Topic

grapevine

A collection of 648 issues

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’

Following 'Here's The Idea'

I’ve spent much of today honing three different types of exec summary for a business plan I’ve helped craft. Inspired to check the web for any extra pointers, I came across the NY Times’ Corner Office. In particular, a 4-page interview [http://www.nytimes.com/2009/03/15/

Canvassing Like Getting On Oprah

I guess we all reach that stage in life when you find that all the telly you watch is only late at night. I once saw the founder of Mumsnet say her busiest activity is between nine and ten o’clock at night. It was about this time that I

Six Sorrell Sales Tips

CNBC’s The Leaders often offers fascinating insight into leadership. It can frustratingly be because the CEO interviewed exhibits a bewildering lack of any traits traditionally associated with being a leader. Refreshingly the bouncily talkative CEO of the world’s largest ‘creative’ conglomerate, Sir Martin Sorrell [http://www.cnbc.com/

Calculating Day Rates

I’ve blogged on daily rates for consultants (mainly ‘sales’ ones but equally applicable if you’re trying to sell such services) and noted the 1/100 concept [http://salespodder.com/whats-my-daily-rate/]. In discussions earlier this week (with a consultant in a different field from sales) I came across an

Gauge Political Standings From Feedback

In the storm that is often swirling around a large sales meeting with a prospect, it can be difficult to understand and follow the agenda(s) of each participant. It is usually the case that the salesperson focuses solely on every word, glance and gesture of the person in the

Quick-Pitch Tips From Browser Wars

I was so happy to come across this. A judicial ruling means Microsoft now must alert consumers to a choice of browsers. So BBC’s usually tepid Click team asked the main players to tell us why they should be chosen [http://news.bbc.co.uk/2/hi/programmes/click_

Three Distinct Stages

I found Jill Konrath post a piece of PR for her upcoming book [http://www.sellingtobigcompanies.com/content_display.jsp?top=8494&mid=8546&siteObjectID=110194&pf=t] which suggests that buyers go through three separate mindsets during a deal. What I like about them is that they build on