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 The Activia Training blog 

 Main page for Ashley Andrews 

Ashley Andrews
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Presenting to an audience has never come naturally to me. I used to dread it. Then I learned how to prepare well and started to enjoy it a little more. But only with a lot of time and practice have I gotten to the point where I can confidently engage an audience.

That’s why I really admire – and try to learn from – presenters who are naturally gifted.

A few years ago, I was lucky enough to attend a talk...
Image for Ashley Andrews Ashley Andrews
Apr 12, 2018
70%. That's how many prospects will never buy from anyone.

In the book Selling to Zebras, Koser and Koser noted that the most competitive company in an industry closes only around 15% of its forecasted sales, while its competitors close another 15%. This means a whopping 70% of prospects in an industry will never buy from anyone!

Now, upon hearing this, most salespeople will try to double down on their effort...
Image for Ashley Andrews Ashley Andrews
Apr 10, 2018
Go-getter. Dogged. Highly motivated. Won't take no for an answer.

These are common terms used to describe many salespeople, but how many times have you heard someone being described as original or creative?

I'd bet never, right?

The industry has lumbered along for decades using the same old tactics to find prospects, and to be fair, many old-school tactics still work. But these days, the rise of pull marke...
Image for Ashley Andrews Ashley Andrews
Apr 04, 2018
Every salesperson has received these responses at some point in their career. Studies have shown that it can take up to five follow-ups for 80% of sales to occur, yet over 40% of salespeople give up after only one "no"?

Because as disappointing as it sounds, given the chance to follow up and close the sale, many salespeople simply do nothing. When surveyed, their responses range from “I don't want to bother t...
Image for Ashley Andrews Ashley Andrews
Mar 27, 2018
Taking Minutes in a meeting in a professional way is not as easy as everybody imagines. This article gives 7 specific tips on how to take minutes. While it can still help experienced minute takers, the article is really aimed at people having to do so for the first time.
Image for Ashley Andrews Ashley Andrews
Mar 27, 2018
There's no nice way to say this, but unfortunately, most prospects are suspicious of salespeople.

Think about it: when was the last time a prospect answered the phone and said, “Oh, I'm so glad you called! You're just the person I wanted to speak to.”? Probably never.

These days, many people associate the sales industry with adjectives like coercive, intrusive, and pushy, and today’s salespeople have to...
Image for Ashley Andrews Ashley Andrews
Mar 20, 2018
What's the most important task in the sales process?

No, it's not closing.

No, not mastering the follow up either.

It's prospecting.

Think about it: if you don't have any leads to contact, who are you going to follow up with? Who will you hope to close a sale with? Without prospects, no sales activity can commence.

Prospecting, in its broadest sense, is the process of reaching out to potential customers...
Image for Ashley Andrews Ashley Andrews
Mar 13, 2018
The great American poet Ralph Waldo Emerson famously said , “What you do speaks so loud that I cannot hear what you say.”

Which is another way to say that body language is much more important than words.

How can that be?

Well, here’s another famous soundbite to explain: “human communication is only 7% verbal and 93% non-verbal.”

This was the finding of Professor Albert Mehrabian, a pioneer of bo...
Image for Ashley Andrews Ashley Andrews
Mar 08, 2018

It happens to even the best of us.
You'll find a seemingly ideal prospect who wants your product, but they just don't seem willing to commit. On the one hand, you're glad the prospect is intere ...
by Ashley Andrews, Mar 06, 2018

I've met them. You've met them. At some point, we've all had to deal with a salesperson that left a bad taste in our mouths.
You don't even have to be in a technical or formal business environm ...
by Ashley Andrews, Feb 27, 2018

Boy, has the world changed a lot in recent years. The way businesses operate, hire and communicate has transformed almost beyond recognition.
It’s partly thanks to digital technologies, which ...
by Ashley Andrews, Feb 21, 2018

As a salesperson, you’re probably very familiar with rejection.
Of the hundreds of prospecting calls you've made (and will make) in your career, you’ll find that no matter how well you prep ...
by Ashley Andrews, Feb 20, 2018

Ask 100 salespeople and I bet at least 80 of them will agree that making cold calls is the one part of the sales process that they all dread.
Despite your best interests, your prospects hate be ...
by Ashley Andrews, Feb 13, 2018

There isn’t a soul alive today who’s naturally assertive in every situation they find themselves in.
We all have a comfort zone. And when you step out of that zone – whether at work or in ...
by Ashley Andrews, Feb 07, 2018

Congratulations! Getting past the gatekeeper and getting access to a decision maker is no mean feat.  However, you can't rest on your oars just yet; your sales cycle has only just begun.
Did y ...
by Ashley Andrews, Feb 06, 2018

Relationships, eh? They’re tough sometimes. It doesn’t matter whether they’re platonic, romantic, professional or familial. Every human relationship since the dawn of time has had its rocky mome ...
by Ashley Andrews, Jan 16, 2018

Something on this page is going to change your life. You’re finally going to get a grip on your productivity and time management issues.
This is not your typical list of the same-old “life ...
by Ashley Andrews, Jan 04, 2018

There isn’t a salesperson in the world who hits his or her target every single month. Not one. Even if you’re a sales wiz, and you’ve never known anything but success – you’re probably going ...
by Ashley Andrews, Dec 19, 2017

We’ve all been in the room – or worse, been the one presenting – at a public speaking disaster. The kind that makes the audience cringe, fall asleep, or maybe even walk out of the room. And it ...
by Ashley Andrews, Dec 07, 2017

What are we without good communication skills?
Communication is what helps us make good relationships. It helps us get what we want out of life. It helps us take care of the people we love. And ...
by Ashley Andrews, Nov 21, 2017

When it comes to being assertive, many books and articles focus on how assertiveness can improve your work life. But what about your home life?
For many people, home is where you spend your mos ...
by Ashley Andrews, Nov 08, 2017

Sales are the lifeblood of every business. Without a healthy pipeline of sales, it can soon become difficult to pay your staff and suppliers.
This fact is often forgotten, however... especially ...
by Ashley Andrews, Oct 25, 2017

So you like your job... or at least, you don’t hate it. But lately it’s really been stressing you out.
You want to perform well and enjoy your role but all this stress is star ...
by Ashley Andrews, Oct 11, 2017

I have a few painful memories of how much time I wasted at work in my 20s. I have even worse memories of studying in my teens. And, sadly, most of these tough times were of my own making.
I’m ...
by Ashley Andrews, Sep 11, 2017

Since you’re here, we can probably agree on at least one thing. You could get more done if you were more persuasive.
You could get your work colleagues to see things your way at work. You cou ...
by Ashley Andrews, Sep 07, 2017

Social media is fun. Social media is how businesses talk to customers now. Social media is the new way to find a job. Social media can advance your career.
Wait – do all these commonly accept ...
by Ashley Andrews, Aug 31, 2017

“It’s not the job that makes me love coming to work. It’s the people.”
We’ve all heard this heart-warming sentiment from friends lucky enough to work in great teams. Unfortunately, th ...
by Ashley Andrews, Aug 10, 2017

Does this sound familiar? On too many days, you feel like you're playing catch-up all day - you start on one task, only to decide that something else is more important, so you switch to working on tha ...
by Ashley Andrews, Jul 27, 2017

The latest figures from Gallup US show that just 33% of employees feel ‘engaged’ – i.e., involved, enthusiastic and committed – at work. This isn’t a new trend. A graph charting data from t ...
by Ashley Andrews, Jul 18, 2017

Whatever you want to get done – be it completing a project, or performing better at work so you can win that promotion – managing your time well is essential.
Time management is at the hear ...
by Ashley Andrews, Jun 30, 2017

You know the old-school ABC of sales: ‘Always Be Closing’. It’s hardly practical advice, but it reminds us that closing the deal is everything to a salesperson. From finding prospects, to pitchi ...
by Ashley Andrews, Jun 21, 2017

If the thought of speaking in public turns you into a gibbering wreck, you’re not alone – far from it. More people suffer from ‘glossophobia’, which is the fear of public speaking, than are af ...
by Ashley Andrews, May 16, 2017

You’re halfway through an important presentation. Your boss and key clients are in the front row. The early jitters have subsided, and you feel like you’re getting into the flow. It’s time to re ...
by Ashley Andrews, May 03, 2017

Is your own likeability important to you? It probably should be. Likeable people tend to make more money, appear more capable, and enjoy life more.
It’s not vain or self-centred to address yo ...
by Ashley Andrews, Dec 22, 2016

When you take a look at the heads of the world’s biggest businesses, you quickly realise they didn’t rise to the top with book-smarts alone. Steve Jobs never wrote any code. Richard Branson doesn ...
by Ashley Andrews, Nov 30, 2016

If even a small part of your job involves sales, then you probably already know how vital good communication is to your success. I can’t explain it any more simply than this: selling is about persua ...
by Ashley Andrews, Nov 21, 2016

Although you might think that telling a lie, feigning interest in something, or appearing confident would be relatively easy, in reality, they rarely are. The reason for this is that our bodies and ge ...
by Ashley Andrews, Oct 29, 2015

Recently, a friend of mine had the opportunity to go to an interactive workshop/training session that I would love to have been able to go to.
Unfortunately, that wasn’t possible, so I told h ...
by Ashley Andrews, Oct 21, 2015

Not everyone is born with the ability to communicate their thoughts easily and even fewer people know how to react to stressful situations with tact and restraint. When you’re working in a company, ...
by Ashley Andrews, Oct 15, 2015

Mistakes and errors are a part of life and everyone’s prone to making them. But if you make mistakes while communicating with others, it can leave a lasting impression on people’s minds. This coul ...
by Ashley Andrews, Oct 13, 2015

Questions play a vital role in conversations, even if we don’t realise it. Some people get irritated when they are faced with questions but what they fail to realise is that, in fact, these are the ...
by Ashley Andrews, Oct 09, 2015

In a highly competitive work environment, stressful situations are inevitable. Differences of opinion, diverse work habits, and different personalities can all lead to disagreements when stress and te ...
by Ashley Andrews, Oct 07, 2015

Today’s work culture is very different to how it used to be in the past. We don’t expect our employees to slog through work and reach deadlines without lifting a finger to motivate them. People jo ...
by Ashley Andrews, Oct 05, 2015

Whether you realise it or not, listening is by far the most important part of communication, even more important than speaking itself. Unfortunately, more often than not, people are too focused on the ...
by Ashley Andrews, Oct 01, 2015

When you’re part of a team, effective communication is crucial for success. In a team, several people have to work together towards a common goal, which needs planning, cooperation, understanding in ...
by Ashley Andrews, Sep 29, 2015

Our life would be so much easier if everyone communicated well with each other and misunderstandings were resolved easily. Unfortunately, this is not the case in real life; especially in today’s div ...
by Ashley Andrews, Sep 25, 2015

You have probably noticed that the ending is one of the most memorable and most important parts of a film. The same can be said for a book, something which J.K Rowling certainly exemplified with her s ...
by Ashley Andrews, Sep 15, 2015

When it comes to preparing for a presentation, one of the most challenging tasks you will have to face is remembering your material. After all, you can’t keep looking at your notes all the time when ...
by Ashley Andrews, Sep 08, 2015

Although very few people realise just how much their voice conveys when they speak, just with the right emphasis or an alteration in tone, it’s possible to change the meaning of a sentence entirely. ...
by Ashley Andrews, Sep 02, 2015

One of the most important components of a successful presentation is making the right impression on your audience. This includes things like being punctual, well-prepared and organised, dressing well ...
by Ashley Andrews, Aug 27, 2015

The goal of any business presentation is to grab the attention of the audience and keep them engaged throughout the speech. However, it’s not always as easy as it sounds. If the crowd isn’t engage ...
by Ashley Andrews, Aug 25, 2015

Interview presentations are possibly the most important parts of the recruitment process, and they can cause your application to succeed or fail, depending on how you present your material. There are ...
by Ashley Andrews, Aug 21, 2015

When you land a job interview, you have plenty of reasons to rejoice. You’ve probably been selected from amongst a pool of hundreds of candidates, after all. However, you soon realise that the most ...
by Ashley Andrews, Aug 19, 2015

Undoubtedly, the most difficult part of any presentation is its beginning. The very first words you say will determine what the audience’s reaction will be to the information you present. In many wa ...
by Ashley Andrews, Aug 17, 2015

Although it may sound like a cliché, first impressions do matter – especially in a business setting. Every great presenter knows how important it is to make a positive first impression. While your ...
by Ashley Andrews, Aug 13, 2015

If you’ve been successful in getting to the final job interview stage, there is a distinct possibility that you will need to deliver a presentation to your potential employers. In such cases, you’ ...
by Ashley Andrews, Aug 11, 2015

One of the biggest complaints made by managers all around the world is that employees consistently get to work late. Not only does it affect the company’s – and your own – overall productivity a ...
by Ashley Andrews, Aug 07, 2015

Work overload is one of the most common problems in today’s work culture, and it’s something that shouldn’t be taken lightly. Not only can it massively impact your morale and productivity if it ...
by Ashley Andrews, Aug 05, 2015

Although it may not seem like an important factor, your immediate surroundings play a bigger role in your productivity than you may realise. The way your workplace looks and the feeling it emanates bo ...
by Ashley Andrews, Aug 03, 2015

Undoubtedly, one of the most annoying workplace issues I've come across is when people are late for meetings. Not only is it the biggest and most common workplace time-waster, but it’s also frustrat ...
by Ashley Andrews, Jul 30, 2015

Email is a vital tool for communicating with your employees and co-workers, but for many people, managing emails at work can become a daunting and overwhelming task.
If you don’t have a speci ...
by Ashley Andrews, Jul 28, 2015

Wherever a number of people work together, the chances of misunderstandings and disagreements are high. In an ideal world, everyone would get along with each other and be perfectly respectful and comp ...
by Ashley Andrews, Jul 27, 2015

One of the most important features of good time management – and one of the best ways to improve your productivity – is planning your day. Although it’s a relatively simple process and it might ...
by Ashley Andrews, Jul 24, 2015

To some people, assertiveness comes naturally. They just have the skill and the ability to recognise situations where they need to assert their opinions, and they are able to do so in a way that’s n ...
by Ashley Andrews, Jul 24, 2015

The current-day workplace is distinctly different from what it was a decade ago. The work culture has changed and so has the attitude of the workforce. Today’s professionals are highly ambitious, sm ...
by Ashley Andrews, Jul 23, 2015

If you are a manager or a business owner, delegation is going to be a crucial part of your success. For some people delegation is a relatively simple process, yet others still find it rather daunting. ...
by Ashley Andrews, Jul 23, 2015

If you’re being driven to the point of anger and frustration by an employee who procrastinates, sulks or passes snide remarks, there is a distinct possibility that you are up against a typical passi ...
by Ashley Andrews, Jul 22, 2015

Regardless of where you work or what you do, every workplace is going to have deadlines. Whether you actually hit these deadlines or not is an entirely different matter, but being able to finish your ...
by Ashley Andrews, Jul 22, 2015

When you’re a part of the corporate machinery, you have to deal with different kinds of people and situations on a daily basis. You might interact with your colleagues and subordinates confidently b ...
by Ashley Andrews, Jul 21, 2015

Assertiveness is often confused with aggression but even though both characteristics involve sticking up for yourself and what you believe in, they are, in fact, very different. The difference between ...
by Ashley Andrews, Jul 20, 2015

Have you ever been in a situation where you sat down to write a list of all the things you needed to accomplish on a particular day, only to realise that your list is endless and seems rather overwhel ...
by Ashley Andrews, Jul 20, 2015

It’s very common to hear people complain how much their work stresses them out. No matter how competent you are, it’s not an easy task to handle high-pressure jobs, week-in and week-out. If you ha ...
by Ashley Andrews, Jul 17, 2015

At first glance, a task list seems like something that is easy to create and manage. You simply collect the tasks that you need to accomplish during the day (or the whole week) and get to work on comp ...
by Ashley Andrews, Jul 16, 2015

With the rate of unemployment in the United Kingdom still leaving many searching for a job, whether in their chosen field or not, it's time to use your social media account to improve your chances of ...
by Ashley Andrews, Jul 16, 2015

Although some people might think that minute taking is a dying art, from a sensible perspective, having effective minute taking skills is still a very worthwhile pursuit. After all, you are making the ...
by Ashley Andrews, Jul 15, 2015

Regardless of the field or organisation you work in, every workplace has the same things in common. Each office will have its fair share of overbearing managers, bossy co-workers or even a difficult t ...
by Ashley Andrews, Jul 15, 2015

Assertiveness training has been around for longer than you might think. Psychologists coined the expression ‘assertiveness’, which means self-confidence without aggression, back in the 1950s and t ...
by Ashley Andrews, Jul 14, 2015

You've now been in the job for a little while, and you're starting to find ways in which you feel that the role could be streamlined, or you've found a way in which things should be altered to make th ...
by Ashley Andrews, Jul 09, 2015

When you’re on the phone, selling your company’s product and ultimately earning the commission that helps you live a happy life on pay day, it’s important to realise the full potential that tele ...
by Ashley Andrews, Jul 06, 2015

An Ability To Communicate
Someone who is assertive has no problem expressing their views. This means they can often be seen as insensitive to the needs of others. In contrast to passive team me ...
by Ashley Andrews, Jul 03, 2015

Whether you're part of a big team, a small team or you're working independently, it's important to monitor your own performance to make sure that you're making the best possible use of your time in th ...
by Ashley Andrews, Jul 02, 2015

Over the last decade, small businesses have become more reliant on social media as a way of boosting their sales and spreading their message across a wide audience. Many start-ups rely on online netwo ...
by Ashley Andrews, Jun 10, 2015

The correlation between sales and social media has grown over the past decade, with many small-to-medium sized businesses taking to several online platforms to boost their income. The social networkin ...
by Ashley Andrews, May 13, 2015

When it gets to this time of the year, social media users take to their online persona in an attempt to 'jazz-up' their profiles, while looking to keep the integrity of their online presence.
S ...
by Ashley Andrews, Apr 22, 2015

You shouldn’t have to put longer hours in at the office in order to get through more work. By managing your time more efficiently, you can easily become more productive and also create better qualit ...
by Ashley Andrews, Apr 01, 2015

Time management mistakes encompass more than just losing time. They lead to increased levels of stress, inefficient use of your focus, and an ultimate failure to reach targets. If you want to get to t ...
by Ashley Andrews, Mar 18, 2015

Do you ever find yourself looking at your high-flying colleagues who manage to get everything done? If burning the midnight oil is still not getting you the results you need in the office, then there ...
by Ashley Andrews, Feb 11, 2015

Two of the most sought after skills in the workplace are time management and problem solving. Time management skills will benefit your productivity and help you meet your targets and deadlines, while ...
by Ashley Andrews, Jan 28, 2015

Many of us who have gone through the grind of the office cubicle lifestyle know what it’s like to spend countless hours sitting behind a desk. And while working hard is commendable, many of us opt f ...
by Ashley Andrews, Jan 14, 2015

Back in the 1930s, respected British economist John Keynes predicted that society would move towards a workweek lasting a mere 15 hours. Modern technology would help eradicate mundane tasks, giving us ...
by Ashley Andrews, Dec 24, 2014

Trying to become more effective time managers is something we all strive for, no matter which line of work we’re in. Whether we’re looking for more free time, opportunities for growth, or just the ...
by Ashley Andrews, Dec 10, 2014

Time management is a skill that’s not only honed through practice (and making plenty of mistakes along the way), but also about ensuring you try strategies that have proven themselves successful wit ...
by Ashley Andrews, Nov 26, 2014

Time management can have a huge effect on your performance and productivity in the workplace. Not only will it make you a more efficient employee, but it will also help you meet deadlines, produce bet ...
by Ashley Andrews, Nov 12, 2014

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