Frequently Asked Questions


1. Do I have to link sales training with introducing the PSC tool?

Not at all. Naturally, they are linked and combining both is the best way to maximise the long term value of your investment in training. The PSC has a “How to use” documentation you can download and read, and there is quite a bit of help on the website, so that you are free to implement that yourselves.

2. What if I want to use PSC across my sales team?

The licence structure is designed so you can share files, whether they are on a shared drive or local and sent to each other, provided the recipient has an active PSC licence for the same version. If it is on a shared drive, it is set up so that each file is locked when someone has it open, to prevent multiple parallel changes.

3. Do you provide training on how to use the PSC?

If you decide to implement the PSC across your organisation, then you will have quite a few people learning how to use it at the same time and we can structure a bespoke programme to train your team not only on the PSC, but how to ask the right question and how to get the most out of the workflow. Just ask us on 

4. Why choose Excel?

The main reason is that it is not possible to have this level of sophistication/complexity with any CRM applications available – indeed, many SMEs in particular don’t use CRM at all. It also makes it possible to adapt for individual organisations quickly. For example, you may decide to implement it but also want to have the flow customised, and perhaps have the questions re-phrased, which can then be done and your organisation then gets its own version. 


1. Why do you provide up to 60 days' free use before I have to license the PSC?

Because a sales cycle often lasts at least as long as that, and we want you to be able to use it to use it to add value on a real project, though there is a set of dummy People Cloud data for training purposes. 

2. How long does the licence last?

It is a permanent license, linked to a specific computer. There are no subscription fees or need to renew after a period. Also, when people change hardware it is also possible to un-install it from a device and install it on another one, so you don’t have to buy a new license.

3. Can I share individual PSC files with others?

Yes, you can send them to anyone who has a license for the same PSC version on their machine. There is a default name for new project files, but you can call then what you want, they are stored as .xlse (encrypted Excel files) in your designated folder. 

4. What do PSC files look like?

They are encrypted excel files (*.xlse) with a name that is either derived from the date or is as defined by the user. 

5. Is there a limit to how many PSC files I can have?

None whatsoever (subject of course to your disk space)

6. Can we decide where to store the PSC opportunity files?

Yes, you decide the storage location. If several people will share Opportunity files, we suggest you define a shared drive, this is easier. Note that PSC opportunity files are “checked out” whilst they are being edited, to ensure version integrity.

PSC Daily use

1. Why can’t I save files?

The Excel “save” icon is inactive as file creation and saving is managed via the file manger dialog box. However, when you close the application, you are prompted to save the file you are working, which is automatically saved to the designated folder, with the designated name. 

2. How do I print a project file?

You can print it exactly as any other Office application, you simply select the area (as default, it is set up to print the live area in Portrait format but you can change this at will), and print it as normal.

3. How do I copy PSC material into another application (such as Powerpoint or Word)?

Simply highlight the area you want to copy, copy it and then go to the other application and do “Paste Special” and put it in as a graphic file, such as a .jpeg. In this way, all of the formatting and design is retained. PSC makes Excel jump through hoops, and If you just do a “Copy-Paste” the file becomes distorted and the result is poor.

4. How does the PSC work?

It is defined in Excel, and delivered wrapped in an executable, which manages the licences and files. It operates exactly like any other Excel application, except files are opened via the app and saved (with a request) on exit.

5. We have an Excel-based project costing tool that is used by all our team. Is it possible to have it integrated into the PSC?

Yes, this has already been tested. There is also a major advantage that your highly confidential pricing tool could also then be protected from being copied or forwarded beyond the controlled users within your organisation… Excel has many advantages, but being secure normally isn’t one of them!

6. Why does the download page ask for some contact information before I download the trial version?

We just want to ensure that people who request commercial licences have downloaded the trial version from us directly, to ensure it has not been tampered with. We don’t sell, share or use the contact information in any way at all.

1. I cannot download the zip file:

The most likely cause of this is a block from your firewall. The download page is SSL secured and the Zip file itself is certified to contain virus-free contents. The Zip file contains the Excel app as an executable and some .pdf documents. Once unpacked, the Excel-based PSC is also digitally signed; however, some firewalls or anti-virus packages may result in a blockage. It is easiest to disable the firewall temporarily, do the download and then switch the firewall on again.

2. I opened the PSC but it has hung:

If you have previously opened the PSC with no problems, then the most likely cause is that Excel was already open when you clicked on the PSC icon. Simply shut down Excel using Task Manager, then open the PSC first and then open any other Excel files you want to use concurrently.

3. I have downloaded PSC but I cannot get it to open:

If you have not enabled signed macros in Excel prior to starting PSC, it will not work. See the Installation guide for detailed notes on how to do this. Note that the PSC has a digital signature so there is no need to enable unsigned macros, and this is not recommended.

4. I want to send an Opportunity File to a colleague – where are they filed?

The default directory is under /users/public on your hard drive. This may be under C: or D: – depending on your set-up. What it will be called depends on your version of PSC but it will be in the format PSCxxxvxx. Inside this, you will find each opportunity profile, named as you have selected, as an ecncrypted Excel file (xxx.xlse). You can email this to anyone who has a licence to the same version of PSC.

5. We have set up a shared space for our Opportunities – but I am told I cannot open a file, why?

Once you set up a shared space for team management of Opportunities, each opportunity file is checked out to an individual, and is then locked until it is closed again, to prevent multiple concurrent changes. Depending on your setup, it may or may not tell you who is using the file. As soon as it is closed and checked back in, you will be able to open it.

6. I want to put extracts from PSC into a word report, an email or a Powerpoint deck, but it looks wrong when I pasted it, why?

PSC requires Excel to do some stuff it isn’t usually used for, which means that a standard “Copy-Paste” does not give the right result. Select your area to copy, do “Copy” (on the Home menu), and select the down arrow on “Paste”, and choose the “Paste as image” icon ( ).

7. When I have run PSC, my recent directories addressed is still there but my recent files is empty. Is this due to PSC?

Yes, unfortunately this is an artefact of the Excel licensing software used, I have raised it and they have promised to look into it. Until then, unfortunately, there is nothing that can be done about it.

8. I have received a PSC Opportunity file and tried to read it from my (trial) PSC, but it doesn’t work. Why?

It is most likely that it is a different version of PSC. There are three versions, PSCLite, PSCStd and PSCPro. Each version can only open files from the same version of PSC. They are designed to look similar, but they are different “under the hood” and are not compatible. Check which version it is with the sender, and then download the same version as a trial. If you only need to read a file for a short period, you can have all three trial versions on your laptop.

9. I can’t save an Opportunity file. Why not?

If you accepted the default name for an opportunity when you clicked “New”, this then defaults to a combination of the PSC version mnemonic and the date. Therefore, if you (or any other user on a shared drive), opens a new opportunity with a default file name, and tries to save it, on one day, it will not allow over-writes.

10. My trial licence has run out, and I have tried to download another version, but it won’t let me open it. What do I do?

The Licence wrapper used by PSC will give you the 10, 15, or 60 days unlimited use from the first time you open the file. Doing multiple downloads of the software will not re-set this clock. If you like what you see and you recognize that you will probably recover the cost of the PSC licence on your first project, which is how it is priced, then get a licence and it is yours to use for as long as you want – no monthly charges!

1. How many attendees do I need to arrange an in-house training course?

There is no minimum, though 8-10 is a good low end to ensure meaningful discussion. 20 is a maximum per session, or some participants may not get the maximum out of it.

2. What level of previous sales experience do people need to have?

None necessary, naturally if people are actively engaged with your customers (in whatever context), that helps because the concepts are easier to grasp. Often, someone will have a real “aha!” moment from a past experience, and sharing this is often useful.

3. Does it matter if people come from different levels in the organisation?

Not at all – at least, not to us! Sometimes, senior people know they need to learn how to interact better with customers, but want to arrange a separate session, and we completely understand this.

4. We have some internal language we use, can we match the language we already use?

Yes, of course, we have already organised bespoke training. Whatever will make your people more comfortable and better enable them to apply the skills they pick up, the greater the value and that is what matters.

5. I would like to get some in-house training organised. How do I do that?

Drop us a line on and we will get in touch. An advantage of in-house training is that you are much freer to have discussions amongst your own team that you wouldn’t want to air in front of others.

6. I see you have a structured 8-hour course, is it possible to arrange for a different format or duration?

Yes, of course. We can do anything up to a week, though that would definitely not be a Pareto Approach unless your team really needs it. Very often, a one-day session will be enough to change the approach people make, possibly with a follow-up after a couple of months, to explore and consolidate the experience gained in the interim. Drop us a line on and we will get back to you and arrange for a chat.

7. I would like to get all of  my customer-facing people trained, can you do several sessions back-to-back?

Of course, that is an efficient way of doing the training. Also, if you have a core of people who are responsible for sales, they could all join one, slightly longer session, especially if you also want to implement the Proactive Sales Coach workflow at the same time.

8. We are a small sales team – do you do “Open” courses?

We are looking at this, and if you have firm interest we can discuss putting something together. Drop us a line on

1. Can I quote from your website?

By all means, feel free, just include an attribution, or make a link.

2. Can I borrow one of your cartoons or images?

By all means, but please retain the copyright notice and provide an attribution

3. I see I have to register, how does this work?

We intend to ensure anyone who installs any version of PSC has a signed version, which has come from this website. By registering, you won’t get any emails or sales pitches, nor is it sold on.

4. I have some questions about some of the content, how do I ask?

Feel free to email me at and I shall try to respond promptly!

5. I am interested in getting some help, how do I get in touch?

Email us on with whatever it is, and we’ll get back to you.

6. Why is there quite a lot of information freely available?

Our aim is to help businesses of all sizes to grow – and if that can be done just with some ideas from the site, that is fine by us and part of “giving back to the business community”. Of course, we hope you will want to use the PSC workflow and then license the manager tool, or ask for some training or business growth consultancy.

More information is available on the Help page

Pareto Approach

The famous 80/20 rule applied to business – where 80% of the value is achieved by 20% of the effort – drives everything we do. We know that only the largest companies can afford to experiment to find that elusive vital 20%. So, we’ve taken our experience and done it for you. The concepts here are the bits that make the difference – a career in B2B sales and marketing confirms this. If it still looks a bit too much, then we can help you to take what really matters for your business. 

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