grapevine

Came across an accountants that had grown over a seven-year period from a small office above a shop, to a 5-branch regional player with a purpose-built HQ.  One reason they’d experienced such stellar growth, was their decision to offer clients more value-added services on top of traditional auditing.  These

Another day, another selling methodology.  The mnemonic ‘modern’ stems from the following categories: Money Our Solution Decision Enemy Resource Needs As with all these kinds of structures, the idea is that if you cover each of the headings on your campaign, you shall prevail.  I got sent this one by

Researching into drags on a rep’s day I came across an interesting article [http://www.accenture.com/Global/Research_and_Insights/Outlook/By_Issue/Y2007/SalesForcePerformance.htm] on management consultant behemoth Accenture’s website.  Here’s one of their graphics [http://www.accenture.com/NR/rdonlyres/7B18E743-3494-414E-B292-DE0FE00F6C9D/0/How_

One of my customers races towards their year end right now.  As usual for most sales-orientated outfits, this signals the bullying or rewarding (depending on your point of view!) of prospects by offering them some kind of incentive to sign up before the year disappears. “Extra special discount from a

This quote, way back from the 19th Century, I have just learned is plastered all over the internet.  It’s used by people whose selling tends to come under intense price pressure from inferior competitors: “It is unwise to pay too much, but it is worse to pay too little.

One of my customers is fascinated (or should that be obsessed?!) with military history, and also its relevance to sales war zones.  He’s called Ken Welsh and kindly sent me a couple of his fave tales from this sphere.  The first is from George C Scott in “Patton: Lust