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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

Do You Use A 'Colour Commentator'?

Someone sent me a link to a summary of a book by Joe DiMisa, The Fisherman’s Guide to Selling: Reel in the Sale – Hook, Line and Sinker.A typically American title you may think, it describes the six main activities/roles which each meeting must exhibit to be a

On-Call Note Taking

Here’s a fascinating subject brought to my attention by a fella called Tom at one of my recent customers. He mentioned to me that he was dyslexic and not wanting to use that as an excuse, was eager to improve his note making skills and asked my advice. I

Internal Sales Blogging

Here’s a subject gaining plenty of web postings at the moment. Marketing and Sales operations the world over are putting blogs online for their (often remote) colleagues to search out vital data and share experiences of the market place. My very latest customer I just found bought my services

Offering Credible Discounts

At an internal sales meeting I attended last week at one of my customers, the boss asked why it was that the reps always talk about round figure discounts? Typically in increments of 2½ percent? At the bottom of a quote is often a line something like “less discount – 15%