Topic

process

A collection of 194 issues

When Is A Sale Over Your Kármán Line?

The Kármán line [https://en.wikipedia.org/wiki/K%C3%A1rm%C3%A1n_line] made a fair bit of news these past few days. It’s the name given to the boundary between our planet’s atmosphere and outer space. The issue floating through airwaves, is that different people have

LACMAC Mutual Way Forward Discovery

I’m indebted to an English recruiter of HR pros who kindly commented on my 2015 LACMAC post. They felt the emphasis demonstrated to me misrepresentative of how they themselves view the mnemonic. Their slant preference rather being; "The most important part of the ʟᴀᴄᴍᴀᴄ process, and the bit

What Steps Can Your Prospective Client Expect

Back in the day, as a cubrep my most trusted learning came from process. Not tabs that you fill-in on a sales reporting system. Nor various triggers, gateways or activities as stipulated by some training guru. More about what I now term your winning pattern. That sustainable, repeatable, successful number

What Stockbroker Asset Allocation Can Do For Your Forecast Management

[https://salespodder.com/content/images/wordpress/2013/11/assetallocation-cover.jpg] In what was for a startling time my favourite cafe in the world, I came across this ‘how I got rich’ book. I found it a particularly galling read. Not just because of my usual contempt for people that make

Add BITE To Your Political Analysis?

Political mapping is an area I field many questions in. Even salespeople pathologically disposed against selling “systems” are often fascinated by a tool or three that can help them visualise the potential machinations at play prospectside. -------------------------------------------------------------------------------- Perhaps the simplest of entry-level models can be adapted from the discipline of

Don't Be A Sales Quisling

Appreciating process is a Sales career treasure chest of ambition-achieving gold. To ignore process is treacherous in the extreme. Always on the lookout for the thought of others in this arena, I happened across q-u-i-s. As of March 2019 now seemingly defunct, it was developed by London-based consultants. The image

How's Your Prospect's BANTZ?

BANT is an old and famed acronym from the selling culture heyday of IBM. The qualification template stood for; > Budget, Authority, Need, Timeframe. From it, comes the instruction to find ‘The MAN‘ on each deal. As in, the person with Money, Authority & Need. As well as later variants

5 Second Wave Framings & Your Key Bid Success

[https://salespodder.com/content/images/wordpress/2020/07/Japans-3-Cs-edit-h500gr.jpg] The Three Cs Would Western societies be trusted to adhere to this Japanese coronavirus second wave preventing government information campaign? If it is the case that we sometimes struggle to accept the difference between abhorrent hate speech and expression of

Level Headed Critical Thinking Saves Your Bid

Stanislov Petrov [https://en.wikipedia.org/wiki/Stanislav_Petrov] saved the world. And got a reprimand for his trouble. The Cold War at a tense height, in 1983 he was manning the Soviet early-warning detector for incoming nuclear weapon attacks. All of a sudden, his screens told him five nukes

Make Your Meeting CRIP Quick

The UK government has a national emergency set-up that involves a crisis management committee known as Cobra meetings [https://www.itv.com/news/2020-03-09/what-is-a-cobra-meeting/]. The name is not from the venomous slithering reptile. Rather, prosaicly from the original location’s initials for such forums; cabinet office meeting room A.