In this last article of a three-part series, Dr. Roy Whitten and Scott Roy explain how to map the selling process to the customer’s buying process and use the CRM system as an effective planning tool.

Setting up a sales academy is certainly an attractive option for many organizations. In order to make it work, leaders must diagnose the sales problems first and then design their own selling framework to serve their customers. Dr. Roy Whitten and Scott Roy discuss the key factors to consider when training your own salespeople. Please […]

Andy Narracott interviews Scott Roy on how social enterprises can transform the management of sales and produce the results to fulfil their mission.

In this part two of a three-part series Dr. Roy Whitten and Scott Roy teach an important competence tool to discover the customer’s needs by being with your client in a way that is different and unique.

In this part one of a three-part series  Dr. Roy Whitten and Scott Roy look into how to be aware of your attitude and ‘elevate’ it in order to produce greater results. Not just tips and tricks, but transformation; Learn how to proactively manage your attitude and achieve what you want to achieve

December 2016 The International Journal of Sales Transformation,  Issue 2.4 The biggest problem many salespeople have is that they just don’t listen well enough. How to prepare, execute, and learn from a new way to listen. Please click the link below to access the article. precision-listening_ijst-issue-2-4 Reproduced by permission of the International Journal of Sales […]

September 2016 The International Journal of Sales Transformation,  Issue 2.3 Dr Roy Whitten and Scott Roy discuss what to do before the pitch and how to do it. This is called the “art of discovery”, arguably the single most critical component of the selling process. Please click the link below to access the article. the-art-of-discovery_ijst-issue-2-3 […]

Most companies fail to accurately measure the impact of their sales training programmes in a way that can lead to sustained improvement in performance. Let’s take a look at why measuring sales training is so difficult, what it takes to get it right, and explore one method that we have found to be effective.

If you’ve been involved in commissioning or delivering training programmes, then you will hopefully have thought about their evaluation. Has the training made a difference? Did the participants find it useful? When we evaluate training solutions we have to do more than answer the questions above.

April 21st, 2016 Some people believe they are lucky. I believe these kinds of people are also very good at putting themselves in the right place at the right time. Roy Whitten is more than lucky for where he is today. As the co-director of Whitten & Roy Partnership, Roy takes his experience and education […]