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Carole Railton

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CEO,CFO,VP,Director, life after branding ltd

44 points

15 yrs communications consultant /coach - special interest in behavior & personal branding.

10 yrs Xerox UK & Middle East, managing sales and marketing operations
3 yrs IBM UK & Zambia - problem solving
3 yrs Reed Employment running 7 branches in central London.
3 ...

15 yrs communications consultant /coach - special interest in behavior & personal branding.

10 yrs Xerox UK & Middle East, managing sales and marketing operations
3 yrs IBM UK & Zambia - problem solving
3 yrs Reed Employment running 7 branches in central London.
3 yrs South Africa, launching 3 employment agencies.
Recent books
The Future of Body Language - on Amazon
A Useful Guide to Personal Branding
both available www.livingsuccess.co.uk

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WEB: personal web site

May 4, 2012

Carole Railton and 10 other people answered this question

In your opinion, what are the top qualities of a leader?

Knowing what they are doing and why 1
Being able to influence others to achieve tasks and appropriate pr 2
Being able 2 read patterns & to C when things are going well or badly & take appropriate action
Having the confidence to sustain their ... more

Human Resources

Leadership Qualities

May 4, 2012

Carole Railton recommends this answer by Dave Brock

Have you ever received anything at a sales meeting that you actually kept?

Like Robert, I no longer have to buy casual clothes--I have so many t-shirts, warm up jackets, caps, etc.
Without meaning to be contrary, perhaps the very best take away is a well executed program that enables them and motivates them to take action immediately ... more

April 25, 2012

Carole Railton and 15 other people answered this question

What are some tips to making PowerPoint presentations less boring?

Check out your own body language. Are you able to influence with it? Does it match the slides you are showing. People buy people, that is why you are doing the presentation and not a robot. Make sure they understand you and the subject by ... more

April 17, 2012

Carole Railton and 5 other people answered this question

What does it take to be a leader in the digital era?

Whilst the first answer will work in some situations - every industry is different. I have been working with a CEO of an international banking company that you would certainly know if you were in banking. Whilst the co. has a presence on multimedia he ... more

General Management

Human Resources

April 12, 2012

Carole Railton recommends this answer by Benjamin Breeland

Best practices for gaining confidence as a public speaker?

I did two things to increase my confidence in public speaking as a presales consultant. I converted my presentation into a story and I modeled my storytelling after the storytelling ability of the preacher (Dr. Lonnie Southern) at the church I attended each Sunday. While ... more

April 10, 2012

Carole Railton and 6 other people answered this question

In your opinion what is the purpose of business?

How about to make the world a better place. If you look at what businesses do, they supply a demand, fill a gap and in doing so make the world a better place. How its done with stakeholders & employees.
If a business is just ... more

Business Ethics

Mission Statement

Jan. 25, 2012

Carole Railton and 5 other people answered this question at this roundtable

Power of “Face-to-Face” in a Technology World [1/24 @ 11 am]

How do video meetings compare to phone meetings?

it has to be better, its quicker more focused and you really have to know your stuff, hence my writings on the subject. Of course, if the buyer is not into video you have a problem, but most are switching onto it, as it gives ... more

Jan. 25, 2012

Carole Railton and 6 other people answered this question

When training new sales reps, how important is it to showcase the successes of other reps?

Everyone is different. I certainly would have not been interested in how others were doing until I got to grips with my territory and the product. So training first, knowledge and a few calls then get to know your colleagues. There is always information around ... more

Sales Management

Aug. 18, 2011

Carole Railton and 5 other people answered this question at this roundtable

Selling with Integrity as a Competitive Advantage [8/17 @ 11 am]

What do you do when you work for a company who's values aren't aligned with yours?

You need to understand company values before you start work with them.
Values will never be exactly the same as yours at organisations, but to comprise too much will mean you never actually get what you want and nor does the company you work for ... more

Sales Management

July 27, 2011

Carole Railton and 20 other people answered this question

Should a small business blog or just set up a Facebook page?

Lets remember that it costs to have a web site, but not to blog or have a facebook page, because of this cos. and individuals are moving towards facebook - you can even get stats on who is going to your site, who is active ... more

June 16, 2011

Carole Railton and 24 other people answered this question

What do you do with a sales rep who is doing ZERO after delivering the biggest quarter ever?

No need to do anything.
Patterns are a given and this is part of this guys pattern - highs and lows - its how the money market works, its how life works....
Maybe ask him what he wants and give it to him, but that simply. ... more

Human Resources

Employee Development

Sales Management

May 31, 2011

Carole Railton and 5 other people answered this question

What are the biggest inhibitors to forecast accuracy?

- The easiest way for me to get good forecasts is to call all the forecasts that the sales team have given me and ask them if they intend buying on the 20th of the Month. Its amazing what I have heard. 'we are not ... more

Forecast Accuracy

April 8, 2011

Carole Railton and 7 other people answered this question

Are your sales forecasts accurate? What's the top thing you do to improve forecast accuracy?

This is a very interesting question, and one that took up a lot of time whilst I was working for Xerox. Forecasts from sales people, were generally halved! After some lengthy time and discussions, we went on to call the clients ourselves (as sales managers) ... more

Forecast Accuracy

Pipeline Management

March 25, 2011

Carole Railton and 23 other people answered this question

How do you motivate your employees when there is limited upward mobility for them in the company?

Yes, Ryan & Joseph its about involvement, get the people involved in the company as if it were theirs. Best of all though is for a company to expand so that the people can stay and get the promotions they seek.
In addition, Companies have ... more

General Management

Leadership and Management Development

March 25, 2011

Carole Railton and 27 other people answered this question

What's the best thing to do with a top-producing salesperson who refuses to follow process?

Bill I agree.
The problem could occur though, when you have a very large organisation with several sales teams. In this situation, there will be in place a process that feeds back to the head office. In these situations managers and, of course, the process ... more

Sales Management

Talent Management

March 21, 2011

Carole Railton and 6 other people answered this question

Are Sales Managers a Dying Breed?

Sales teams really need support, to keep up with new technologies, changes in their customers habits and the speed at which competitors arrive, or go. The role of the manager has changed because of this and like some of the responses above, I believe that ... more

Sales Leadership

Sales Management

March 20, 2011

Carole Railton recommends this answer by Brian MacIver

How do you convince old school sales reps to embrace social media as part of their sales strategy?

Changing Beliefs.
Is not easy, you have to identify the belief.
Then you have to 'unjustify' it and replace with a new belief. The new belief allows Attitude change which leads to Behavioural change.
It's not wrong Behaviours, it is a wrong Attitude.
But really it's not a ... more

March 12, 2011

Carole Railton and 4 other people answered this question

What's the best thing about being an small business owner?

Being able to adapt to new technology right away - stealing a march on bigger cos. - seeing what is going on in the whole operation so that you understand what is having an impact and can adapt. The biggest buzz is knowing what you ... more

Small Business Owner

March 12, 2011

Carole Railton and 14 other people answered this question

What information should you provide in your voice mail greeting?

Ask Your Clients what would suit them and adjust accordingly.

General Business

March 12, 2011

Carole Railton and 3 other people answered this question

What's the best way to ask a gatekeeper when you don't know the name of the person your looking for?

All the answers are good here and Marc's example leads nicely to the contact you want. The problem though is when the gatekeeper says they are responsible, when they are not! My suggestion here is to honour them. Then once you have done your co ... more

Jan. 21, 2011

Carole Railton and 7 other people answered this question

When a consumer chooses to buy

Crumbs just notice that you are an Xerox Agency - I worked in sales for Xerox for a couple of years before moving into Management both in the UK & Overseas in the Middle East. Xerox still have wonderful training and tools for selling and ... more

Consumer Behavior

Jan. 21, 2011

Carole Railton and 26 other people answered this question

Sales Presentation Best Practices: What are your 3 tips for giving a successful sales presentation?

And here are another three things to remember with all presentations.
1 Be Authentic! Really understand who you are and your personal brand benefits.
2 Understand Your Body Language - The Future of Body Language has some good tips - since you do not want to ... more

General Management

Jan. 21, 2011

Carole Railton and 11 other people answered this question

Why the clients don't reply?

Agree with both the answers above. Its also about directing potential clients to where your information is. Have you got a facebook page with all the info, about your products and service? Do you use blogs and do you monitor talks about your products and ... more

Dec. 28, 2010

Carole Railton and 5 other people answered this question

COLD CALL: How do you address someone that tells you: "Our internal IT team takes care of that"?

Just a slightly different first question but in essence agree with Ryan.
'That is great!
How long has that been the case? xxxxxxxx That is interesting, as the pattern is changing, Cos. are looking to adapt how they do things whilst revisiting costs and activities ... more

IT and Web Applications Services

Nov. 10, 2010

Carole Railton and 24 other people answered this question

Sales and Marketing 2.0: Does sales care about sales-marketing alignment?

In order
Alignment to the brand, alignment to the customer, alignment to goal, alignment to each other.
Carole more

Sales and Marketing Alignment

Sales Management

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