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...
Sales’ Droop
An embarrassing problem not often publicly aired, this condition affects not just middle-aged salesmen, but younger guys too. And not just guys, but gals too are equally susceptible to this ailment. Seemingly firm...
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?...