The Value of Bedtime Stories
Sales People are driven. Usually by a desire to win, to meet targets and to make commission. That’s true for me too. I am determined to get as much..
Sales People are driven. Usually by a desire to win, to meet targets and to make commission. That’s true for me too. I am determined to get as much..
If you are not in charge of your Sales Process your forecast will be no more than guesswork and you will lose opportunities that you thought you were..
Of course your customers trust you. Don’t they? Trust is the single most important part of the relationship between a Sales Person and the customer...
When I ask Sales People what percentage of the time the customer should be talking, they typically say 70%. But in reality they do 70% of the..
What customers say about you is the clearest possible indicator of whether they are going to move forwards. They don’t necessarily say things..
Back in the 1960’s the US car rental company Avis ran an advertising campaign with the strapline ‘We try harder’. The basis of the ads was that..
Here is the way old school Sales People think about Procurement. ‘They are the enemy. They make me jump through endless hoops. If I can just get past..
We talk about customers having a Pain Point, well I received this letter recently from a Sales Manager who very eloquently expressed his own pain...
Apparently the French like to buy their hand dishwashing liquid in large containers, 1.5 litres is quite usual. I confess I don’t do much dishwashing..
“It’s slow and it doesn’t function properly. We are going to have to redesign the way the government purchases digital – from soup to nuts. It’s..