Topic

process

A collection of 138 issues

ADAPT & Chink to Trust

I know. Ten minutes you might never get back. Yet this clip - smacking of a college project pre-dating at least 2012 - is a thing of satirical Sales beauty. Team Ramrod helpfully here provide 'Part IV' of their guide, Personal Selling: A Trust-Based Approach. Like all great sales techniques,

Running The AI Brittle Test Across Your Sales Process

Here’s a paragraph from behind a subscription news site. Written recently by the paper’s business columnist; A number of recent and very readable books for the layman describe how AI is falling far short of even [the most] modest expectations. Deep learning is proving to be

Investor Phone Scammers Control Tell

“those who won’t be controlled won’t be sold” One of the frequent, shouted phrases of an American boiler-room investment manager. Who kept changing his name as each new dodgy operation opened. Scamming people over the phone here with supposed telecoms company shares and ghost

Toe-Tapping Deal-Signing Algorithms

No algorithm is omniscient. You don’t need to be a fan of dystopian near-future sci-fi to know this. To slavishly follow the diktats of an algorithm can often mean missing out on a genuine moment of game- (& life-?) changing opportunity. Here’s 2021 autobiographical musing of

To Shoot To Score: Greavsie's Selling By The <strike>Numbers</strike> Ratios

RIP Jimmy Greaves:"What I had to do was get in the box 500 times a season. 100 times I'd connect. 50 times the goalkeeper would save it. Half of the rest would go in and 25 goals a season would do me – just by making

When Is A Sale Over Your Kármán Line?

The Kármán line made a fair bit of news these past few days. It’s the name given to the boundary between our planet’s atmosphere and outer space. The issue floating through airwaves, is that different people have different measures. Some go by the original 80km. Others

LACMAC Mutual Way Forward Discovery

I’m indebted to an English recruiter of HR pros who kindly commented on my 2015 LACMAC post. They felt the emphasis demonstrated to me misrepresentative of how they themselves view the mnemonic. Their slant preference rather being; The most important part of the LACMAC process, and the bit

What Steps Can Your Prospective Client Expect

Back in the day, as a cubrep my most trusted learning came from process. Not tabs that you fill-in on a sales reporting system. Nor various triggers, gateways or activities as stipulated by some training guru. More about what I now term your winning pattern. That sustainable, repeatable, successful number

What Stockbroker Asset Allocation Can Do For Your Forecast Management

In what was for a startling time my favourite cafe in the world, I came across this ‘how I got rich’ book. I found it a particularly galling read. Not just because of my usual contempt for people that make a living this way (and in this case, there weren’

Add BITE To Your Political Analysis?

Political mapping is an area I field many questions in. Even salespeople pathologically disposed against selling “systems” are often fascinated by a tool or three that can help them visualise the potential machinations at play prospectside. Perhaps the simplest of entry-level models can be adapted from the discipline