Topic

grapevine

A collection of 633 issues

Write It Out For Me

"When I ask them to write down their sales process, they can't do it." A fascinating conversation with a former business software sales leader turned later-life entrepreneurial NED. Who with me was pushing at such an open door, the hinges are soakingly oiled and there's a big flashing 'please enter'

Real Secret of Best Car Showroom Discount

I read a supposed industry exposé with a smile. Forecourt insiders spilling the beans on how to nab the often elusive discount on your new (or new-to-you) wheels. Many of the assumed techniques seem no longer to apply. Acting like you're not really interested. Heading for the youngest salesperson. Looking

Shopping Channel Tips That Stuck

Welsh comic actor, writer and impressionist Rob Brydon gave insight in what appears a brief yet crucial early step on the entertainment career ladder. Back around 1989. He landed a job presenting. On a short-lived tv shopping channel. He laughs off the episode now. Claiming to have put the unseemly

Test and Measure

I can often tell when a salesperson is unlikely to be one of the top performers. When I ask them about their process, they are vague, misguided or dismissive. Here are of four of the ways I hear these. They trot off the name of a, maybe even the latest,

We Need To Find The Owners

I recently came across the Sales language of a construction player. I noted much of it stemmed from engineering terms. Every sector brings their own slant to selling argot. The title of this post above seemed perhaps their key tenet. There's long been labels for the main person you need

Overrated to Priceless

Overrated Business books. They are dry and self-righteous and simply drag out meaningless platitudes across hundreds of pages. I say: trust your instincts, go with your heart and work non-stop until you succeed. So reads one emailed-in proforma pop-quiz 'interview' response (in this case, to The Times) of Richard Branson's

Cyber Security To Lawtech Learnings

I recently read one of those 'what I learned about' interviews. With a solution seller roughly a decade into their career, having started out in (whisper it) Marketing (but escaping by will for more excitement). The full awakening seems just beyond the horizon still, yet points indeed for the realisation

Contact Form Fishing Follow-Up Fail

O-oh. The latest in a consistently disappointing string of BDev outreach attempts duly lands in my inbox. I noticed that you previously provided your contact details on our website, but unfortunately, despite many attempts, we weren't able to connect with you. I understand that your time is valuable, but I

Mummy's Breakfast Coffee

There we were, in an Uber, riding to a good time. The driver was a delight. An African lady, making some much appreciated extra cash, with a wonderful lilt, full of her smile. Her tweenie youngsters were with her mother. Which we got to talking on due to her seemingly

Every Tender Already Sewn Up

If the first time you see a tender is when it lands in your inbox, then you will never win it. A Solution Sales aphorism if ever I heard one. And don't let the exceptions fooling you into disproving the rule. If they do miraculously occur (not gonna happen), they