Harvey

There is a version of leadership that manages reality, and there is a version that redefines it. When we talk about Reality Distortion, we do not mean fantasy. We mean the disciplined refusal to accept inherited constraints as final. We see this in business all the time: targets get labelled unrealistic, markets get labelled saturated, […]

If you are looking to elevate your sales performance, sharpen leadership capability, and build momentum across your organisation in 2026, our monthly webinar series has been designed for exactly that purpose. Each session blends accelerated learning, human-centred delivery, and practical tools you can use immediately. Every topic follows our proven “5 steps to 1–3” framework, helping

by Justin Arnold, Regional Director – North West England Now that we have established both ‘What Is Prospecting?‘ and ‘How To Prospect‘, let’s now look at 10 top tips to use when Prospecting. 1. Look at your prospect’s career pages Look at the business’ job board to find departments in which they are investing or

By Justin Arnold, Regional Director – North West, England Introduction: Closing a sale is the culmination of a salesperson’s efforts in building trust and rapport with potential customers. It requires a set of essential skills that can help navigate the final stages of the sales process successfully. This blog will outline the key skills necessary for

By Justin Arnold, Regional Director – North West, England Introduction: Building trust and rapport is a crucial aspect of being a successful salesperson. It lays the foundation for meaningful connections with potential customers, enhances the likelihood of closing deals, and fosters long-term business relationships. This blog will explore the principles and techniques to effectively help

by Justin Arnold, Regional Director – North West In today’s fast-paced business landscape, effective communication is pivotal in building strong relationships with existing and prospective customers. While email has become the go-to method of communication for many salespeople, there are inherent dangers in over-relying on this digital platform. This blog aims to highlight the importance of

Sales Prospecting Tips (Episode 2) by Justin Arnold, Regional Director – North West England 6. Batch prospecting sessions Batch prospecting sessions for 2 to 3 hours at a time and take a quick five-minute break between each hour. Get an egg timer and set the timer on a countdown for 20 minutes, 30 minutes, or

by Justin Arnold, Regional Director – North West England Following the previous blog, I want to examine how you begin prospecting. Below, I have put together a simple guide for getting started. I then cover some proven tips for finding good-fit prospects who will be more likely to become customers. How to Prospect  Unproductive prospecting

What Is Prospecting? by Justin Arnold, Regional Director – North West England Imagine the following: You’re talking to a random stranger, trying to tell them how wonderful your widget is, but they keep looking at their computer screen, despondent, and aren’t asking any questions. They’re not listening or paying attention, and you feel you’ve wasted