process

"The more symptoms, the better the diagnosis." As her Amazon profile states; 'Professor Patricia Wiltshire is a forensic ecologist, botanist, and palynologist [the study of plant pollen and spores], and also has a background in environmental archaeology. She has worked with every police force in the United Kingdom, and on

Stafford Beer. There was a guy. Responsible for perhaps the single most intellectually tough topic I ever tackled at B-school. And I was taught by maybe his right-hand man. That was his Viable Systems Model. (Tiplet; if you wish to remain sane, don't look it up.) I just googled. Apparently,

It's a pop-psych question that can get to the core of how a salesteam will perform. One of those stunningly simple, yet deceptively revealing, quickfire This or That quizzings. Sales; art or science? When I myself began to adopt this style - with both prospects and colleagues alike - I

Defined as 'things you want and need', this could be a tad too ambiguous for many a solution seller. As a chasm can exist between the want and the need. Yet should you enjoy the situationship with an inquisitive prospect, you could use the term to run through what may

To plan or not to plan? That is the sellers question. Can you boil down solution salespeople into two types? The planners and the unplanned? Those that diligently plot out how to get to a goal, set against those who fly by seat-of-the-pants, all spontaneity and improvisation? Perhaps that's a

I've witnessed the glaringly odd piece of corporate bizarrerie down the years when it comes to selling compensation. The Financials software team given a "sales holiday" because a particular new product wasn't ready. The blue-chip tech infrastructure team awarded bonus based on 100pc despite selling nothing because 'their marketing effort