Death of a (Maverick) Salesman

October 28, 2013

0

‘The only thing you got in this world is what you can sell and the funny thing is you are a salesman and you don’t know that’, Arthur Miller, Death of a Salesman, 1949 Sellers Beware In Daniel Pink’s To Sell is Human, Pink suggests that buyers and sellers have moved from caveat emptor to  caveat venditor.  Sellers are […]

Social Selling: Is it Really New?

October 7, 2013

0

Social Selling in the 60’s I find myself speaking a lot on the subject of Social Selling but whilst the technology, the media and platforms are new, much of what we mean by Social Selling is not new at all. As a living and breathing example of this let me refer you to businessman Harvey […]

Smart Watch naysayers and the inevitable rise of Wearable Tech

September 16, 2013

0

A diversion into the world of wearable tech for my first post after a Summer recess. The naysayers are already lining up to herald the failure of smart watches including a couple of post from ZDNet with The problems with the smart watch even Apple can’t solve and Wearable computing: Why there’s no room for watches like […]

The future of Sales is to Stop Selling

July 30, 2013

0

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

1

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

1

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

0

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 […]