Topic

sales knowledge management

A collection of 50 issues

Video Call Lab

A recent call to form your Sales Labs Unit brought to mind the absence of genuinely effective best-practice driving initiatives I observe in our sector. Technology alone is not the answer, people. Anyways. There’s a new area in town that suffers through this neglect. I remain flabbergasted at how

Labs Unit Seeking The Selling Of Next Week

I saw an intriguing reminder of one of my longtime themes. Arguably the world’s richest sporting competition, the EPL (English Premier League), is ‘considering joining the NFT craze’. Details appear to involve a licensing tie-in with a French virtual card trader start-up. The EPL have been here before. I

POETS Day & Your Sales Perk Becoming Expectation

[https://www.sodexoengage.com/blog/value-of-perks] These types of pr attempts, as here by a firm whose trade relies on pushing perks and general benefit ‘management’, must typically be taken with a pinch of salt. Perks firm suggests more perks will improve bottom-lines shocker. Considering it was from data supposedly

Office Of The Future Personal Pod

[http://rubigal.com] Perhaps a little dystopian. This is one of a number of entries for an Israeli [https://www.timesofisrael.com/with-work-from-home-here-to-stay-what-will-become-of-the-office/] competition for post-covid offices of tomorrow design ideas. 42 submissions have since been put up [https://pointoffuture.checkpoint.com/en] online. > ‘Rubi&Gal Design Studio

Written Skills Re-Emerge To The Fore

A remote work tech founder periodically (re)tweets [https://twitter.com/chris_herd/] lists of his summary of discussions within his target market. He sees the coronavirus-spurred march of WFH as now unstoppable. Here’s an abridged example; > 📝 Building the organisational muscle of knowledge through written documentation is of

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

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

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