grapevine

Here’s a neat four-minute refresher on the arts of the quick pitch. It’s rare to hear humility from Americans, so when Kathy McAfee regales us with how she once was clueless on these skills you can’t help but warm to her. Her aim is to get people

A recent HBR blog suggests there are seven traits [http://blogs.hbr.org/cs/2011/06/the_seven_personality_traits_o.html] that top performers have. 36 separate virtues were tested to find where the biggest differences between high and low performers lay. The selling pool was from Enterprise Sales

This is a good post on Selling Power’s blog by a chap called Oren Klaff [http://blog.sellingpower.com/gg/2011/02/when-mr-big-cancels-your-meeting-frame-him.html] . It’s well worth reading if you travel to prospects for meetings and have had the experience of the top dog that you’ve come

[http://www.itbusinessedge.com/cm/blogs/enderle/emc-exploring-the-symbiotic-vendor/?cs=46974] Or are you instead, a parasite? America Tech industry blogger Rob Enderle recently reminded [http://www.itbusinessedge.com/cm/blogs/enderle/emc-exploring-the-symbiotic-vendor/?cs=46974] us of the all-too typical account management thrust. Is your firm’s > “focus on bleeding

5th Quadrant seems the name of a Croatian Interim Management provider. I came across a page they’d posted [http://www.5th-quadrant.com/en/selling_structure.html] about the demands on someone running a sales function. Unfortunately, none of their quoted figures has a source. Nonetheless, it’s intriguing to

One of the hardest things about sales management is how to handle one of your charges when they lose a deal. Fear of failure can drive some people to spectacular success. Fear of making a mistake usually freezes someone in terror. When I first started to learn my trade I