Technology

A New Business Model Emerges

A new online business model emerges almost every day, and today we’ve seen another, really smart idea. Zemanta is offering PROMOTED links and I’d personally like to congratulate those guys on a brilliant idea. We’ve been using the Zemanta plugin in our blogs for a long time now. If you haven’t it’s well worth a [...]

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Selling Software Keep It Simple

Sales Coach

Selling Software is a complicated business. We need to have a process. We need to have discipline. We probably need to persuade customers of the value in new ways of thinking. But for the customer, at least, we need to make it simple. Making complicated concepts simple so others can understand is probably the [...]

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Selling What the Customer is Buying

Sales Coach

Selling what the customer is buying is the simple approach. Getting the customer to buy what the sales guy is selling is much harder. Why on earth do those motivational sales books suggest that type of pitching is the ultimate skill? It’s arrant nonsense as should be evident to anybody who ever bought something. Just [...]

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Setting the Direction for CRM

CRM

They say imitation is the most sincere form of flattery, in which case I should be pleased. Strangely it doesn’t feel like that. Maybe I don’t really believe my interpretation of what we’ve seen? Maybe I’m just pissed off at my ideas being stolen? Maybe I’m disappointed at my own failure to exploit our vision? [...]

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Email Isn’t a Business System

CRM

“What’s That” you may say. “The business world goes around on email”. And of course it does, but that makes it technology which displaces paper (until somebody prints it) and paper certainly isn’t a business system – just a technology. The reason I bring this up is so many people mistake a technology with the [...]

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When the Prospect Says We’ll Call You

Sales Coach

We’re in “Death Valley“. Selling our way out of it isn’t going to be easy! We’ve arrived here because we did everything right – pitched the right proposition at the right people, made the shortlist, delivered the proposal and presented to the selection panel. Maybe there are a couple of things we weren’t able to [...]

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