Topic

trendwatch

A collection of 66 issues

Chief Commercial Officer

Buried in a recent HBR piece (see the 4th page of this scribd [http://www.scribd.com/doc/49478794/The-New-Path-To-the-C-Suite-HBR] view) is this suggestion that there’s a new seat in the C-suite; for the chief commercial officer, or CCO. The shift to which they initially refer is the blurring

Web Conferencing Checklist

I spoke to an old compadre of mine that I’ve not seen for a few years the other night. I was delighted to hear his selling enthusiasm remain sky high, as he raced home to do a WebEx call with a prospect in a timezone 9 hours behind. WebEx

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

Brad Sugar's 5 Ways

Flicking through the Entrepreneur mag [http://www.entrepreneur.com/], I came across a fella peddling his ownfail-safe system [http://www.bradsugars.com/page.php?page=5ways]on how business owners can generate crucial extra profit. It’s not without merit, and reminded me of the simplistic approaches sales managers like

Provocation-Based Selling

I’ve just come across a fascinating clash of viewpoints that, quite rightly, highlight how the slightest of nuance can make a huge difference to people. Despite having only seen what’s publicly posted, this exchange strikes me as of paramount importance to b2b vendors in the next 24 months

The Invisible Close

Whilst surfing on something completely unrelated, I came across the website of one of those coaching programmes seemingly so beloved by middle-America that focus on self-help and personal improvement in your chosen pursuit. What struck me as useful about Lisa Sasevich’s [http://www.theinvisibleclose.com/articles] angle was how