Topic

trendwatch

A collection of 24 issues

Async Selling Re-Start

As someone long used to selling across different time zones, the ‘remote’ work evangelists are catching my ear quite a bit at the moment. They feel that the genie is out the bottle. Whether espousing the death of the office, or simply a hybrid split embedding between home

Teams Promoted App Icon Gallery

The inferior video conference product Teams, unsurprisingly from Microsoft, suffers compared to alternatives. Functionality, usability and speed are all bettered elsewhere. Which is noteworthy because I was a fan of being on their NetMeeting offering in this space, some twenty years ago… When obliged to log in, you can

Do You Know Your Tiebreaker Justifier?

I am glad to learn about justifiers. These are that little something that suppliers of non-strategic items must show can happen beyond the mere performance of the product to smooth the purchasing decision their way. Typical justifiers feature extra service lengths that can be gone to. I particularly like the

280% Sales Increase Nonsense

A sales department head sitting next to me was shaking their head. Their phone duly pung. A LinkedIn message. Not sure how, he earlier accepted a connection request from a Sales training outfit. They now wanted to speak. About things like “how we double sales…” No doubt

Microscheduling That Key Prospect Meeting Through Nano-Agendaring

I’m not necessarily condoning this outright. Yet there is something within its structure that on specific occasion might just move the latest time management fad of micro-scheduling towards a decent sales tool. Let me first state that microscheduling in its newly coined form is nothing new. Nor accompanying

Red Thread Selling

For some they’re considered interchangeable. Yet is it a touch contrary or too much of a stretch to say a red thread is the communications hue of what a golden thread is to overall business togetherness? A golden thread the cultural values that bind those in a winning

Datafy Buying

You working in a datafied salesteam? The wikipedia page (*groan*) at time of blogging contained these two sentences related to Sales; Customer relationship management: various industries are using datafication to understand their customers better and create appropriate triggers based on each customer’s personality and behaviour. This data is obtained

Sales Hackathon 2019 Blockchain Flavour

I’ve lately come across similar selling conundrums. I wonder if a trend is emerging? Many tech firms are trying to figure out if or how to incorporate blockchain. Whether it be a development on top of what they already offer, or as a complement to futureproof client plans.

Sales Plyometrics

In the decade or so since hanging up my beloved sporting boots I’ve seen several fitness fads glow and fade. Military pre-dawn bootcamps, H-I-T, pilates, zumba, even (the surely cheating) slendertone belts. Now I discover the latest; plyometrics. Known as plyos to its devotees, the current spike seems

Congruence Selling

Let’s see if we can take off from a current buzzword our marketing cousins are using; congruence. This is where all elements of what you do must be congruent with your overall standpoint. Where each experience with you follows a central theme that confirms your uniqueness and value.