Golf

Always Keep Some Sales Tactics in Reserve

Sales Coach

Sales tactics are precious. We’d should always keep one or two in our back pocket, ready for action when we really need them. A bit like playing cards, we’d should never declare our entire hand, always keeping one “up our sleeve” to keep the other players wondering and guessing. (For the record this isn’t me [...]

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Sales Process Lesson from the Caddie

Sales Manager

Sales process, in principle at least, doesn’t need to be complicated.  So what’s all the fuss about if its simple?  The fuss is about improving results.  Our favourite golf caddie tells a story which illustrates the point in a sales context. A sales process is just a sequence of actions, a plan of how we’ll [...]

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Learning Business Lessons from the Golf Caddie

Sales Stories

Business lessons from golf caddies sounds hard to believe.  Popularly seen as roguish, itinerant, irresponsible journeymen the golf caddie doesn’t come naturally to mind as a font of business acumen.  Until you’ve seen both sides of the coin, that is. Through my career I’ve sold everything from outsourcing to debt collection, and from mainframes to [...]

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My Customers Are Smarter Than Me

Sales Coach

Are yours smarter than you? Experience has taught me there are two basic personality types in selling. One which cares THAT the customer buys, and another that cares WHAT the customer buys. I’ve come across plenty of the first type and even worked with a few, but always preferred to be the second. The reason [...]

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Why Do Sales People Dislike Software?

CRM

Maybe they don’t, but in my experience they do, and it doesn’t matter whether they’re using it or selling it. Selling software is a nightmare – I’ve done it for years – because the customers think they know more about systems than they actually do. Unfortunately the marketing people set expectations way beyond what the [...]

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