Topic

sales knowledge management

A collection of 48 issues

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.

Constant Video Reminders

English rugby club Saracens clearly want to break the mould. They appear to deliberately seek out innovation [http://www.guardian.co.uk/sport/2012/apr/06/saracens-ipads-statistics-heineken-cup] . There’s a couple of things about this that interests the salesman in me. Overall, how is any salesforce trying to introduce innovation

A Security Objection

Here’s a piece of good PR in action. It’s funders managed to get decent coverage in the dailies from claiming half of all employees would sell their work passwords [http://www.telegraph.co.uk/technology/internet/9189236/Employees-would-sell-work-password-for-5.html] for just a fiver. And incredibly, a third had

Flag As Inappropriate Some References

Despite displaying all the faults of old broadcast media in not really knowing who their audience ought to be, occasionally a fascinating piece appears on the BBC’s Click show [http://news.bbc.co.uk/2/hi/programmes/click_online/8826258.stm]. I was intrigued on the impact of spam-style

Sales Guide Contents

Little more than an internal contact directory, the standard of corporate sales intranets has never been high. I know this because I spent a decade in this very space and still today take a keen glance at what’s on offer behind closed doors. Without wishing to dwell on the

My 1000th Blog Post!

The warm glow of accomplishment. In a little under five years I’ve blogged 1,000 times. One thousand posts. All from my experiences in the real world of sales and nuggets picked up through life in general. With the allied aim of showing how salespeople should be running the

Won Sales Analysis

For over ten years, I’ve made a living (sometimes in full, other times partly) from capturing and sharing across sales teams deals that they win. My specific slant was always twofold; collect and codify any genuine best-practice that should be incorporated into any such similar deal, and pinpoint and

Sales Report Recording Trends?

I downloaded a frustratingly sparse and primitive white paper the other day on ‘sales 2.0’ which, for all its banal pronouncements, did feature one juicy observation: > “Cold calling, qualification, appointment setting, and customer service are important steps in sales, but they are not the best use of highly paid