Topic

process

A collection of 181 issues

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

IFSC; Another Sales Process

A fella selling information for a living talked me through his telephone patter the other day. Prospects tend to have to have what he sells, but replacing incumbents can be tricky. He’s developed a simple process enabling him to end conversations with a question to gain a meeting to

Meddic Sales Process

Searching for a pair of old Ray-Ban shades, I came across some slides from a training course I once attended on a terrific sales process. The mnemonic ‘meddic’ comes from: Metric Economic buyer Decision making process Decision making criteria Identify pain Champion You will only sell a solution if you

Sales Bosses Top 5 Dangers

What are the top dangers sales operations face today? According to 2,663 such organisations polled recently, they are these 5: 1. Poorly defined sales process 2. Individual skill shortages 3. Unfocussed sales activity 4. Self-limiting belief prevails 5. Management not nurturing I see all of the above inside the

Help Buying Processes

Heading back to London on the train, read a fascinating architectural critic’s account of the March 2008 opening of Heathrow Terminal 5 in London’s Times newspaper. By his account, it’s set to be fabulous, on-time and on budget. Deep within the lengthy article were some wonderful comparisons

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