Topic

grapevine

A collection of 648 issues

Interview Salary Query Parallels

Here’s an interesting angle on when to talk money. It comes from an MBA Careers Adviser called Angela Edkins. You sense there are parallels between when you discuss salary expectations when selling yourself in a job interview and when to mention your prices when selling your wares in a

Returns Metric Example

I caught a lady calledCath Hindle, from Tourism Tyne and Wear [http://www.tourismnortheast.co.uk/tourism-tyne-and-wear/], talking up the wonderful impact of £30m worth of spend over the past decade uplifting a previously derelict area. It now spectacularly links Newcastle and Gateshead in England’s far North East. The

Just Get Out There

I can imagine this is a heart-warming tale that every salesperson will applaud. And then pass it on to someone they know that are possibly going down a spiralling despair of a prospecting drought thinking that their luck’s run dry. Hail the 23-yr old [http://www.telegraph.co.uk/

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’