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...
Not All Apps are Created Equal
I came across this interesting article today by Robert Abbott on VentureBeat. In it he discusses how medium sized enterprises are better poised (than their larger counterparts) to benefit from the rise of mobile...
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...
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?...
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...
From Tokyo to Turnham Green
I’ve been using Skype for a long time, pacing its ups and downs in quality over the years, alternating between embracing and abandoning it, but have now seen video conferencing emerge as a practical and affordable...