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Microsoft Cut Ties

Working near Silicon Valley I heard a fascinating anecdote about the value of aligned cultural values. A CEO told me about the fun Microsoft engineers used to have with visiting reps back in the day. Each prospective vendor wore suits and ties. This was not the way at Microsoft. They

Expensive Means Excellence

[https://salespodder.com/content/images/wordpress/2012/02/20120209-110042.jpg] Tis me with my new car. Okay, it isn’t. The gull-wing monster actually belongs to Boris Becker. Last night he went into the nearby swanky Italian restaurant, I went to the posh curry house over the road. Here’s

Get Out And Ask

[https://salespodder.com/content/images/wordpress/2012/02/20120208-160538.jpg] Well here’s a funny thing. I was keeping myself to myself in a public wifi spot in London. Tablet in hand, I looked jaded, caught between two far off time zones just before flying farther west. Then two people

Wasta

[http://www.rashidriaz.com/2010/06/arabic-101-chapter-2-wasta/] So I’ve just spent a week in Dubai. A few years ago I also did a small sales project with a multi-national setting up there. In general, reports are not favourable. The word wasta frequently comes up. I’ve heard some pronounce

5 Cs of Credit

Heard of this test for credit worthiness? When being considered for such a bond, this quintet of areas is apparently a useful first indicator of borrower merit. Character assesses a willingness to settle and general integrity. Capacity calculates the ability to generate the funds to repay. Capital deduces overall net

Bad Payer Cull

I cam across this fascinating occurrence courtesy of a decently sized accountancy practice. They had begun to suffer a growing debtors book. Lots of people owed them money. And this uncollected cash pile was getting worryingly larger. With only one admin person that could chase the bills, those that conducted

Client Happiness

The rolling news I had on in the background Monday was naturally beside itself assessing the latest collation of research into that most vexed of states, happiness. There’s been all sorts of preaching on this from Westminster’s coalition government lately. There’s even an index tracking how smiley

Misplaced Customer Focus

One of the most provocative, contrarian pieces in a long while, the HBR blogs recently featured results of a five-year study in customer service. Stop trying to delight your customers [http://http://blogs.hbr.org/cs/2012/01/stop_trying_to_delight_your_cu.html] pleads us to think again

Competitive Snapshot

I’ve never been one to obsess about my competition. When they do enter my consciousness, it tends to be not for what they do, but how they do it. Prospects, on the other hand, are a different breed. Nearly all will talk to you at length about their foes.

Buyer Flux Path

> The business climate has entered a next-two-hours era, which I call the Age of Flux So goes the assessment of a one-time weather pattern researcher. Sometimes weather can be accurately predicted for days ahead, other times, you’re wild guessing even a couple of hours away. He means that