Browsing All Posts published on »January, 2013«

Facebook Graph Search: The Power of the Nodes and Edges

January 27, 2013

0

According to Mashable, Facebook Graph Search could be it’s greatest innovation. I tend to agree. FB have eight years of Big Data (including almost over two billion new Likes each day) to help us identify products, services and brands that we might need through the experiences of those in our social network. Actually, a graph […]

The Sales Process; SPIN or SPIV

January 13, 2013

1

Last year I posted and tweeted a fair amount on the subject of┬ásales process. Many, it seemed to me, were all too focused on the success of the seller with scant regard to the buyer. I argued that even more enlightened and consultative approaches have a problem of perspective. Buyers don’t believe they are ever […]