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Avoid The Mumble Zone

Had a thoroughly enjoyable lunch in the first London sunshine of the Summer yesterday with the head of one of my customer’s sales teams. He’d a process of “CCRs” (client contact reports) which unsurprisingly the reps never filled out. He knew that his post-sales Services team became party

When do you Negotiate on Price?

This was a question posed on a sales & marketing forum I wandered into the other day. I had a few moments, so typed an answer away to help the fella, called Bjorn. I was delighted when he later awarded my experience as “best answer”. Thanks fella! Here it is:

Track Your Propositions

Had one of those delicious moments of dawning earlier today. Many sales teams I meet are disillusioned with their ‘crm’, to the point of jettisoning the whole shabang. In their place, quasi-random spreadsheets or word process docs float around. One omnipresent reason for such abandonment, is that reps simply hardly

English 'Torygraph' Broadsheet Tips

Well, serendipity is a wonderful thing. There I was in my spare time, googling for some stuff on ‘peak limiting’ (it’s a music production thang) and amazingly I came across a wealth of sales intel from a bloke called Mike Southon [http://www.telegraph.co.uk/money/main.jhtml?

Hogan's Internal Focus

With rain pumping down this washout of a Summer in London, I ended up watching the Open golf from Carnoustie on telly Sunday afternoon. It was gripping drama, with Sergio folding under the challenge from Padraig Harrington up to and during the eventual play-off. Commentators rarely offer insight of note.

Raise prices to win business

May 2007 saw a chap called Jon Hunt earn £388m from selling his estate agency founded in 1981. Most observers paint an unpleasant picture of this chap [http://www.thisislondon.co.uk/news/article-16617607-details/Foxtons+boss+quits+to+set+up+rival/article.do] , which considering his achievements could be sour

The Pawnbroker Approach

Been enjoying working with a fella called Mike Turner, who sounds like a bit of a guru on the evolution of sales support. He likes to draw joined up sales intel thinking as a pawnbroker’s logo, namely three circles in a triangle configuration. The first two are fairly commonplace,

System Frustration

I know a group of sales trainers/consultants that have a system for key account management. They’ve ‘automated’ this by creating a spreadsheet to track every opportunity and account in their suggested way. They sought to create something a bit more professional than a mere spreadsheet, looking at software

Can You Increase Sales 14-Fold?

I read a summary of a recently released biography on abrasive Ryan Air boss Michael O’Leary last Sunday. I heard not so long ago that the Irish low-fare pioneer was the 3rd biggest airline in the world by market capitalisation. I was hoping the article would give an insight

Using Call-Off Selling

At a number of sales operations recently I’ve come across this great tactic. A “call-off contract” estimates a total amount of spend over a period of time, and gains commitment that an amount of deliverable can be obtained in return. Services that utilise this technique include such diverse items