Topic

process

A collection of 141 issues

Enduring Functional Partying

Breaking news alert may not be necessary. Men have fewer friends than women. Married men overwhelmingly leave it to their wives to curate their social diary. Men prefer (sometimes transient) groups, women more long-lasting one-on-one friendships. Apparently. Here's one such commentary I read around this. Drawing on Aristotle’s classification

Sales on Easy Mode

Commercial opportunity is currently claimed to narrow. Post-lockdown blues, 'strongmen' sabre rattling, and inflationary supply chain constrictions bite down hard on economic conditions. Not to mention the generational chance spurned for structural reform in the GFC aftermath of 2008 seemingly coming home to roost. Is this the reason behind the

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 [https://www.telegraph.co.uk/technology/2021/12/06/artificial-intelligence-groupthink-exposes-old-bbc-delusions/] news site. Written recently by the paper’s business columnist [https://twitter.com/andreworlowski]; > A number of recent and very readable books for the layman describe how AI is falling far short

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 Floridian property lots in

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 an 81yo world

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 sure I got in

When Is A Sale Over Your Kármán Line?

The Kármán line [https://en.wikipedia.org/wiki/K%C3%A1rm%C3%A1n_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

LACMAC Mutual Way Forward Discovery

I’m indebted to an English recruiter of HR pros who kindly commented on my 2015 [https://salespodder.com/lacmac-sales-call-process/]LACMAC [https://salespodder.com/lacmac-sales-call-process/] post [https://salespodder.com/lacmac-sales-call-process/]. They felt the emphasis demonstrated to me misrepresentative of how they themselves view the mnemonic. Their slant preference rather being;

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