Business process

The Power of Lose/Lose Selling

Do you have a Magic Move in your sales process? Is there a silver bullet in your sales strategy? If so what is it? How often does it work? How do you know it’s the secret making the difference between hero and zero? I’m no fan of all those self improvement books which teach you [...]

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Best of the Business Internet – July 30th.

Business Internet

Actually this is a “best of” covering the last two weeks. Somehow I never got to the newsletter last week so we’ll cover both this time around – keeping my comments to a minimum. It’s my update so I can choose my own stuff, of course. In 11 Ways We Solve Your Business Infomation Problems [...]

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Simple CRM B/S

CRM

Simple CRM is an oxymoron – a contradiction in terms in the same phrase. Anybody needing Simple CRM should be protected from the snake oil being promoted by the morons pitching it. They don’t have what it takes to make the concept work. CRM is a business process, not an instant answer to disappointing sales [...]

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4 Sales Tools to Increase Productivity

Sales Manager

Four simple Sales Tools can make the difference between the average sales performer and the Ninja superstar. They have nothing to do with clever tricks or motivating philosophies. They have everything to do with being organised, focused and productive. Anybody responsible for sales, from the raw recruit to the Managing Consultant, will produce more revenue [...]

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Now Everybody Has a Front Office

Management Built In

Front Office is rapidly becoming a modern generic term. Everybody seems to be recognising the need to have a Front Office, but I wonder if they’ve done the extra thinking about processes and systems. Without the right philosophy and tools any Front Office is nothing more than a new name for the typical call centre, [...]

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When Are You Going to Get That Deal

sales qualification

In qualifying a sales deal WHEN a decision will be made is just as important as HOW that decision will be made, WHO will make it and WHY they’ll make it. If the prospect doesn’t have a time frame planned it probably isn’t going to happen, for anybody. So these are 4 of my main [...]

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Where Did the Great Sales Guys Go

Sales Coach

Great sales people used to be everywhere. Others would describe them as natural born salesmen. They meant those professionals could talk to anybody, about anything, make friends with everybody and persuade Eskimos to buy freezers. You must remember some great sales guys and the ways everybody else wanted to be like them. I do. But [...]

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The Worst Kind of Sales Manager

Sales Manager

Which is your worst type of sales manager? The bad and inept sales manager is the typical sales reps biggest problem – not product, or marketing or even competition. The fact is the great sales manager knows when to stay out of the way, and how to help when asked. The bad sales manager seems [...]

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This is what you get, and all you get – Stuff that just works

Front Office Box

It’s no wonder they don’t trust us says Seth Godin – (see the text of his post below). There’s an opportunity in telling the truth, because lots don’t. Following Seth’s advice, I’m happy to keep saying what I’ve always said. With Front Office Box All You Get “All you get with our software is what [...]

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