In-bound Enquiry Handling
I’ve needed to get some repro work for a couple of weeks now. I’ve put off
sorting it out, as it’s not the most glamourous of things on my todo list let’s
face it. I fired off a couple of emails to the leading guys my
salespodder
Why Get Hung Up About Price?
Here’s a quick excerpt from a study published in the Harvard Business Review
(the undisputed Daddy of management journals) about what ‘buyers’ think reps’
biggest mistakes are – the pleasing headline is that having too high a price is
the very bottom, just 2% worth!
%
26 not following company buying
Asking For Ice Cream
It’s lamentably not too often I say something that I realise when I say it was
actually fantastic and I must say again, but that happened Friday morning. In
with a prospect who loved what we do, he mentioned his boss (the MD) didn’t have
a roaring track
It's Butter & Sugar
Watching my fave Newsnight show last night I was reminded of once getting quite
frustrated with one particular prospect. They were putting plans in place that
should have included my then peddled service, yet tried to cobble together a
solution, mistakenly thinking they could do what I offered themselves. This
Note the 3 costs
A talking head from UK insurance giant Norwich Union (trying to rename itself
Aviva at present) was on Channel4 News explaining why 4,000 jobs were being axed
– despite making profits in the first half-year of a whopping £1.7bn.
Apparently Indian call centres are the way forward because of
Sales Promotion Insanity
Met an interesting chap today called Nigel who ran a company with a highly
lucrative future I’m sure. His main excitement (quite rightly) came from the
ability to got people away from the “evil” of Outlook, and instead, actually be
able to know what is in all their emails,
Seffers Shine
A winner of a guy I know, hailing originally from PE in South Africa has a happy
sales history and, having started one new business of his own, yearns to do it
again within the next three years. His current role sees him managing resellers
for his London-based software products
eAuction Idiocy
Internet Auctions have been bubbling under for a few years, creeping towards
ever-greater credibility, mainly due to incredible PR coups such as the European
3G mobile phone licences and their mega-billion windfalls. It has to be said
that such affection can surely nowadays only exist for those that haven’t
What Makes A Good Sales Deal?
Going through the tedium of sorting out my business’s quarterly sales tax
returns, before sending them off to the guys I outsource the collation too, is
not an ideal way to spend probably the last sunny Saturday morning of the
year in England. Normally I’d bang on some
Air-Freshener Wars
Anti-biscuit dunking is a crusade against any type of bad selling. This
pre-dominantly means lazy, arrogant or downright stupid tactics. Here,
unusually, is one example I came across today that, although I knew was wrong
(and most definitely not to be recommended) I thought was well-worth mentioning
so others avoid