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Even Boffins Get It Wrong

Over the past week the physicists on the Franco-Swiss border have achieved remarkable global media coverage. The CERN labs, most famous it seems for giving us the internet, have just switched on their latest supergizmo. When I first heard of it, I’m pretty sure its raison d’etre was

Implementation Hand-Holding

I was reminded recently of an all-too-often overlooked part of the sales cycle; implementation. How often do we cringe when hearing of ‘salesrep-sold-and-ran’ tales? Ink barely dry, commission already spent, and the customer left in the lurch as a new set of faces takes over part-petrified, part-clueless? The ‘spin’ exponents,

Allow Power Browsing

Escaping the rain from the second Summer in a row to be a washout in London yesterday, I read an article in one of those supplement sections of newspapers aimed, I think, at people with more time on their hands than they deserve. As my heated panini did its trick,

A Smile And A Shoeshine

In a remarkable career progression, one-time fabric rep Laurie Taylor became a sociology Professor. As such, he created a ½hr documentary on BBC Radio 4 about the perceptions of travelling salesmen (the iPlayer link will likely disappear in a week, so to hear again, you may need to try searching

Beyond Persistence

I’ve been steadily refining my cold-call pitch, as I spend a couple of hours a day, three days a week, on my mini-project to sell my new service to companies that are not existing clients. I got to thinking what happened almost everytime I arrived at a first meeting

Consider Your Shadow Reporting

During a thoroughly enoyable meeting with a chap that ran a salesteam of eight about their reporting needs as a company, the issue of Shadow Reporting arose. I was exploring more knowledge of what makes crm installs collapse so dramatically. In this case, they’d tried Salesforce, Maximiser & Netsuite.

Spanking The Naysayers

It’s Google’s tenth birthday and all the broadsheets carry features on their game-changing rise to dominance. I remember stumbling across them the month of launch through a tiny article in a mag called Internet Magazine. I instantly made them my homepage. I marvelled at how someone had so

Intro Sales Letters Plan

Working as I am kind of part-time on my new product’s sales initiative is not of course ideal. I experience frequent and deep guilt that I am not able to devote more time and effort to make my new endeavour the roaring success of my dreams. Yet one area

Another Forecast Spreadsheet

One of my customers shared with me the parallel reporting that has since resoundingly taken the place of their ditched Goldmine crm. It’s a single worksheet they call the Schiffman Board. It seems that with usage of Goldmine having tailed off to practically no use at all, a new

Pitch Refinement

As you may know, I’m currently running a small project to attract customers for a fabulous new product I’ve developed from beyond my current client base. This involves me dedicating at least an hour a day, three days a week to cold-calling my select list of 50ish initial