Timing is everything, right? Here I am, smack in the middle of an extended riff on sales, and the Herald considerately decides to go with my theme… imitation is after all, the sincerest form of flattery….. Here’s another insight on the same theme – this...
Before we kick things off this week, I owe a (sort of) apology to the sales team forwarded last week’s blog by their boss. It seems he took my edict to “make the call” to heart. I haven’t spoken to him this week, but I’m pretty confident his guys are looking at a...
We’re taking a visual route this week, with a graphic that tells a powerful (and true) story. When I first laid eyes on this I was reminded of this gem in Business Insider – 73.6% of all statistics are made up. It threw me for a bit… not surprisingly I...
Where’s the cash? Well done – if you’re back again this week your idea has passed the “customer problem” test! You’re half way there… So you have a customer problem and a likely solution. Now you need to see if it’s got commercial legs. Here are this week’s...
It looks like the power companies are active in the market at the moment. I have just had a couple of interesting calls with them. Same industry, different company and very different approaches…. Deal One: How many times have you had this call? “Hello sir… have I...
