Recently I attended a local technology networking event. There seems to be about one a day here in Cambridge, but in general they’re pretty good and you get to meet some interesting people. This event was no exception and I left having had some useful chats and with a few business card in my pocket. [...]
Posts under ‘sales culture’
Poacher turned gamekeeper – When someone wants to sell to you
One of the most interesting and entertaining experiences for sales people is when someone tries to sell to them. Common opinion is that sales people are easy to sell to because the sympathise with person selling to them. I’m not really sure whether this is the case, personally I quite like to torture the person [...]
I hear you knocking…
I hear you knocking…
Most sales trainers advise you not to knock the competition and in general that’s very wise advice. Early in my career I’m embarrassed to admit that I ignored it (as most inexperienced sales people do) and came a cropper. I was competing for a good size deal and from previous experience thought [...]
Five things sales people can learn from sports
Five things sales people can learn from sports
Is it just me or does it seem to be the case that most sales people I know have either played sport at some time, or are obsessed by it? Just looking back at the sales people I’ve worked with over the years this seems to be the [...]
A Christmas Tree salesman on Mariatorget in Stockholm
A festive salesman hard at work! Merry Christmas and a Happy New Year to our readers…
When the deal gets to legal…
You’ve worked with the customer for months, closed the big deal, even enjoyed the adulation and now the agreement is with legal. A month later the agreement is still with legal and you’re getting nervous. A conference call is arranged with the customer’s lawyers to go over it. Someone is off sick, so it gets [...]
What’s in a title?
What does your job title matter?