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Sales 2.0 Isn't About On-Demand CRM Software

A friend of mine was asking me the other day whether I’d run any out-of-the-ordinary sessions with clients lately. With an interest in sales himself, he mentioned that when he attended one of his company’s recent sales meetings, he felt it strange that the emphasis struck him as

It's All About Ideas

Is it true that the more you think about an issue, the greater your chances of resolving it? I’m not necessarily convinced, yet I do know that if you generate more ideas on something, then you are more likely to hit upon a winner. Brainstorming with yourself can be

Defend Like Lawyers

Now that Bankers have placed themselves at the top of the ‘most hated profession’ tree, lawyers have slipped down a notch or two. Let’s not completely forget about them though. I have a couple of friends that work in the legal environment. When they chuckle that they charge £150

Old Dogs Old Tricks

I spoke to a friend of mine from a decade ago the other day, doing pleasingly well in charge of a blue-chip global sales team selling chiefly to governmental bodies. He fondly likened the sales office to walking into an officer’s mess, yet confided that this was perhaps not

Darwinian Creationism

The discovery of natural selection as part of evolution is currently being heralded as various anniversaries are marked connected with Charles Darwin. I came across this due to the BBC’s awesome natural history department popping all sorts of films about it all on their iPlayer. One of which, focusing

The Value Of Free

I recently met a thoroughly decent chap called Chris. He’s English and has worked in Cape Town for the past few years. He has a friend called Matt, who’s American. Matt is no ordinary 25-year old. He is a darling of Silicon Valley. His latest trick was to

New Product Prospectus

I’ve attended countless formal sales meetings in my capacity as an externally hired hand to help with certain elements of salesteam improvement. Several, a majority even, have featured the discussion of a latest product which, if not quite brand spanking new, has a large component of new-ness associated with

Momentum Indicators

Among stockbrokers, the ability to accurately determine share price momentum indicators is often the difference between profit and loss. There are several ways of judging this, looking at various combinations of closing prices, ranges and trends. Naturally, the greater the understanding of momentum, the better the chance of making money.

More Entrepreneurial Sales Lessons

All the papers I’ve read for the past ten days, each rolling-news channel segment seen, and every conversation with friends enjoyed, have all included significant bewilderment and gloom that we are definitely in a ‘recession’. One senior business executive-type chap I discussed this with even supports the Kondratieff view

Rehearsal Jitters

I had another enjoyable and productive session with a funding endeavour [http://salespodder.com/cold-investment-pitch/] I’m helping in a new field yesterday. The main purpose was to rehearse the big 20-minute presentation pitch. We managed to get two ladies from accounts in to be a listening sanity check. Two