Topic

sales knowledge management

A collection of 45 issues

Ten Billion Jedi Loss Reason Codes

> no deal + excuse ≠ deal It’s a simple formula, written daily on many a salesroom whiteboard around the globe. As excuses go, “bias and political influence” at this level takes some beating. I’m more used to witnessing ‘product deficiencies and price too high’. Microsoft’s Azure (somehow?) beat Amazon

Who's Your Win Report Troncmaster?

Here’s the words of a billion-dollar Divisional business tech Head. Explaining to me one of the perils of internal sales messaging; > “…we do plenty of Loss Reports, so so many, but no Win Reports – only ever the odd perfunctory ‘Congrats to Fred, who says well done to Harry & George…

Micro App Salvation?

Many moons ago I came across a construction supplier trying to help their salesteam get better. Their external trainers developed an optimum sales conversation tree. Reams of paper. Which never got read. I then enabled these to be tapped online. Clicked through in an instant. Whether in the office or

The Briefing Conundrum

I found out from train commuting salespeople recently of their popularity for the ‘daily briefing’ as curated by their preferred ‘newspaper’. As distinct from scrolling the homepage of say, a buzzfeed. Having then been shown samples, I saw that they’re all (un)remarkably similar. A listing of news items

Sales Ransomware Patch

Who could be next? This weekend the most enormous, indiscriminate ransomware attack yet made global headlines. Those caring souls at Microsoft yet again leaving their customers exposed to extortion of Bond villain proportions which can now, it seems, be unleashed by teens in their pyjamas as well as organised or

Recollective Sales Amnesia

Corporate amnesia [https://en.wikipedia.org/wiki/Corporate_amnesia] is a topic I see with a burgeoning following so far this year. One comment I was particularly struck by was from a Derbyshire seamstress. She noted that on her clothing production line, it took way longer to unpick the mistakes

Sales Tales

An Australian marketeer recently told me about a solution salesteam that every Friday held a short meeting to wrap up the week. An interesting construct in itself. Always on the agenda though, was a slot called Sales Tales. The idea was anyone winning a deal had to recount its story

The Sales Puzzle Training Tips

In May 2006 I met an Englishman that veered towards the sales training axis so beloved by Americans that preaches shaking up both your personal and professional life. Yet he was a thoroughly decent and knowledgeable chap who just held up short of that kind of damaging evangelism. [http://www.

Star Trek Computer Captain's Log

The Star Trek Computer is the latest novelty on view at Google’s annual conference this May. You’ll have undoubtedly wondered why or how, each time you start to tap a query into their search box, a list of options fills the drop-down as you type. Hoping to nail

Twitter Stories Testimonials

[http://stories.twitter.com/] I have a lot to say about testimonials. Only a handful of salespeople truly understand their power. Especially to the extent that they remorselessly chase them down. And quote with abandon. Each time I hear a rep say ‘we can’t divulge confidential info’ I scream.