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What Are You Losing In The Shadows?

I was trying to work out ways of helping a customer with their crm headaches yesterday. Depending on which scare story you believe, a quickfire trawl around any one of the several sites trying to be crm info portals will throw up all sorts of alarming figures. They often claim

Making Sales Easier

Researching into drags on a rep’s day I came across an interesting article [http://www.accenture.com/Global/Research_and_Insights/Outlook/By_Issue/Y2007/SalesForcePerformance.htm] on management consultant behemoth Accenture’s website. Here’s one of their graphics [http://www.accenture.com/NR/rdonlyres/7B18E743-3494-414E-B292-DE0FE00F6C9D/0/How_

Business Intimacy Admission

I came across a cracking piece of best-practice yesterday talking to a customer of mine that helped the fella selling IT gain a jump over his rivals to win a 40k deal. The prospect had used their kit in the past, but had little if any loyalty. Suspecting he was

Year End Discount Frenzies

One of my customers races towards their year end right now. As usual for most sales-orientated outfits, this signals the bullying or rewarding (depending on your point of view!) of prospects by offering them some kind of incentive to sign up before the year disappears. “Extra special discount from a

Retail Mire Can Be Escaped

Enjoyed a groovy meal at a new ‘Mexican’ restaurant in Covent Garden called Wahaca, only open for about two months. Our waiter seemed enthusiastic yet in a rush. His first question was “have you eaten here before?”. The way he asked it, you could just tell he was expecting me

Worse To Pay Too Little

This quote, way back from the 19th Century, I have just learned is plastered all over the internet. It’s used by people whose selling tends to come under intense price pressure from inferior competitors: “It is unwise to pay too much, but it is worse to pay too little.

Naval Gazing

One of my customers is fascinated (or should that be obsessed?!) with military history, and also its relevance to sales war zones. He’s called Ken Welsh and kindly sent me a couple of his fave tales from this sphere. The first is from George C Scott in “Patton: Lust

Provide Problem Peace Of Mind

A customer of mine’s moving from a split hunter/farming approach to embrace greater account management rewards. The reps seem excited about this, and one of them suggested that to truly succeed, they should consider the question: “what is the one thing you want from your relationship with your

Meddic Sales Process

Searching for a pair of old Ray-Ban shades, I came across some slides from a training course I once attended on a terrific sales process. The mnemonic ‘meddic’ comes from: Metric Economic buyer Decision making process Decision making criteria Identify pain Champion You will only sell a solution if you

Breaking Their Habit

Here’s insight gained from a lovely fella called “Lachie”, selling engineering supplies into a brand new patch for his company. The last time he embarked on such a task, within two years he went from zero to full quota, all from a standing start. His secret is focusing on