grapevine

Here’s a funny thing I learned the other day. One global sales company I know standardised on salesforce.com. They originally only paid commission when a deal was properly reported on in their chosen system. Yet reps would do the expected, and only fill-in screens once the deal had

I randomly came across this list of words. They should never grace your email subject lines. Apparently, their presence denotes spam [http://www.marketingresourceindex.com/trigger-words-to-remove-from-your-email-subject-lines-now/] . This naturally got me thinking. How many times do we send a mail to a prospect that feature these kinds of phrases? Here’s

It’s not often Selling gets a decent mention in the Harvard Business Review. And yet again here’s a piece that slightly misses its mark. My territory is too small [http://blogs.hbr.org/cs/2012/04/fixing_salespeoples_biggest_co.html] is apparently our number one gripe. As

I was a real fan of Dragons Den. In its early days, when it was more about the ideas, and less about the egos on the comfy chairs. It seems America now has their own flavour. And judging by this Fast Co [http://www.fastcompany.com/1826393/7-entrepreneurial-lessons-from-shark-tank] piece, they’

One for the sales managers. So I was talking to someone that a while back ran a sales incentive for a new product. The technology they were looking to shift was considered by the backroom team to be great. Management expected a real buzz. Then nothing. They had three prizes

I’ve always had an interest in how to let the right team dynamic flourish. Ever since having practical exposure at Business School. This featured the works of Belbin [http://en.wikipedia.org/wiki/Belbin_Team_Inventory] with his eight types of team player (now apparently nine; I was always