Topic

grapevine

A collection of 653 issues

Global Deal Diss

Had an entertaining talk last night with a very successful rep that’s been selling boat loads of a technology product for the past ten years. The latest initiative from the top is to pursue national framework agreements with target country-wide accounts. Typically such firms have offices across several sales

The Modern Approach

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

Making Sales Easier

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_

Business Intimacy Admission

I came across a cracking piece of best-practice yesterday talking to a customer of mine that helped the fella selling IT gain a jump over his rivals to win a 40k deal. The prospect had used their kit in the past, but had little if any loyalty. Suspecting he was

Year End Discount Frenzies

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

Worse To Pay Too Little

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.

Naval Gazing

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

Provide Problem Peace Of Mind

A customer of mine’s moving from a split hunter/farming approach to embrace greater account management rewards. The reps seem excited about this, and one of them suggested that to truly succeed, they should consider the question: “what is the one thing you want from your relationship with your

Breaking Their Habit

Here’s insight gained from a lovely fella called “Lachie”, selling engineering supplies into a brand new patch for his company. The last time he embarked on such a task, within two years he went from zero to full quota, all from a standing start. His secret is focusing on

Low Volume Opportunities

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