Topic

grapevine

A collection of 653 issues

The More You Give, The Higher You'll Get Dumped On

Looking forward to hopefully starting a project with an industrial parts distributor/manufacturer based in Sheffield, I met the top sales person Tuesday. One interesting topic was how to gain more share of each third-party distributor’s spend on their kinds of products. An instructive example was with one distributor

Help Buying Processes

Heading back to London on the train, read a fascinating architectural critic’s account of the March 2008 opening of Heathrow Terminal 5 in London’s Times newspaper. By his account, it’s set to be fabulous, on-time and on budget. Deep within the lengthy article were some wonderful comparisons

IBS Talking Points

The mention of IBS may send a teenager into fits of sniggers, but in the context of sales, I discovered the other day it can stand for Initial Benefit Statement. Hanging around in a conference room for a meeting to start, I couldn’t help but notice a few sheets

The Answer's in the Outlet

Met a thoroughly engaging chap today at what’s evolved from an office stationers to become a £200m powerhouse. He’d previously spent twelve years working for Coca-Cola in just about every sales role imaginable. We got to discussing what was best-practice for reps to tap into and he gave

We can WE do?

Enjoyable night out yesterday around London’s Shepherd’s Market (between Hyde Pk Corner & Green Pk tubes) with my pal, Richard. He works for a pub operator, being area manager for a few (usually trendy) juicers. He got to talking about his day, moaning he’d actually been required

Sales Meeting Speed Dating

One of my prospects enjoyed an annual sales kick-off in Thailand last week. All right for some. Determined not to be the usual powerpoint poisoned session, one of the four global sales managers took the reins and asked if he could run one of the slots. He announced to the

Making Globalisation Work & Become Trusted

This is a book written by an American academic called Joseph Stiglitz. I came across a podcast of the author talking about what he was trying to get across, citing numerous examples of his proposed reform agenda. He’s canny, in maintaining a nice balance of argument, so that you

Learning Everyday For Real

It’s a cliché for sure, how many times have I heard someone in sales say “I learn something everyday”. And then I wonder, ‘yeah? what did you learn yesterday?’ I got a spam-type mail from an English outfit called Sales Sense [http://www.salessense.co.uk/] written by a

Is your 'selling' changing?

The age old question How To Get More Leads, has been the starting point for increased revenue drives for nearly 30 years, but times now must change. This is the message from a research paper by www.csoinsights.com [http://www.csoinsights.com] I got sent by a currently courting

Turn '10 Minutes of Fame' into Process

I’m often asked what other sales teams do to enliven sales meetings. Most follow a tried and trusted pattern; figures, roasting/champagne, admin, touch of training, marketing/production/operations update, specialist speaker. I visited a product-labelling business last week where it was one of the occasions I wondered how