grapevine

Quality, Service, Price. Choose any two. This is one of the very first truths I learned in my solution sales career. It sweetly encapsulates the complex selling battleground too. Every customer expects all three. Anyone that thinks they are buying the full trio is in for a desperately unpleasant shock

[http://www.1010global.org/] The climate change movement 10:10 has a strapline of > cutting carbon 10% at a time As part of their backstory, explanation follows as to why this target was selected. > “[a cut of] 10% in 2010 also seemed a far more tangible aim than

Here’s findings I read on Selling Power [http://www.sellingpower.com/content/article.php?a=9273] gleaned from around 10,000 salespeople that you can benchmark yourself against. > How much time do you spend on prospect needs analysis? How early and for how long do you line up

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