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Overcoming Reticence Bizarrerie

Here’s an interesting angle for getting your foot in the door. I met a decent chap at a prospect, called Stuart Berkeley who shared some happily experienced views of selling. We got to talking about how lazy buyers can be. Surely when your job depends on showing you’re

Sales Call Log

Here’s a funny thing. How many sales organisations have a form that you’re supposed to fill in after every sales call? US mag Entreprenuer suggests one, as evidenced by this pdf [http://www.entrepreneur.com/uploadedfiles/images/formnet/sales_call_log.pdf] . Bear in mind this mag is

Does anyone love sales software?

With one of my boiler roomers recently becoming pregnant, I was sent into the cauldron of a new business first meeting yesterday. Having plenty of time on the train to prepare and dust off the festively enduced cobwebs, our meeting began with a discussion on the delights of crm. This

Robinson Sells The NHS

The Beeb’s approach over the past decade to pop-business shows is laudable. The only series I can recall being a dud was the Adrian Chiles pathetic ‘what do you do all day?’ nonsense. The rest all pursue a Radio4, Broadsheet type agenda, yet put across in plain English, and

Avoiding The Ugliest Process

Got reminded today of what a nasty little shock can hurt like, when a decent-looking prospect suddenly ran aground. I went on a sales training session run by the internal ‘sales ops’ guys of a software house I sold for in the early Nineties. One theme of the day was

Mercy Killings Early Doors

How soon into a new salesperson’s time do you terminate their contract on the basis of a lack of performance? Well, here’s a story to send shudders down any recruiters spine. It’s set just now in Jo’Burg. And as the world knows and connives, ‘affirmative action’

Funnelling Before Proposition

The New Year’s kicking in. All my customers don’t seem to stir from their slumber ’til next Monday, so I’m taking the opportunity to do those chores salespeople hate; housekeeping. During my tidying up, I’ve already come across some docs I picked up at a customer

Forecasting Focus

Fairly regularly I get to rant about the prevalence of all-too-abysmal forecasting routines. A pal of mine (congrats on the new baby, Bren!) currently has his charges attribute one of these tags to deals: 1. Drop Dead (you don’t miss this) 2. Commit (deals you feel will come in

Reminding CEOs of Sales' Importance

London’sManagement Today [http://www.managementtoday.co.uk/public/home/] mag for me frustratingly falls between two stools. In that desolate middle ground, neither broadsheet nor tabloid, it simply doesn’t have the calibre of journalism associated with the wittiest of redtopping or well-contended quality. What it should do, is

What's The Right Corporate Hospitality

On the packed 0730 flight which started to bring me home, from Melbourne to Sydney, I had the pleasure to sit next to a fella that through googling I now know to be Duncan McRae. I had no idea who he was, but any true rugby fan will know him