Topic

process

A collection of 172 issues

Blue Sheet Processes

When I was a wee lad, I was on a selling course with a load of experienced software reps. The trainer asked the usual ‘what do you hope to get out of this course’ intro. One person said ‘to learn something like the ICL Blue Sheet selling process’. ICL were

Stability Indicators

I sense a current trend emerging for sales teams to pay lots of money to get their sellers to focus on what keeps a customer for as long a time as possible. I’ve come across two recent examples of this, one with a local English, the other a global,