Topic

process

A collection of 176 issues

Chief Exec Involvement

The Miller-Heiman solution selling mailing list received an invite to participate in their annual best-practice survey last week. They teasingly included their favourite finding from last year’s [http://www.slideshare.net/alinutley/miller-heiman-sales-best-practice]. Only 7% of companies qualified inside their definition of “world-class”. I realise that you could cloud

Horizon Not Headlines

Here’s two recent thoughts that blend to show sales team cultural direction. The first is a final take-away from 2010’s political party conference season across England. It’s Deputy PM Nick Clegg’s best moment, as defined by his supporter and Newsnight analyst Olly Grender. > “We’re keeping

Screen Trees

Watching CNBC’s Planet of the Apps [http://planetoftheapps.cnbc.com/] I was intrigued by the inner workings and motivation of people in the latest goldrush. One company was inventing an app for tracking your expenses. Such apps are nothing new of course – I came across a web-based expenses solution

Boardman Bike Bites

Olympic gold medal champion Chris Boardman passes on long-distance cycling tips to a beginner [http://www.telegraph.co.uk/travel/activityandadventure/the-lycra-files/7740030/Chris-Boardmans-ten-tips-for-completing-the-Etape-du-Tour-The-Lycra-Files.html] in The Telegraph. A pair of points fascinated me about these. The first was how adaptable and relevant many of the headline hints are to

Process Must Be Clear

It is indisputable that the largest determinant of sales success is the creation and following of a repeatable successful sales process. Indeed, nothing separates the flush quota-busting rep from their sleepless under-performing colleagues more than the adherence to their finely honed sales process. Frequent surveys suggest that it almost doesn’

Process versus Pointless

I’ve long been amazed by how different a winning salesperson’s thought processes can be when compared to their lesser-achieving counterparts. I was summing this up for someone unaware of the workings of the sales world the other day, and used the ‘serial as opposed to parallel’ analogy. Thinking

Three Distinct Stages

I found Jill Konrath post a piece of PR for her upcoming book [http://www.sellingtobigcompanies.com/content_display.jsp?top=8494&mid=8546&siteObjectID=110194&pf=t] which suggests that buyers go through three separate mindsets during a deal. What I like about them is that they build on

Banish Your Asphyxiating Building Regs

I was pleased to find another sales tidbit in the eco-agenda book I referenced yesterday [http://salespodder.com/challenging-tekkies/]. In a well-argued demolishing of the unnecessarily fraught, ill-considered and mis-focused British Building Regulations, particularly in the context of failing to discourage dormitory towns and walkability, the following desire emerged: > “we

Deal Clinching Drake Formula

Falling across one of the world’s longest running tv shows was a humblingly mind-boggling experience. Issues that The Sky At Night raises can make your head explode. Yet on the rare occasions I’ve tuned in you can’t help but admire how it tries to talk cosmology in

Anti-Alpinism Victory Obsession

It did occur to me that cycling’s domination by Team GB appeared out of character, bizarre even. And I’ve just learnt why. The Beeb give an excellent narrative [http://news.bbc.co.uk/sport1/hi/olympics/cycling/7534073.stm] of how the nation emerged to take over the