Gamification and CRM: Are You Being Played?
There is a lot of discussion around alternative methods of motivating employees at the moment. And when it comes to CRM there is a growing number of options for ‘gamified CRM’. For the uninitiated, Gamification of...
Summary & Review: To Sell Is Human by Dan Pink
Earlier this year author Dan Pink released his latest book on the masses, and his first since his New York Time Bestseller, Drive: The The Surprising Truth About What Motivates Us. In his new book, To Sell is...
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...
Four Expert’s Rules for Online Engagement – Guardian Masterclass Review
Last Sunday (22nd September, 2013) I was lucky enough to attend a Guardian Masterclass on building online communities. Below is a brief rundown from the most informative and interesting speakers on the day. Whether...
Who Really Benefits From Subscription Business Models?
We live in a subscribed world these days, whether it’s the blog or newsletter you read regularly, a twitter feed you follow or a SaaS provider you use, it seems that everything is now drip fed in perfect bite-sized...
A Blueprint for Digital Marketing
Is your marketing and social media presence optimized to generate convertible sales leads? Whether you’re adding another string to your marketing bow, or formulating a marketing structure for a whole new company...
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...
Google Glass: Consumer Toy or Business Tool?
There has a lot that has already been said about Google Glass following its release to a small group of ‘explorers’ earlier this year, but what (if any) effect will it have on the sales and business environment?...
What Everybody Ought To Know About Tactful Negotiating
Confidently create win-win outcomes with enjoyable ease. For salespeople the ability to negotiate well is an important skill which is utilized on a day-to-day basis. I recently came across this article and thought...