Topic

process

A collection of 186 issues

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

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,