Social ROI: Lessons from the Vote for Scottish Independence
Making yourself appear bigger than you really are is a crucial survival skill in the natural world. Waking up this morning to the news that the United Kingdom remains so, it made me reflect that it had not...
Empower Salespeople for Social Selling
Companies increasingly use social media to learn about new opportunities and how to address business issues. People share information and give advice on all manner of things, including your offering and how you...
Six Steps to Perfect Objection Handling
Never take an objection personally It shows all over your face, and it’s not attractive. Repeat the question Confirms understanding, ensures everyone else hears it, and gives you an extra few seconds to construct a...
6 Steps to The Perfect Sales Call
A solid call model helps beginning sales people, and provides a framework for the experienced. My favorite is IBM’s Customer Tailored Sales Call. It’s a simple six part linear framework to make the best of a...
Teaching and Selling
I occasionally help out as a substitute teacher at my local school, teaching science subjects and mathematics to middle school and high school students (secondary school and sixth form college in UK terms), and I’m...
User Router Architecture for Multi-tenancy
Multi-user/Multi-tenancy It’s not uncommon for a single individual to access a SaaS-based system within the context of different companies. For example, someone using their own company’s CRM system plus one of...
SalesSeek: What’s the Point?
Why, given the dominance of SalesForce, would anyone think it was a good idea to bring a new CRM tool to market? Because we think: Start-up and small companies need 50% of Eloqua and 50% of Salesforce, but without...