Topic

grapevine

A collection of 635 issues

Ice Cream Cool

Salespeople I know tend to like business reality shows as they often revolve around selling situations. The Apprentice is probably the daddy, with Dragons’ Den not far behind. It is from this latter stable that I came across a winner’s story as documented in The Telegraph [http://www.telegraph.

Calvin Klein's Dad's Deal

In March 2003 Calvin Klein sold his fashion empire for $400m. In the Red Bull lifestyle mag [http://www.redbull.com/cs/Satellite/en_INT/Red-Bulletin/001242813576014], I learned what drove him. Here’s the cracking insight which he credited with shaping his pricing policies; > As a young child he

A Diamond Way

I happened to be chatting to a chap that had recently won a service contract. In neither a town nor sector renowned for its structure and process, the reason for his award appeared to be the pitching of his “Diamond Way”. The man in question enjoyed the surname Diamond and

Witnessing Rudeness

In today’s Indy [http://www.independent.co.uk/news/uk/home-news/rudeness-at-work-can-lead-to-mistakes-2020369.html] a finding that will annoy many a sales manager. Not only those who suffer, but also those whom witness rudeness experience levels of under-performance in its aftermath. One deliberate, yet said in normal and un-angered speech,

Slide Action

My recent re-visiting of one-off big presentation prep still being fresh in my mind, I was comforted to see that the renowned marketing blogger (and author) Seth Godin shares my presenting experience. A marketeer and salesperson agreeing is a rarity indeed. What a welcome change! In his recent the 200

Brainstorming Myth?

A recent meetings-bashing piece in the Guardian [http://www.guardian.co.uk/money/2010/apr/23/meetings-work-boring-stressful-unproductive] rams home the uselessness of meetings. They quote Applied Cognitive Psychology which finds brainstorming does not work. Apparently “non-interacting individuals” in fact create better/more unique ideas. It struck me that there were

19 Other Web-Sales Destinations

As I just wrote to the lady that informed me, my inclusion in the 20 Great Sales Blogs [http://leads.buyerzone.com/2010/06/20-great-sales-blogs.html] list made me happily glow from their warm hug of recognition. It seems many of my co-nominees overtly have books to promote. Perhaps I’

Change Requests Keep Clients Honest

A friend of mine is part of Cisco’s delivery team. His insights showed how salesteams are viewed the same the world over. He grumbled along about how their sales people were notorious for informally asking for help, expecting it to be done “by tomorrow”, then not speaking to them

Chocolate Pitch

I’ve seen a documentary series on one man’s efforts to establish a new type of (dark, perhaps almost bitter) luxury chocolate to the all too sweet craving English taste buds. Willie’s Wonky Chocolate Factory [http://www.channel4.com/food/on-tv/willies-wonky-chocolate-factory/] follows our eponymous hero spend every

Process Must Be Clear

It is indisputable that the largest determinant of sales success is the creation and following of a repeatable successful sales process. Indeed, nothing separates the flush quota-busting rep from their sleepless under-performing colleagues more than the adherence to their finely honed sales process. Frequent surveys suggest that it almost doesn’