grapevine

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

I’ve been helping a 10-strong sales team sell a new product lately.  Each one had to nominate 5 accounts where they thought they could sell it.  I then helped by recording for them what happened when they pitched it. A few months in, there is now a problem.  Very

When I make business-related purchases, I secretly hope to pick up a selling tip from the hopeful vendor.  One such case occured in Cape Town, not a place exactly brimming with dynamic business vibes.  It’d had been a touch too long between discussions between me and vendor Peter.  When