Topic

grapevine

A collection of 635 issues

The Inexperienced Roasting

[http://www.rosettaroastery.com/] I was in a delightful coffee lab the other day. A coffee shop owner was searching for an alternative supplier and I was lucky enough to be involved in an impromptu tasting. As we waited at the counter, a local business school MBA group were having

The Sales Puzzle Training Tips

In May 2006 I met an Englishman that veered towards the sales training axis so beloved by Americans that preaches shaking up both your personal and professional life. Yet he was a thoroughly decent and knowledgeable chap who just held up short of that kind of damaging evangelism. [http://www.

Talent Crunch Asia Style

Via CNBC, I learn that although Asia is the place for growth, there’s a ‘talent crunch’. And the Number One talent gap? Salespeople. There’s an annual survey in this regard by personnel providers Manpower. They also interviewed the head of ERP firm SAP Asia, Steve Watts [video.cnbc.

Genetics Schmenetics

[https://salespodder.com/content/images/wordpress/2013/05/hbr-April-2013-on-selling-genes.jpg] This kind of rubbish really winds me up. There I was, reading a Harvard Business Review bought between flights. Suddenly I got all excited. They were writing on Sales. Then I read the piece. All one hundred words [http://hbr.

Spend Money Profitably

Here’s a delightful phrase I heard on Thursday. Parliament’s Public Accounts Committee were giving a VP of Google UK, Matt Brittin, a grilling [http://www.guardian.co.uk/technology/2013/may/16/google-denies-disguise-operates-tax] . Nasty Google. They pay virtually no corporation tax in Britain. Perfectly legally, they perform all

Establishing Value Objection Handle

I was in the room when this fascinating conversation took place. Between a S African accountant and his firm’s chosen outside IT helper. It appeared his hourly rate was R285. His client derided this as too low. The fixer then said he deliberately used this rate so that he

Annual Workshopping

Many solution salespeople struggle with the concept of workshops. Specifically, when does a meeting with multiple attendees morph into a workshop? I recently heard one sage note “the more you put in [to a workshop] the more you’ll get out of it”. He should know. He used to organise

Retail Street Pounding

I’ve caught a run of business turnaround reality shows lately. I was struck by one action all the celebrity protagonists at the helm take. They always get out on the streets to confront potential clients. In one particular show, Über Chef Gordon Ramsay in his Kitchen Nightmares show faced

We Absolutely Do

[https://salespodder.com/content/images/wordpress/2013/02/image.jpg] Here’s an exchange I witnessed in a coffee shop. > customer: do you sell that handwash in the bathroom? waitron: I think we do. And I think it might be around $9. customer: okay, it’s very good [awkward pause]

Hearse & Flowers

Closes you should not deploy. Chatting away with some seasoned sellers at a conference recently, we got to discussing wince-inducing closes. One person mentioned a close he’d been told by a life insurance salesman. He apparently called it his “drive the hearse up to the house and let them