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Resilience for sales people: How to help your sales team be more resilient

Nov 21, 2018 By Stuart Ayling

resilient sales people resiliance selling

Selling can be a solitary occupation Many people in sales or business development roles, whether they be full-time selling or split function sales roles, or field-based or internal office-bound sales roles, largely work autonomously. Their job is to be communicating with clients directly, often spending more time with clients (in person, over the phone, or […]

Filed Under: Behaviour, Motivation, Relationships, Sales management

How your phone could ruin your client meetings

Apr 14, 2018 By Stuart Ayling

phones-sales-meetings

Everyone has a smart phone. It’s hard to do your work outside the office these days if you don’t have one. It’s like a second brain isn’t it? Everyone is so used to carrying their phone around that often they don’t think twice about what to do with their phone when meeting with other people. […]

Filed Under: Prospecting, Relationships, Sales conversations, Sales training

Danger signs for likeability every Sales Manager should know about

Jul 10, 2017 By Stuart Ayling 4 Comments

danger signs for sales managers

Selling is an individual activity. Sure, sometimes a ‘team selling’ approach is appropriate, but even then it relies on each individual seller doing their part well. Because of this focus on individual performance it’s extremely important for a Sales Manager to keep an eye on the personal communication behaviours of their team. Most people in […]

Filed Under: Behaviour, Communication, Relationships, Sales coaching

Why your sales team should be overconfident

Aug 11, 2016 By Stuart Ayling Leave a Comment

confident-sales-team

Most people will tell you that being overconfident is a bad thing. In fact the definition of overconfident is: “more confident than it is sensible to be, often in a way that is annoying”. But that’s not always the case. In scientific research published in 2012 it was found that being overconfident helped people to […]

Filed Under: Behaviour, Communication, Relationships

How to use name dropping and ego the right way

Jun 6, 2016 By Stuart Ayling Leave a Comment

sales-training-brisbane-ego-name-dropping

During a sales discussion it’s common for your prospect to want to know the types of clients you have worked with previously. They want to feel reassured that you are the right provider to help them. And as an eager seller you want to let the prospect know who those previous clients are. You want […]

Filed Under: Building trust, Relationships, Sales conversations, Sales training

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Recommended for Sales Leaders

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Recently on the blog

  • How to manage sales negotiations – will AI help?

    How to manage sales negotiations – will AI help?

    Jan 26, 2021
  • How to say ‘No’ to clients and still have them buy

    How to say ‘No’ to clients and still have them buy

    May 18, 2020
  • Recruiting a sales person? Stop, until you have done these three things

    Recruiting a sales person? Stop, until you have done these three things

    Nov 28, 2019
  • Understanding the emotional experience of clients

    Understanding the emotional experience of clients

    Aug 1, 2019
  • What does your sales team really need to learn?

    What does your sales team really need to learn?

    Apr 29, 2019

As featured in Sales & Marketing Management magazine cover story

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Overview of client feedback

The week following the 2-day training, the team had already commenced implementing some of the learnings from Stuart’s training.
Camille Johnson, CEO

Sales figures have increased by 20% on last year to date!! The team also continue to pick up new customers.
Sharyn Moran, General Manager

Our sales results have increased since incorporating Stuart’s sessions into our sales conference and this has been during a downturn in the market.
Justin Zakaras, National Sales and Marketing Manager

The content of the sessions was customised to suit our customer interactions, with a lot of preparation on the part of Stuart.
Dr. Sunil Kadri, Head of Sales and Business Development


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Thank you so much for a brilliant session on Thursday. I think the format and content was ideal.
Rennie Colston, Sales Director

We had a very positive result from involving Stuart in our Managers Conference last year.
Russell Varley, Human Resources

The training got us thinking more strategically about how the business is structured. It has really built our capabilities as a management team.
Mia Graham, General Manager


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Stuart was patient, flexible and knowledgeable. He took the time to truly understand our business.
Helen Zwicker, Executive Officer

The best thing is that I now have a road map of specific marketing activities that can be implemented with confidence.
Donna Cazzolato, General Manager Sales and Marketing

The participants immediately felt engaged as Stuart demonstrated his understanding of our needs and challenges.
Frederic Vanhove, Principal Engineer, Pacific Delivery


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With only one day we had a lot of material to cover and Stuart created a positive learning environment for all involved.
Kylie Kinsella, Sales Manager Australia & NZ

Bad ideas are expensive in business however with Stuart Ayling, it was money very well spent.
John B. Lonergan, Sales Manager


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By the next week, sales of this product had doubled from 10% of all new sales to 20%. The extremely cost effective session with Stuart paid for itself within the first week.
Maria Triggs, General Manager

We have already seen a new client on board as a result of the two-day workshop.
Mark Mahoney, Managing Director


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Stuart put the sales training across in a way they could accept as a part of our service offering with out them feeling like “salesmen”.
Gary McDonald, Managing Director

We were impressed by the approach of Stuart and the simplicity of the program without the hype generally associated with these courses.
Dirk Kuiper, General Manager


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Read the latest on the blog

  • How to manage sales negotiations – will AI help? Jan 26, 2021
  • How to say ‘No’ to clients and still have them buy May 18, 2020
  • Recruiting a sales person? Stop, until you have done these three things Nov 28, 2019
  • Understanding the emotional experience of clients Aug 1, 2019
  • What does your sales team really need to learn? Apr 29, 2019

About Marketing Nous

Marketing Nous was established in 2000 by Stuart Ayling, Director and Chief Sales Strategist. Stuart works  with expertise-based businesses to develop customised sales training and … Read More >>

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PO Box 5320
Daisy Hill QLD 4127 Australia

Tel: 0407 588 468

Email: info [at] marketingnous.com.au
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