do in the...
Staying Relevant on Social Media
Awesome content but getting zero engagement? Worse, you're not generating sales opportunities? Using this trio will identify where it's going wrong. AudienceTime Content Let's explore further We’ve all been there, right? Had that lightbulb moment or idea, an epiphany...
Networking is like your trip to your supermarket.
You might only actually need milk…but you can end up with a week’s worth of food and walk out without getting what you went in for. FIrst things first, the emphasis is on connecting to the right people. If you need milk, don’t walk out with orange juice....
Adapting Sales by Networking Online
Adapting sales by networking online, is this modern selling? We use the term modern selling quite often and perhaps online networking is a good example. We have to assume that one of the aspects post pandemic that will stay is online networking. This is linked to the...
Prioritise Your Sales Activity
“You miss 100% of the shots you don’t take.” Wayne Gretzky Key to succeeding in sales is being out there. But being out there can just mean you're busy without any thought to prioritisation. Using a sales pipeline to monitor your sales activity and results can give...
Expect Results When Pre-Call Planning
Let’s say you have a lifelong ambition of becoming an Olympic athlete (it’s never too late!) You wouldn’t just wake up one day and expect to be entered in the next Olympics representing your country. Jessica Ennis-Hill started training in 1997 when she...
The Magic of Post Call Reports
Sellers rarely appreciate the magic of Post Call Reports, this is often seen as an admin activity that “I’ll get round to”. This article is written to help you see the magic of Post Call reporting and its relevance in today's very changed selling environment. Let’s...
Is a Sales Culture in the DNA of your Company?
A critical question to answer is this - is a sales culture in your companies DNA? Let's have a go at answering that by first addressing just what is a sales culture. Whether you are a recently appointed sales leader or a seasoned veteran, you will surely have heard...
Attributes Of A Winning Sales Leader
Have you ever considered what the attributes of a winning sales leader are? It's such a critical position in your business having an insight into this can only help your chances of success in so many aspects of your business. Results, retention, recruitment - The 3...
Plan.Grow.Do. Join The ISAT
Plan.Grow.Do. has joined the IAST as we continue to look to demonstrate our excellence in the field of Sales Training. We read this IAST statement and wanted to find out more; "An Organisation dedicated to the promotion of excellence in the field of Sales...
Creating A Winning Sales Culture
Creating a winning sales culture should be your priority. Creating a winning sales culture in a virtual world is hard and transforming an underperforming sales team into a well-oiled sales machine doesn’t happen by luck. Yet many companies try to grow sales by...
Sales or Marketing or Just Different Sides Of The Same Coin
Sales or Marketing? Would you describe your company as a Marketing led company or a Sales led company? Does this really matter in the long run? We believe it's really important in a modern selling context. Let us expand some thoughts. Do you hear your sales team say...
Plan. Grow. Do. awarded Presidents’ Recognition at Barnsley & Rotherham Chamber Of Commerce.
Building business in challenging times. Plan. Grow. Do. is a business that, like many, faced an immense challenge in March 2020. Realising that we weren't alone in this pandemic we set about innovating our services and product delivery to be able to offer our support...
The Extinction Of Salesasaurus Rex
What caused the extinction of dinosaurs? Geological evidence indicates that dinosaurs became extinct at the boundary between the Cretaceous and Paleogene eras, about 66 million years ago, at a time when there was worldwide environmental change resulting from the...
The Four Mustketeers of Sales KPI’s
We all know the phrase "what gets measured gets done" Do you believe and subscribe to this? To a point I do, but, I have seen this taken to very unhelpful levels in companies I've worked in and with. The list of KPI's has become an industry in itself. Dashboard heaven...
Are You Fishing In The Right Pond
Are you fishing in the right pond? you could be missing sales because you're not. By using a simple process we can help you catch more fish! The handy acronym SPANCOP will help you place everyone in any stage of buying from you. You'll know where they...
Fast-tracked business COVID rescue plan for Sheffield City Region unveiled
Business Covid rescue plan for Sheffield City Region One of the single biggest COVID rescue packages of its type in the UK is hoping to save thousands of jobs and transform the business economy of South Yorkshire. Training – which is one hundred per cent fully-funded...
The Power Of The 3 Re’s
If 90% of buyers who read online reviews claim that positive online reviews influence their buying decision are you doing all you can to ensure you deliberately collect them? At the time of writing, we have delivered our Plan.Grow.Do. Online Live sales training to 100...
How Quickly Should You Follow Up On Sales Leads?
Sales opportunities have always been prized but now they should be seen as priceless. In our lockdown and furloughed environment, receiving a sales enquiry needs to be responded to as a priority and followed up. What are you talking about we always follow up on sales...
What Is A Modern Day Sales Chameleon
Our Sales team always adapt to any situation because they are all natural sales people. You watch how they respond post lockdown and get straight back on with it. We'll recover the numbers we've lost they're like Chameleons and they can adapt to any situations. CEO of...
Mirror Mirror on The Wall Who’s to Blame for it All
Who's to blame for it all? Well that might just be you! Tough hey, but if you're the Head of Sales, do you not have to take it on the chin? Isn't the fact that your market share has declined, your customer satisfaction plummeted and your staff retention haemorrhaged...
What Sales Training Do You Need?
What Sales Training do you need? What Sales Training do you need? I'm asking this in the assumption that you need some. Whether that's now or in the near future but, you'll need some. You know how hard it is to create that sales momentum after the Christmas holidays...
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"...a must read for CEOs / Sales Directors who really believe in sustainable growth" (Dr. Johari Jalil - Group Managing Director, Cenviro Malaysia)