I like to think I embrace technology. I get involved – both feet first. In the early ’90′s my friends used to laugh at me as a lauded around with my Ericsson mobile where the aerial was longer than the handset. “Who’s going to call you on that?” they said. After a couple of years [...]
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In a sales environment it is easy to watch an order come through and think that the work was done on that day – it wasn’t. The order arriving is usually the result of many hours, days and weeks (sometimes years) of work and relationship building. I realised this many years ago when a big [...]
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Trigger Event Selling, pt 2, recorded on 16th October, 2009 [duration, 22:14] Richard talks again with Craig Elias from Shift Selling Inc in the second part of the Trigger Event Selling podcast. This interactive and engaging podcast builds on the previous session to help listeners understand: the ‘Afford’ and ‘Justify’ elements of Trigger Event Selling [...]
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What does your customer list look like? Have you sold to a diverse range of organisations or have you got a highly specialised portfolio? Ask yourself whether this was through design or just how it is. Unless you are tasked with developing a vertical sector or territory it is likely that you have a mix [...]
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As a sales person it is easy to fall into the trap of blaming everyone else when you don’t hit your number. If only that deal had come in sooner, if only that Customer had expanded in line with their initial expectations, if only we’d released that new product more quickly, if only Marketing had [...]
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Trigger Event Selling, pt 1, recorded on 8th October, 2009 [duration, 24:14] Richard Lane talks with Craig Elias from Shift Selling Inc. Hear Craig share his experiences and techniques using his strategy, Trigger Event Selling. Over 20 successful years as a top sales performer, Craig has learnt how to recognise the “Window of Dissatisfaction” and [...]
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Sales targets are designed to reward performance but also to help a business plan its growth. They are important on many levels. I have been coached to work to stretch targets. Not always the most comfortable situation but this approach typically increases your chance of achieving your original goal. It should go without saying that [...]
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Of course. There are thousands of blogs, web sites and companies offering advice on how to make Twitter work for you. Research shows the vast percentage of Tweeters are 25+ years old. From a marketeers perspective this must be the sort of result you get in dreams. It says Tweeters have money and are (like [...]
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Why is making time to plan so difficult? In fact I should re-phrase that. It’s not making the time alone that is a challenge, it’s making the time and then executing effectively so that you come away with constructive actions and next steps that is the real challenge. Everyone knows that planning leads to increased [...]
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