Browsing All Posts filed under »Social Business«

The future of Sales is to Stop Selling

July 30, 2013

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Buy One, Not Two, Half Price I am currently working with a business that goes to great lengths to help their customers buy less of their product. That’s right, their sales reps will spend time getting to know you, understand your business, demonstrate how they can help and then do what they can to shrink […]

Social: The Fifth Age of Selling

July 7, 2013

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Professor Derek A. Newton of the Darden School at the University of  Virginia is credited with suggesting that there are four ages of selling. The ages start with music man and move through animated catalogue, magic formula and finally problem-solver. The music man (or woman) was most successful before the first world war but you […]

Living the vida nube

June 15, 2013

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A career in consultancy and services leadership has not really helped me develop a sense of rythm, a party spirit or noteworthy alcohol tolerance. It is fair to say that Ricky Martin’s crazy life passed me by. Mostly. That being said, I am  living the vida nuba. There are less sequins certainly, but it has […]

Essential Tools for the Social Leader

May 9, 2013

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This continues to crop up in conversation with my colleagues and customers. What are the essential tools for leading in a networked and social era. Here are my top 5. Evernote. Strictly speaking, not really a social tool. However, those that are living in the cloud (living the vida nuba) need a note taker that […]

Gamification and Gamified Business Intelligence

November 8, 2012

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Gamified I have become somewhat preoccupied with gamification of late. After the usual reading and research concluded with some structured study with the Wharton School through the excellent Coursera program, it became apparent that it was less of a diversion than I first thought. Indeed, there is considerable overlap between the aims of gamification and […]

What Has CRM Ever Done for Us?

September 23, 2012

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Actually the Romans come out rather well when Reg asks the questions of a bunch of masked activists in Matthias’s house in ‘The Life of Brian’. The aqueduct was just the beginning. Would CRM fare so well in a contemporary and probably unfunny update of the classic scene? What has it done for us? Don’t […]

Sales Cycles Suck

August 11, 2012

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Sales cycles are a preoccupation for sales professionals? Where is the deal in relation to the cycle? Is the prospect progressing through the cycle as forecast? Organisations invest thousands of man hours in training and countless more in implementing them. There are more than two hundred and fifty titles on Amazon alone that cover the subject. They […]