Topic

grapevine

A collection of 648 issues

Verify Your Business Case, Uptake, Delivery & Aims

To all those people that believe government should play larger parts in our lives, another splash of cold water across the face. Britain is beset by large public sector procurement failures. Especially around IT. Whilst not a malaise unique to the UK, the latest is another shocker. An online identification

Does Your Sales Negotiation Acknowledge The Deadline Effect

Abhinay Muthoo [https://twitter.com/abhinaymuthoo?lang=en] is a Dean of Warwick Business School. A uni so keen to get noticed they’ve even bought perimeter video ads on the current Windies England cricket tour. Professor Muthoo writes books on negotiation. With the imminent departure of the UK from

Are Your Call Plans DAPA

Another first call/meet structure. Courtesy of SA’s Protea Chemicals and their perhaps eccentric English sales trainer many moons ago. > Define – Agree – Prove – Accept DAPA. Fairly straightforward. I recall four years back noting that a recruitment giant still used an old style first meeting structure like this. Theirs has

Shun Disdain With Which Internet Marketing "Gurus" View Prospects

[https://salespodder.com/content/images/wordpress/2014/04/mb-p-lsesc.jpg] Here’s a sample of ‘sales’ ‘training’ I came across after reading an exposé of the ‘internet marketing’ industry. The article [http://www.telegraph.co.uk/finance/personalfinance/10734647/You-can-make-six-figures-we-test-internet-marketing-claims.html] ’s sign-off quote was as mild an entry-level outrage

Do They Want A Porsche For The Price Of A Beetle

I enjoyed bumping into a couple of home improvement product sellers in a curated space for their wares intended to provide specifiers with ideas. Somewhere like an unmanned or latest products exhibition showroom. Surrounded by warehouses with all manner of swanky kit, they were not dressed as the commodity offerers.

How Quick Do They Send You Their Dimensions

> “they’re superkeen, but not sent the dimensions through still yet … “ I heard this uttered by a salesperson. I can see you pursing your lips, nodding your head from side to side, muttering, ‘they’re not superkeen, then…’ It’s a classic staller. You have a terrific call. You feel

Now You Must Show Me Your Plan

A delightful conversation with a veteran entrepreneur. They had in the past run their own clothing distributer. A highly promising new line of garments arrived. They should take their market by storm. Yet after launch, none of the salesteam had sold any. The belief was, that they hadn’t really

Another Cold Call Script, This Time From A Negotiator

An author and trainer of negotiation skills for the workplace, Jim Camp [https://campnegotiations.com/], documents an example [http://sourcesofinsight.com/harnessing-the-power-of-the-word-no-in-negotiations/] of a cold call intro. From a long line of disturbingly similar ‘first-ten-second’ scripts. (Here’s a selection from down the years, fromRichard White [http://salespodder.com/the-sales-coach-richard-white-2015/

7 Second CV & Your Career, Your Docs

Launch pr attracts all manner of lifestyle reposting [https://www.dailymail.co.uk/femail/article-6577923/James-Reed-reveals-write-perfect-CV.html] for this catchily entitled read; the 7-second cv by James Reed [https://www.reed.co.uk/james-reed/every-second-counts/]. The net loves lists. He has plenty. Because bullet points on your two-page max “marketing

Wine Shop Selling & Your Sales Punch

One of those hip and happening farmers markets. Expanded over the past decade, now even an adjacent bottle store has a pop-up bar outside. Inside the shop, I was asked by one of the staff if I needed any help. Being English, I naturally averted my eyes, saying something akin