Global Educ8tions

14/09/2026

𝗪𝗛𝗬 𝗘𝗩𝗘𝗥𝗬 𝗚𝗥𝗔𝗗𝗨𝗔𝗧𝗘 𝗦𝗛𝗢𝗨𝗟𝗗 𝗟𝗘𝗔𝗥𝗡 𝗛𝗢𝗪 𝗧𝗢 𝗦𝗘𝗟𝗟 — 𝗘𝗩𝗘𝗡 𝗜𝗙 𝗧𝗛𝗘𝗬 𝗡𝗘𝗩𝗘𝗥 𝗪𝗢𝗥𝗞 𝗜𝗡 𝗦𝗔𝗟𝗘𝗦

You don’t want to work in sales; that’s fine. I still believe you should learn how to sell.

Because selling is bigger than a sales job.

The entrepreneur pitching to an investor is selling.

The graduate sitting in an interview is selling.

The manager gaining support for an idea is selling.

The consultant recommending a strategy is selling.

The charity seeking funding is selling.

The employee negotiating a salary increase is selling.

The leader communicating a vision is selling.

At its best, selling is the ability to understand another person’s needs and communicate value in a way that helps them decide.

That capability travels with you throughout your career.

𝗦𝗼 𝘄𝗵𝘆 𝗶𝘀𝗻’𝘁 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗮 𝗺𝗼𝗿𝗲 𝘀𝗶𝗴𝗻𝗶𝗳𝗶𝗰𝗮𝗻𝘁 𝗽𝗮𝗿𝘁 𝗼𝗳 𝗴𝗿𝗮𝗱𝘂𝗮𝘁𝗲 𝗲𝗱𝘂𝗰𝗮𝘁𝗶𝗼𝗻?

Imagine every graduate leaving university knowing how to:

• Ask intelligent questions
• Listen actively
• Communicate value
• Present confidently
• Negotiate and handle objections
• Build relationships
• Prospect professionally
• Use CRM
• Develop a personal brand
• Understand customer behaviour
• Follow up and ask for commitment

Would they be more employable? I believe so.

Better prepared for entrepreneurship? Almost certainly.

Better equipped to become managers and leaders? Absolutely.

Sales education shouldn’t simply be occupational training for people with sales in their job title.

It should be part of a broader commercial education.

Because the world doesn’t automatically recognise your value.

You have to learn how to communicate it.

You may have a brilliant idea; somebody has to believe in it.

You may create an outstanding product; somebody has to buy it.

You may have exceptional skills; an employer has to understand how those skills create value.

The ability to move from having value to communicating value is one of the most important professional capabilities you can develop.

So when a graduate tells me, I’m not interested in becoming a salesperson.
My response isn’t that everybody should become one; they shouldn’t.

My argument is simpler: you may never have a job in sales; however, you will spend your entire career selling something.
,
Sometimes a product

Sometimes an idea

Sometimes a business

Sometimes a vision

And sometimes, simply yourself

That is why I believe 𝗘𝘃𝗲𝗿𝘆 𝗴𝗿𝗮𝗱𝘂𝗮𝘁𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝗹𝗲𝗮𝗿𝗻 𝗵𝗼𝘄 𝘁𝗼 𝘀𝗲𝗹𝗹.

𝗧𝗵𝗲 𝗦𝗮𝗹𝗲𝘀 𝗦𝗰𝗶𝗲𝗻𝘁𝗶𝘀𝘁

08/09/2026

𝗣𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝗦𝗮𝗹𝗲𝘀 𝗖𝗼𝘂𝗹𝗱 𝗕𝗲 𝗢𝗻𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗕𝗲𝘀𝘁 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗦𝗰𝗵𝗼𝗼𝗹𝘀 𝗮 𝗚𝗿𝗮𝗱𝘂𝗮𝘁𝗲 𝗘𝘃𝗲𝗿 𝗔𝘁𝘁𝗲𝗻𝗱𝘀

Imagine graduating from university and spending the next three years learning:

𝗛𝗼𝘄 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀𝗲𝘀 𝗮𝗰𝗾𝘂𝗶𝗿𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀

𝗛𝗼𝘄 𝗯𝘂𝘆𝗲𝗿𝘀 𝗺𝗮𝗸𝗲 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀

𝗛𝗼𝘄 𝗼𝗿𝗴𝗮𝗻𝗶𝘀𝗮𝘁𝗶𝗼𝗻𝘀 𝗰𝗼𝗺𝗽𝗲𝘁𝗲

𝗛𝗼𝘄 𝘁𝗼 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗲 𝗮𝗻𝗱 𝗺𝗮𝗻𝗮𝗴𝗲 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀

𝗛𝗼𝘄 𝗽𝗿𝗶𝗰𝗶𝗻𝗴 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝘀 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝘂𝗿

𝗛𝗼𝘄 𝗖𝗥𝗠 𝗮𝗻𝗱 𝗰𝗼𝗺𝗺𝗲𝗿𝗰𝗶𝗮𝗹 𝗱𝗮𝘁𝗮 𝗱𝗿𝗶𝘃𝗲 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀

𝗛𝗼𝘄 𝘁𝗮𝗿𝗴𝗲𝘁𝘀 𝘁𝗿𝗮𝗻𝘀𝗹𝗮𝘁𝗲 𝗶𝗻𝘁𝗼 𝗿𝗲𝘃𝗲𝗻𝘂𝗲

𝗛𝗼𝘄 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗯𝗲𝗰𝗼𝗺𝗲𝘀 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻

𝗛𝗼𝘄 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀𝗲𝘀 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗴𝗿𝗼𝘄

You could call that a business education.

I 𝗰𝗮𝗹𝗹 𝗶𝘁 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝘀𝗮𝗹𝗲𝘀.

Sales is one of the few careers where a young professional can see the relationship between activity, customer behaviour, value, and commercial results almost immediately.

𝗠𝗮𝗸𝗲 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵𝗲𝘀

𝗔𝗻𝗮𝗹𝘆𝘀𝗲 𝗿𝗲𝘀𝗽𝗼𝗻𝘀𝗲𝘀

𝗖𝗵𝗮𝗻𝗴𝗲 𝘁𝗵𝗲 𝗽𝗿𝗼𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻

𝗦𝗽𝗲𝗮𝗸 𝘁𝗼 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀

𝗟𝗶𝘀𝘁𝗲𝗻 𝘁𝗼 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀

𝗜𝗺𝗽𝗿𝗼𝘃𝗲 𝘁𝗵𝗲 𝗺𝗲𝘀𝘀𝗮𝗴𝗲

𝗕𝘂𝗶𝗹𝗱 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀

𝗠𝗲𝗮𝘀𝘂𝗿𝗲 𝗿𝗲𝘀𝘂𝗹𝘁𝘀

That feedback loop develops something textbooks alone cannot provide:

A graduate can understand business theory without understanding how a company wins customers.

They can study marketing without ever asking someone to buy.

They can understand strategy without being responsible for delivering a commercial result.

𝗣𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝘀𝗮𝗹𝗲𝘀 𝗹𝗶𝗻𝗸𝘀 𝘁𝗵𝗲𝗼𝗿𝘆 𝘄𝗶𝘁𝗵 𝗿𝗲𝗮𝗹𝗶𝘁𝘆.

It also teaches one of the most important lessons in business:

𝗩𝗮𝗹𝘂𝗲 𝗲𝘅𝗶𝘀𝘁𝘀 𝗶𝗻 𝘁𝗵𝗲 𝗺𝗶𝗻𝗱 𝗼𝗳 𝘁𝗵𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝘀𝗲𝗹𝗹𝗲𝗿.

Your company may believe its product is brilliant. Your marketing may be outstanding.

Eventually, someone must answer the customer's question:

𝗪𝗵𝘆 𝘀𝗵𝗼𝘂𝗹𝗱 𝗜 𝗯𝘂𝘆 𝘁𝗵𝗶𝘀?

Learning to answer that question requires an understanding of:

𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 - 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗼𝗿𝘀 - 𝗠𝗮𝗿𝗸𝗲𝘁𝘀 - 𝗣𝗿𝗶𝗰𝗶𝗻𝗴 - 𝗣𝘀𝘆𝗰𝗵𝗼𝗹𝗼𝗴𝘆 - 𝗖𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗶𝗼𝗻 - 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 - 𝗧𝗿𝘂𝘀𝘁 - 𝗩𝗮𝗹𝘂𝗲

This is why I see professional sales as an accelerated MBA in the real world. It doesn't replace academic education. It provides a commercial laboratory where business theory meets human behaviour and measurable results every day.

So perhaps we should stop asking graduates:

𝗪𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝗹𝗶𝗸𝗲 𝗮 𝗷𝗼𝗯 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀?

And start asking:

𝗪𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝗹𝗶𝗸𝗲 𝘁𝗼 𝘀𝗽𝗲𝗻𝗱 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝘁𝗵𝗿𝗲𝗲 𝘆𝗲𝗮𝗿𝘀 𝗹𝗲𝗮𝗿𝗻𝗶𝗻𝗴 𝗵𝗼𝘄 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗿𝗲𝗮𝗹𝗹𝘆 𝘄𝗼𝗿𝗸𝘀?

T𝗵𝗲 𝗦𝗮𝗹𝗲𝘀 𝗦𝗰𝗶𝗲𝗻𝘁𝗶𝘀𝘁

04/09/2026

𝗪𝗲 𝗧𝗲𝗮𝗰𝗵 𝗚𝗿𝗮𝗱𝘂𝗮𝘁𝗲𝘀 𝗛𝗼𝘄 𝘁𝗼 𝗚𝗲𝘁 𝗮 𝗗𝗲𝗴𝗿𝗲𝗲. 𝗕𝘂𝘁 𝗱𝗼 𝘄𝗲 𝘁𝗲𝗮𝗰𝗵 𝘁𝗵𝗲𝗺 𝗵𝗼𝘄 𝘁𝗼 𝗚𝗲𝘁 𝗮𝗻 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆?

Universities spend years developing knowledge, technical capability, and academic confidence.

But there is one skill we rarely discuss in graduate employability

𝗧𝗵𝗲 𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝘁𝗼 𝘀𝗲𝗹𝗹 𝘆𝗼𝘂𝗿 𝘃𝗮𝗹𝘂𝗲.

That may sound controversial.

But consider what graduates have to do when entering the labour market.

Identify potential employers

Research organisations

Approach decision-makers

Build networks

Present themselves

Answer difficult questions

Overcome objections

Demonstrate value

Follow up

Secure commitment

𝗧𝗵𝗮𝘁'𝘀 𝘀𝗮𝗹𝗲𝘀

Yet many graduates enter the employment market believing their primary strategy should be to:

Search, Apply, and Wait

In my opinion, we need to teach something different:

Research

Target

Connect

Communicate

Demonstrate Value

Follow Up

That's prospecting

And prospecting should be recognised as an employability skill.

Imagine if every graduate left university able to answer:

𝗪𝗵𝗮𝘁 𝗰𝗮𝗻 𝗜 𝗱𝗼?

W𝗵𝗮𝘁 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 𝗰𝗮𝗻 𝗜 𝗵𝗲𝗹𝗽 𝗮𝗻 𝗼𝗿𝗴𝗮𝗻𝗶𝘀𝗮𝘁𝗶𝗼𝗻 𝘀𝗼𝗹𝘃𝗲?

𝗪𝗵𝘆 𝘀𝗵𝗼𝘂𝗹𝗱 𝗮𝗻 𝗲𝗺𝗽𝗹𝗼𝘆𝗲𝗿 𝗰𝗵𝗼𝗼𝘀𝗲 𝗺𝗲?

Then imagine they had the confidence to identify 50 organisations they wanted to work for, research their challenges, find relevant decision-makers and start professional conversations.

They wouldn't simply be job seekers.

They would become opportunity creators.

This is why I believe sales education deserves a place alongside CV writing, interview preparation, networking and career planning.

Not aggressive selling.

Not manipulation.

Professional, ethical selling

The ability to listen

Ask intelligent questions

Understand needs

Communicate value

Build relationships

Handle rejection

Follow up

Create opportunities

A degree tells an employer what you have studied.

A CV tells them what you have done.

But neither automatically teaches you how to explain why you matter to their organisation.

Perhaps the graduate employability debate needs a new question.

𝗜𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝗼𝗻𝗹𝘆 𝗮𝘀𝗸𝗶𝗻𝗴:

Are our graduates qualified?

𝗪𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝗮𝗹𝘀𝗼 𝗮𝘀𝗸:

Can our graduates sell their value?

I'd be interested to hear from graduates, employers, university leaders, and careers professionals.

Should professional sales and prospecting be taught as graduate employability skills?

T𝗵𝗲 𝗦𝗮𝗹𝗲𝘀 𝗦𝗰𝗶𝗲𝗻𝘁𝗶𝘀𝘁

02/09/2026

𝗪𝗛𝗬 𝗔𝗥𝗘𝗡’𝗧 𝗠𝗢𝗥𝗘 𝗚𝗥𝗔𝗗𝗨𝗔𝗧𝗘𝗦 𝗖𝗛𝗢𝗢𝗦𝗜𝗡𝗚 𝗦𝗔𝗟𝗘𝗦?

Walk into almost any university careers fair, and you will see graduates being encouraged to consider careers in finance, law, consulting, technology, marketing, management, and the public sector.

𝗪𝗵𝗲𝗿𝗲 𝗶𝘀 𝘀𝗮𝗹𝗲𝘀?

Despite being the commercial engine that keeps businesses growing, professional sales is still too often misunderstood, underestimated, or overlooked as a graduate career.

We need to change that.

For too long, sales has suffered from an image problem.
Mention a sales career to some graduates, and they immediately imagine cold calling, pressure selling, commission-only jobs, and somebody trying to persuade a customer to buy something they don't need.

That is not the professional sales career I recognise.

Modern professional selling is about understanding problems.

It is about asking intelligent questions.

It is about listening.

It is about identifying needs, communicating value, building relationships, negotiating solutions, and creating outcomes that work for both the customer and the organisation.

In other words, sales is a profession built around people, problems and value creation.

𝗟𝗼𝗼𝗸 𝗮𝘁 𝘁𝗵𝗲 𝗰𝗮𝗽𝗮𝗯𝗶𝗹𝗶𝘁𝗶𝗲𝘀 𝗮 𝗴𝗿𝗮𝗱𝘂𝗮𝘁𝗲 𝗰𝗮𝗻 𝗱𝗲𝘃𝗲𝗹𝗼𝗽 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝘀𝗮𝗹𝗲𝘀:
Communication
Negotiation
Commercial awareness
Problem solving
Resilience
Emotional intelligence
Relationship management
Presentation
Leadership
Entrepreneurial thinking

These aren't merely sales skills. They are career skills.

There is another reason I believe graduates should take sales more seriously.

Sales puts you close to the commercial heartbeat of an organisation.

You learn very quickly why customers buy.

Why they don't buy.

What competitors are doing.

How businesses make money.

How pricing works.

How relationships influence decisions.

How an organisation converts an idea, product or service into revenue.

That is an extraordinary education for someone at the beginning of their career.

𝗦𝗼 𝗽𝗲𝗿𝗵𝗮𝗽𝘀 𝘄𝗲 𝗻𝗲𝗲𝗱 𝘁𝗼 𝘀𝘁𝗼𝗽 𝗮𝘀𝗸𝗶𝗻𝗴:
Why would a graduate want to work in sales?

𝗔𝗻𝗱 𝘀𝘁𝗮𝗿𝘁 𝗮𝘀𝗸𝗶𝗻𝗴:
Why aren't we teaching more graduates how valuable professional selling can be?

Universities have a role.

Employers have a role.

The sales profession has a role.

Those of us involved in sales education have a responsibility to present young people with a much more accurate picture of what a professional career in sales can become.

Sales should not be the career graduates discover accidentally five years after university.

It should be a career they are encouraged to consider deliberately.

Because sales is not simply about selling products.

It is about creating opportunities, solving problems, and generating value.

And that is something every graduate should understand.

𝙏𝙝𝙚 𝙎𝙖𝙡𝙚𝙨 𝙎𝙘𝙞𝙚𝙣𝙩𝙞𝙨𝙩

27/08/2026

𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗮 𝗦𝗮𝗹𝗲𝘀 𝗖𝘂𝗹𝘁𝘂𝗿𝗲 𝗧𝗵𝗮𝘁 𝗡𝘂𝗿𝘁𝘂𝗿𝗲𝘀 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗚𝗿𝗼𝘄𝘁𝗵

The way customers buy has changed. The way businesses sell must also change with it.

Traditional sales cultures were often built around targets, scripts, pressure and closing techniques. While results still matter, New Age Selling requires something more: a culture where everyone understands how to create value, build relationships and contribute to sustainable revenue growth.

Today's customer is more informed, more connected and more selective. They can research your organisation, compare competitors and form an opinion about your offer before speaking to you.

This means sales can no longer be viewed simply as the responsibility of the sales department; the messaging needs to resonate throughout your organisation.

𝗦𝗮𝗹𝗲𝘀 𝗖𝘂𝗹𝘁𝘂𝗿𝗲 𝗦𝘁𝗮𝗿𝘁𝘀 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿

A strong sales culture begins by asking:

What problem are we helping the customer solve?

New Age Selling moves the conversation from "What can we sell?" to "What value can we create?"

Salespeople need to become better listeners, researchers, problem-solvers and trusted advisers. They must understand the customer's objectives before recommending a solution.

𝗙𝗿𝗼𝗺 𝗦𝗮𝗹𝗲𝘀𝗽𝗲𝗼𝗽𝗹𝗲 𝘁𝗼 𝗦𝗮𝗹𝗲𝘀 𝗦𝗰𝗶𝗲𝗻𝘁𝗶𝘀𝘁𝘀

The modern salesperson should think like a Sales Scientist.

𝗢𝗯𝘀𝗲𝗿𝘃𝗲 – 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 – 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻 – 𝗧𝗲𝘀𝘁 – 𝗠𝗲𝗮𝘀𝘂𝗿𝗲 – 𝗟𝗲𝗮𝗿𝗻 - 𝗔𝗱𝗮𝗽𝘁.

Data, CRM systems, social selling, digital platforms, and AI provide sales professionals with more intelligence than ever before. However, technology should enhance human relationships, not replace them.

𝗧𝗵𝗲 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗮𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲 𝗿𝗲𝗺𝗮𝗶𝗻𝘀 𝘁𝗵𝗲 𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝘁𝗼 𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗽𝗲𝗼𝗽𝗹𝗲.

Everyone Influences Revenue

Sales culture should extend beyond the sales team.

Marketing creates interest.

Customer service builds loyalty.

Operations delivers the promise.

Leadership creates direction.

Employees create the customer experience.

Every interaction can strengthen or weaken the commercial relationship.

That is why organisations seeking sustainable growth must develop commercial awareness across the workforce.

𝘉𝘶𝘪𝘭𝘥 𝘵𝘩𝘦 𝘙𝘪𝘨𝘩𝘵 𝘉𝘦𝘩𝘢𝘷𝘪𝘰𝘶𝘳𝘴

𝗔 𝗡𝗲𝘄 𝗔𝗴𝗲 𝗦𝗮𝗹𝗲𝘀 𝗰𝘂𝗹𝘁𝘂𝗿𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝗲𝗻𝗰𝗼𝘂𝗿𝗮𝗴𝗲 𝗽𝗲𝗼𝗽𝗹𝗲 𝘁𝗼:
• Listen before pitching
• Diagnose before prescribing
• Educate rather than pressure
• Use data intelligently
• Build relationships before transactions
• Follow up consistently
• Create value after the sale
• Measure customer outcomes, not simply activity

The objective is not to create an organisation full of aggressive salespeople.

It is to create an organisation full of people who understand customers, value and growth.
And when sales becomes a shared organisational capability, business growth becomes everyone's responsibility.

21/08/2026

T𝗵𝗲 𝗡𝗲𝘄 𝗦𝗮𝗹𝗲𝘀 𝗣𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 - 𝗙𝗿𝗼𝗺 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗦𝗲𝗹𝗹𝗲𝗿 𝘁𝗼 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗔𝗱𝘃𝗶𝘀𝗲𝗿

The role of the salesperson is changing in this new age of selling.
Customers today can research products, compare competitors, read reviews and use AI to evaluate solutions before they ever speak to a salesperson.

So, when customers already have access to information, what value does the salesperson bring?

𝗧𝗵𝗲 𝗮𝗻𝘀𝘄𝗲𝗿 𝗶𝘀 𝗶𝗻𝗰𝗿𝗲𝗮𝘀𝗶𝗻𝗴𝗹𝘆 𝗶𝗻𝘀𝗶𝗴𝗵𝘁, 𝗮𝗱𝘃𝗶𝗰𝗲 𝗮𝗻𝗱 𝗽𝗿𝗼𝗯𝗹𝗲𝗺-𝘀𝗼𝗹𝘃𝗶𝗻𝗴.

𝗡𝗲𝘄 𝗔𝗴𝗲 𝗦𝗲𝗹𝗹𝗶𝗻𝗴
New Age Selling requires a shift from:

“What can I sell this customer?”

𝗧𝗼:

“W𝘩𝘢𝘵 𝘪𝘴 𝘵𝘩𝘪𝘴 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳 𝘵𝘳𝘺𝘪𝘯𝘨 𝘵𝘰 𝘢𝘤𝘩𝘪𝘦𝘷𝘦, 𝘢𝘯𝘥 𝘩𝘰𝘸 𝘤𝘢𝘯 𝘐 𝘩𝘦𝘭𝘱?”

The modern sales professional must ask intelligent questions, listen carefully and understand the customer's challenges before recommending a solution.

𝗦𝗼𝗺𝗲𝘁𝗶𝗺𝗲𝘀 𝘁𝗵𝗮𝘁 𝗺𝗮𝘆 𝗲𝘃𝗲𝗻 𝗺𝗲𝗮𝗻 𝘁𝗲𝗹𝗹𝗶𝗻𝗴 𝗮 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝘁𝗵𝗮𝘁 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝗶𝘀 𝗻𝗼𝘁 𝗿𝗶𝗴𝗵𝘁 𝗳𝗼𝗿 𝘁𝗵𝗲𝗺.

You may lose a transaction, but you can gain something more valuable: 𝗧𝗥𝗨𝗦𝗧.

𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆 𝗞𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲
Customers increasingly expect salespeople to understand their industry, not simply their own products or services.

Understanding market trends, competitors, technology, regulation and emerging challenges allows salespeople to have more valuable conversations with decision-makers.

𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗼𝗿 𝘀𝗲𝗿𝘃𝗶𝗰𝗲 𝗸𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝗴𝗲𝘁𝘀 𝘆𝗼𝘂 𝗶𝗻𝘁𝗼 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻. 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆 𝗸𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝗵𝗲𝗹𝗽𝘀 𝘆𝗼𝘂 𝗮𝗱𝗱 𝘃𝗮𝗹𝘂𝗲 𝘁𝗼 𝗶𝘁.

𝗖𝗼𝗺𝗺𝗲𝗿𝗰𝗶𝗮𝗹 𝗔𝘄𝗮𝗿𝗲𝗻𝗲𝘀𝘀
The New Age Sales Professional must also understand business.

How does the customer generate revenue?

What pressures affect costs and profitability?

Where are the growth opportunities?

𝗔 𝘀𝗮𝗹𝗲𝘀𝗽𝗲𝗿𝘀𝗼𝗻 𝘀𝗵𝗼𝘂𝗹𝗱 𝗯𝗲 𝗮𝗯𝗹𝗲 𝘁𝗼 𝗰𝗼𝗻𝗻𝗲𝗰𝘁 𝘁𝗵𝗲𝗶𝗿 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝘁𝗼 𝗰𝗼𝗺𝗺𝗲𝗿𝗰𝗶𝗮𝗹 𝗼𝘂𝘁𝗰𝗼𝗺𝗲𝘀 𝘀𝘂𝗰𝗵 𝗮𝘀:

𝘐𝘯𝘤𝘳𝘦𝘢𝘴𝘪𝘯𝘨 𝘳𝘦𝘷𝘦𝘯𝘶𝘦
R𝘦𝘥𝘶𝘤𝘪𝘯𝘨 𝘤𝘰𝘴𝘵𝘴
𝘐𝘮𝘱𝘳𝘰𝘷𝘪𝘯𝘨 𝘱𝘳𝘰𝘥𝘶𝘤𝘵𝘪𝘷𝘪𝘵𝘺
S𝘢𝘷𝘪𝘯𝘨 𝘵𝘪𝘮𝘦
R𝘦𝘥𝘶𝘤𝘪𝘯𝘨 𝘳𝘪𝘴𝘬
R𝘦𝘵𝘢𝘪𝘯𝘪𝘯𝘨 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳𝘴

This moves the conversation away from price and towards business value.

𝗟𝗼𝗻𝗴-𝗧𝗲𝗿𝗺 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀

𝘗𝘳𝘰𝘧𝘦𝘴𝘴𝘪𝘰𝘯𝘢𝘭 𝘴𝘦𝘭𝘭𝘪𝘯𝘨 𝘴𝘩𝘰𝘶𝘭𝘥 𝘯𝘰 𝘭𝘰𝘯𝘨𝘦𝘳 𝘣𝘦:

Prospect → Pitch → Close → Move On

𝘐𝘵 𝘴𝘩𝘰𝘶𝘭𝘥 𝘣𝘦𝘤𝘰𝘮𝘦:

Understand → Advise → Solve → Deliver → Support → Grow

𝗧𝗵𝗲 𝘀𝗮𝗹𝗲 𝗶𝘀 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗲𝗻𝗱 𝗼𝗳 𝘁𝗵𝗲 𝗽𝗿𝗼𝗰𝗲𝘀𝘀. 𝗜𝘁 𝗶𝘀 𝘁𝗵𝗲 𝗯𝗲𝗴𝗶𝗻𝗻𝗶𝗻𝗴 𝗼𝗳 𝗮 𝗹𝗼𝗻𝗴-𝘁𝗲𝗿𝗺 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽.

When customers see salespeople as trusted advisers, opportunities for repeat business, referrals and long-term partnerships naturally increase.

19/08/2026

𝗦𝗮𝗹𝗲𝘀 𝗜𝘀 𝗡𝗼𝘁 𝗝𝘂𝘀𝘁 𝗮 𝗝𝗼𝗯; 𝗜𝘁 𝗜𝘀 𝗮 𝗟𝗶𝗳𝗲 𝗦𝗸𝗶𝗹𝗹

For too long, sales has been treated as a career people simply fall into. I believe we need to change that.

Sales should be recognised as a professional discipline, an employability skill and a compulsory pathway into entrepreneurship.

Every organisation needs customers. Every entrepreneur needs to communicate value to their customers.

Every graduate entering the workplace needs to build confidence, resilience, commercial awareness and the ability to influence others.

Yet how many people are actually taught these skills before entering the workplace?

We teach people how to gain qualifications, but not always how to sell their value.

We teach entrepreneurs how to write business plans, but not necessarily how to win their first customer.

We encourage graduates to apply for jobs, but often fail to teach them how to prospect, build relationships, handle objections, negotiate and close opportunities.

That is the gap we are working towards closing at Global Educ8tions.

𝗢𝘂𝗿 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵 𝗳𝗼𝗰𝘂𝘀𝗲𝘀 𝗼𝗻 𝘁𝗵𝗿𝗲𝗲 𝗽𝗿𝗮𝗰𝘁𝗶𝗰𝗮𝗹 𝗽𝗮𝘁𝗵𝘄𝗮𝘆𝘀:

𝗧𝗵𝗲 𝗚𝗿𝗮𝗱𝘂𝗮𝘁𝗲 𝗦𝗮𝗹𝗲𝘀 𝗦𝗰𝗵𝗲𝗺𝗲 —Helping unemployed graduates develop real-world commercial and sales capability while connecting education with paid employment.

𝗧𝗵𝗲 𝗦𝗮𝗹𝗲𝘀 𝗣𝗮𝘁𝗵𝘄𝗮𝘆 —Developing entry-level sales talent who can become productive, professional salespeople and create real value for employers.

𝗧𝗵𝗲 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗣𝗮𝘁𝗵𝘄𝗮𝘆 —Helping entrepreneurs and SME owners strengthen the sales capability required to build sustainable businesses.

𝗧𝗵𝗲 𝗽𝗿𝗶𝗻𝗰𝗶𝗽𝗹𝗲 𝗰𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗻𝗴 𝗮𝗹𝗹 𝘁𝗵𝗿𝗲𝗲 𝗶𝘀 𝘀𝗶𝗺𝗽𝗹𝗲:
Education + Sales Skills + Real-World Experience = Economic Opportunity

This is particularly important at a time when employers are seeking salespeople who can contribute commercially, and small businesses need customers more than ever.

Sales develops communication, confidence, emotional intelligence, resilience, negotiation, problem-solving and commercial awareness. These are not simply sales skills. These are life skills.

Over the coming weeks, I want to connect with London SMEs, sales leaders, recruiters, business owners and organisations recruiting sales or business development talent.

If your organisation needs stronger sales talent, wants to develop future sales professionals, or would like to explore our Graduate Sales Scheme, Sales Pathway or Enterprise Pathway, I would welcome a conversation.

The future of employment and enterprise will belong to people who can create value and communicate that value effectively.

12/08/2026

An overview of my Five C's https://api.ge8uk.com/sp/aa70e4080a3

Brief description of my 5 C's of sellingPointers: Listen activel...

06/08/2026

𝗛𝗼𝘄 𝗩𝗼𝗰𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗦𝗮𝗹𝗲𝘀 𝗤𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻𝘀 𝗖𝗮𝗻 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺 𝗖𝗮𝗿𝗲𝗲𝗿𝘀

In today's competitive job market, talent alone is no longer enough. Employers are increasingly looking for professionals who can demonstrate recognised skills, practical experience, and a commitment to continuous development. That's where vocational sales qualifications make the difference.

At Global Educ8tions, we believe that accredited vocational learning is one of the most effective ways to build successful careers in sales, business development, and entrepreneurship.

𝗪𝗵𝘆 𝗱𝗼 𝗲𝗺𝗽𝗹𝗼𝘆𝗲𝗿𝘀 𝘃𝗮𝗹𝘂𝗲 𝗮𝗰𝗰𝗿𝗲𝗱𝗶𝘁𝗲𝗱 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻𝘀?

Accredited qualifications assure that candidates have developed industry-relevant knowledge, practical skills, and professional behaviours. They demonstrate commitment, discipline, and the ability to apply learning in real business environments qualities every employer values.

𝗖𝗮𝗿𝗲𝗲𝗿 𝗣𝗿𝗼𝗴𝗿𝗲𝘀𝘀𝗶𝗼𝗻
A recognised sales qualification can open doors to roles such as Sales Executive, Business Development Manager, Account Manager, Sales Manager, and Commercial Director. It also provides a strong foundation for individuals looking to start or grow their own business.
Professional Credibility

Professional qualifications increase confidence with employers, customers, and colleagues. They show that you are committed to maintaining high standards, ethical selling practices, and continuous improvement throughout your career.

𝗔 𝗖𝗼𝗺𝗺𝗶𝘁𝗺𝗲𝗻𝘁 𝘁𝗼 𝗟𝗶𝗳𝗲𝗹𝗼𝗻𝗴 𝗟𝗲𝗮𝗿𝗻𝗶𝗻𝗴
The world of sales continues to evolve with AI, digital marketing, CRM systems, and changing customer expectations. Vocational qualifications encourage continuous learning, ensuring professionals remain relevant and adaptable in an increasingly competitive marketplace.

𝗛𝗶𝗴𝗵𝗲𝗿 𝗘𝗮𝗿𝗻𝗶𝗻𝗴 𝗣𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹
Investment in professional development often leads to increased earning opportunities. Better skills generate better performance, stronger customer relationships, improved sales results, and greater opportunities for promotion, bonuses, and career advancement.
At Global Educ8tions, our accredited vocational programmes are designed to equip learners with the practical skills, confidence, and professional recognition needed to succeed in today's economy.

Whether you are starting your career, changing direction, or aiming for leadership, investing in your professional development is an investment in your future.

𝗬𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗶𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗮 𝗰𝗲𝗿𝘁𝗶𝗳𝗶𝗰𝗮𝘁𝗲; 𝗶𝘁 𝗶𝘀 𝗮 𝗽𝗮𝘁𝗵𝘄𝗮𝘆 𝘁𝗼 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆, 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲, 𝗮𝗻𝗱 𝗹𝗼𝗻𝗴-𝘁𝗲𝗿𝗺 𝗰𝗮𝗿𝗲𝗲𝗿 𝘀𝘂𝗰𝗰𝗲𝘀𝘀.

04/08/2026

𝗙𝗶𝘃𝗲 𝗥𝗲𝗮𝘀𝗼𝗻𝘀 𝗦𝗺𝗮𝗹𝗹 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀𝗲𝘀 𝗙𝗮𝗶𝗹 𝘁𝗼 𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗲 𝗖𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁 𝗦𝗮𝗹𝗲𝘀

For many Micros and SMEs, sales are unpredictable; one month can be busy, the next is quiet. More often than not, the problem isn't the product or service; it's their sales process.
Here are five research reasons businesses struggle to generate consistent sales.

𝟭. 𝗡𝗼 𝗦𝗮𝗹𝗲𝘀 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆
Without a clear sales plan, businesses rely on referrals or chance enquiries. A successful strategic plan identifies your target audience, defines your value, sets measurable KPI’s, and outlines how you plan to generate new business.

𝟮. 𝗪𝗲𝗮𝗸 𝗙𝗼𝗹𝗹𝗼𝘄-𝗨𝗽
Many opportunities are lost because businesses give up too soon. Prospective customers often need several touchpoints before making a buying decision in their journey. Consistent, value-focused follow-up builds trust and keeps your business front of mind.

𝟯. 𝗣𝗼𝗼𝗿 𝗟𝗲𝗮𝗱 𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻
A healthy sales pipeline requires a steady flow of new prospects. Relying on one source of business is risky. Use a mix of networking, referrals, LinkedIn, email marketing, telemarketing, and don’t be afraid to go direct if necessary.

𝟰. 𝗟𝗮𝗰𝗸 𝗼𝗳 𝗮 𝗖𝗥𝗠 𝗦𝘆𝘀𝘁𝗲𝗺
Managing customer information through spreadsheets or memory can lead to missed opportunities. A Customer Relationship Management (CRM) system helps track enquiries, schedule follow-ups, manage your pipeline, and improve customer relationships.

𝟱. 𝗡𝗼 𝗜𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁 𝗶𝗻 𝗦𝗮𝗹𝗲𝘀 𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴
Sales is a professional skill that evolves with changing customer expectations. Investing in training, coaching, and modern sales science helps individuals and teams improve confidence communicating and conversion rates.

I𝗳 𝘆𝗼𝘂 𝘄𝗮𝗻𝘁 𝗺𝗼𝗿𝗲 𝗽𝗿𝗲𝗱𝗶𝗰𝘁𝗮𝗯𝗹𝗲 𝘀𝗮𝗹𝗲𝘀:
• Create a written sales plan with clear targets.
• Develop a structured follow-up process.
• Dedicate time every week for lead generation.
• Routinely use a CRM system.
• Invest in ongoing sales training and coaching.

Regular sales don't happen by chance; they result from consistent actions, effective systems, and skilled people.

Which of these five areas do you think has the biggest impact on Micro/SME growth?
I'd love to hear your thoughts in the comments.