Resources

Video. Reading. Audio. Links.

Learning never stops. Neither should you.

Reading

In this section, you'll find links to our favourite training and development books.

Watching

This section contains links to our own video content, some sourced from our online training programmes, and some shot on request from our customers.

Currently these are exclusively sales-focused.

Exploring

Be careful out there in the wilds of the World Wide Web...but there is a wealth of free content available to stimulate learning.

Reading Recommendations

Sales. Obviously, we have to start with the work of our very own founder, Mr Mark Blackmore, and his opus “The Single Sales Principle & the 8 Myths of Selling“.

Through extensive research Mark substitutes the 8 myths with the Single Sales Principle® – the definitive answer for why people buy. In addition, Mark introduces the DECIDE® sales process, a methodology designed specifically to achieve the Single Sales Principle®.

Click here to link through to order a copy of the book, or to download an audio version.

In The Five Dysfunctions of a Team Patrick Lencioni once again offers a leadership fable that is as enthralling and instructive as his first two best-selling books, The Five Temptations of a CEO and The Four Obsessions of an Extraordinary Executive. This time, he turns his keen intellect and storytelling power to the fascinating, complex world of teams. Kathryn Petersen, Decision Tech’s CEO, faces the ultimate leadership crisis: Uniting a team in such disarray that it threatens to bring down the entire company. Will she succeed? Will she be fired? Will the company fail?

We all know that change is hard. It’s unsettling, it’s time-consuming, and all too often we give up at the first sign of a setback.

But why do we insist on seeing the obstacles rather than the goal? This is the question that bestselling authors Chip and Dan Heath tackle in their compelling and insightful new book.

Why is there more chance we’ll believe something if it’s in a bold type face? Why are judges more likely to deny parole before lunch? Why do we assume a good-looking person will be more competent? The answer lies in the two ways we make choices: fast, intuitive thinking, and slow, rational thinking. This book reveals how our minds are tripped up by error and prejudice (even when we think we are being logical), and gives you practical techniques for slower, smarter thinking. It will enable to you make better decisions at work, at home, and in everything you do.

After a five-year research project, Collins concludes that good to great can and does happen. In this book, he uncovers the underlying variables that enable any type of organization to make the leap from good to great while other organizations remain only good. Rigorously supported by evidence, his findings are surprising – at times even shocking – to the modern mind.

It is the amusing and enlightening story of four characters who live in a maze and look for cheese to nourish them and make them happy. Cheese is a metaphor for what you want to have in life, for example a good job, a loving relationship, money or possessions, health or spiritual peace of mind. The maze is where you look for what you want, perhaps the organisation you work in, or the family or community you live in. The problem is that the cheese keeps moving.

Influence, the classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

Why do smart people make irrational decisions every day? The answers will surprise you. Predictably Irrational is an intriguing, witty and utterly original look at why we all make illogical decisions.

Why can a 50p aspirin do what a 5p aspirin can’t? If an item is “free” it must be a bargain, right? Why is everything relative, even when it shouldn’t be? How do our expectations influence our actual opinions and decisions?

Video Content

An overview of The Single Sales Principle® and it’s three core elements.

Mark Blackmore being interviewed about the Single Sales Principle®

Exposing Sales Myths #1 – Always be closing

Exposing Sales Myths #2 – Attitude sets altitude

Exposing Sales Myths #3 – People buy people

Exposing Sales Myths #4 – Customers like to talk about themselves

Exposing Sales Myths #5 – It’s a numbers game

Exposing Sales Myths #6 – Sell the sizzle not the sausage

Exposing Sales Myths #7 – Money Talks

External Links - Coming Soon