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process

A collection of 188 issues

Cricket Bowler Blueprint

Do you have a blueprint for sales success? One that’s written down, communicated and constantly referred to? England’s cricketers played their best tournament ever to vanquish all-comers and be crowned World 20-over Champions in the West Indies earlier this year. It was clear that England were the only

A Swarm Buying Process?

I recently read a review of a management book [http://www.telegraph.co.uk/finance/jobs/7919177/Forget-highly-paid-CEOs.-Its-ants-and-bees-who-can-lead-us-to-the-economic-promised-land.html] , apparently one more along a trend of left-field provocateurs trying to get managers to think differently. This particular tome, called Smart Swarm, tries to build parallels between instinctive collective animal

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

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

Banish Your Asphyxiating Building Regs

I was pleased to find another sales tidbit in the eco-agenda book I referenced yesterday [https://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: >