Change Success
A mate came ’round last night to sample some cheeky Islay malt. We were due to
pop out to a nearby juicer, but I’m not ashamed to say I’m a little smitten with
Mary Portas (no, not in that way, I’m not her ‘type’!), so insisted we
More issues
Buyer Pen-Top Trickery
Last night I shared a thoroughly enjoyable evening with a friend involved in a
project to train up 15,000 buyers in the National Health Service in the dark
arts of negotiation.
When I asked him what his favourite techniques were, I’m sorry to report that he
had a
Measuring Success
I’ve been forever refining my standard initial proposal format. Over the years
it’s become shorter, punchier, ever-more written from the client perspective
and, well, downright sexier.
There’s always been a section entitled Return On Investment, or something
similarly professional sounding.
Then a delightful thing happened the other
Round The Room
I fondly recall mentoring a cubrep in the late-90s. I’m delighted to report his
progress has been suitably stellar, currently residing in New York selling BI
solutions on three continents.
I went along with him to a widget box-shifter in the Midlands once ostensibly to
say nothing. My aim
Binary Beasts
Yesterday I facilitated a thoroughly engaging solution sales workshop. The
intent was to introduce a twelve-strong team to what entering this arena
entails, given their historical emphasis on relationship and product orientated
selling. The live projects this $40m team worked through typically shared
around a dozen key players, long cycles
Evolving New Products
I came across a summary written by author Rosabeth Moss Kanter (first known to
me for Change Masters and When Giants Learn To Dance) after her then latest
insights on innovation earlier in the decade, “Evolve!” Although I do hold an
interest in the subject matter generally, this summary struck
When Small Amounts Outweigh The Large
London’s Daily Telegraph stole an incredible march on its rivals by publishing
the expense claims [http://www.telegraph.co.uk/news/newstopics/mps-expenses/] of
UK MPs. Whatever your moral or political stance on whether the elected
representatives are underpaid and overworked or cosseted fraudsters, you cannot
deny that three
Corrective Repetition
Presentation skills training is a rare privilege in the career of a rep. I
myself had a solitary half-day course in some central Birmingham hotel given as
part of a national roadshow by a national training company. And the truth about
their views are that they added for me practically
Cold Calling Valid Business Reason (VBR)
Flicking through Miller-Heiman’s online resources, a pdf entitled Phone
Prospecting Strategies To Get Your Foot In The Door naturally caught my eye.
The meat was on a single page, which is always a winner, although not so good
were the accompanying cover and back sheets. They’re superfluous and
Double-Bubble Barter
How desperate for you is your prospect? It’s an interesting question because
the more they need what you offer, the swifter you should be able to close and,
even better, the less you will be required to discount which, in these credit
crunch recession times, could define your year.