grapevine

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

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

[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]

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

I was chatting away with a chief exec about his emergent new business sales process. As the jargon goes, we wanted something simple and snappy to wrap up all the critical success factors and key customer gateways for any bid. As we were in his office, he pulled open a

Reading a freesheet article written by acareers advisor [http://www.johnleescareers.com/] on a commuter train the other morning, I wondered how similar job seekers were to solution salespeople. > “Don’t ring people cold – get others to pass you on with an introduction, explaining what you’re trying to discover.

Here’s something I picked up the other day. Involved chiefly in account management, a chap I know in the knowledge industries is tasked with both keeping revenue streams alive with specific clients, as well as growing them. He feels that intimacy is his greatest competitor lock-out. So, before each

This an an hour-long documentary [http://www.bbc.co.uk/programmes/b0074pz0] I caught on a recent flight, originally shown by the BBC [http://news.bbc.co.uk/1/hi/magazine/3479989.stm] back in 2004. At time of blogging, Youtube also hosted it in 10-min snippets. What a fascinating