grapevine

Here’s an interesting point picked up from a customer of mine that suffers every four years.  The problem is that there’s a huge show in Germany every leap year.  This heralds every major player’s new products.  It’s big ticket capital equipment, and customers in that industry

Don’t worry if you’re not that tekkie and have never heard of, let alone used an RSS feeder.  I’ve used all sorts of ways to keep up-to-date on sites I really like and was hoping not to use ‘don’t do evil’ (‘oh yes you do’) google

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