How many of us are lucky enough to work within a Business or own a Business that is our ‘Dream Career?’ If you answered ‘me, I am’, you know ‘What Makes Your Business Amazing!’ It would be a mad world if we ALL looked at life and said ‘what will make me the most money?’ I want to be/do that… There is only enough room for one David Beckham and only one Brittany Spears. Through school and university we are guided by professionals towards…
Tweak Your Biz » Sales
The World of Sales Is a Stage
by on September 3rd, 2010 14 Comments
Another Day, not another Dollar!
by on August 3rd, 2010 16 Comments
We all love free stuff! We feel good about ourselves when we get free stuff, and we feel good about the person or company that provides the free stuff. It’s a “humanoid” thing. We have a feel good factor, and openly and willingly talk about the product or service that we got for free. Whether it’s a competition win, or a genuine offer of advice / service, our feel-good hormones kick into overdrive and we feel like a winner. So too does the provider of the free stuff! Everyone is…
BUYER Process Trumps Sales Process
by on June 15th, 2010 6 Comments
Buyers in Fortune 1000 organizations say the challenge facing professional sales teams is to adapt how they sell to how buyer’s are going to buy. They have told us that high value buying is developing into a science around the allocation of scare recourse to major projects and purchases. Now as sellers we need to sit up and pay attention. We need to ask ourselves what impact this will have for our standard sales process and the traditional sales techniques we have used for years. A massive…
4 Badges of Liberation from the Cult of Orthodox Business Doctrine
by on March 18th, 2010 46 Comments
“If I told you what it takes to reach the highest highs, you’d laugh and say, ‘Nothing’s that simple.’ But you’ve been told many times before, Messiah’s pointing to the door, and no one had the guts to leave the temple.” – from “I’m Free” by The Who Let me start by saying that I’m something of a heretic, especially when it comes to business. Some would say that I’m outrageously opinionated, and that listening…
“Working Nine to Five, What a Way to Make a Living!”
by on March 17th, 2010 42 Comments
In the words of the great Dolly Parton. However, in your job are you able to switch off when you leave the office or when you shut the computer down? I appreciate that in the hotel industry and similar, which I grew up in, then the hours are erratic and you’re on call to the residents during unsociable hours perhaps. I believe for most SME’s these days that they need to be thinking like an hotel – whenever the customer wants to contact you, make sure you’re available. Maybe it’s…
5 Ways Small is Beating Big for Flagship Clients
by on March 16th, 2010 33 Comments
I’ve been noticing a not so subtle trend lately. One that should really get small businesses excited about the future. Small is beating big for major accounts–Fortune 500 kind of accounts. How is this possible? How are Chris Brogan and Jason Falls beating Oglivy Interactive, BBDO, Campbell-Ewald and the like for big-time interactive marketing and social media clients. How is Jeremiah Owyang and Altimeter Group beating Forrester and Gartner? 1. They’re real - I think it…
Overhaul the sales process or fine tune it?
by on March 16th, 2010 12 Comments
Over the last ten days sales managers in three major firms outlined how their sales process needed to be changed, it wasn’t working and in particular it wasn’t helping to generate new opportunities. These firms were ready to embark on a major overhaul of their process. In each of these cases the question needed to be asked is an overhaul going to deliver the improvement needed or would a fine tuning of the process be as effective? Some food for thought, even if the fine tuning delivers…
Time for lateral thinking about B2B selling
by on March 5th, 2010 4 Comments
You have no doubt heard the saying ‘discovery is not about seeking out new lands, but looking at existing lands with new eyes’. Well, that pretty much sums up the rationale behind lateral, or creative thinking. When something is very familiar, it can be a challenge to look at it a-fresh. But it is only by so doing that new opportunity and ways of doing things can be explored. So, to apply some creative thinking to B2B sales, consider sales as the engine of your business. The analogy…
Establish Trust in Your Brand Online
by on February 8th, 2010 5 Comments
Trust is a key factor in any customer’s purchase decision. PR company Edelman have recently released their 2010 Trust Barometer which highlights that we are now less trusting of business than we have ever been. Within this context we need to try even harder to instill confidence in our online purchase processes. Here is a list of 20 things you can do to in order to reassure your customers and online: Third-part seals or certificates, such as the Verisign logo, are important in reassuring…
High Fliers, Low Bidders
by on February 2nd, 2010 3 Comments
If price were the deciding factor in procurement, sales would be simpler and quicker. But it’s more complex than that. Today, over 60 years after his crowning achievement Chuck Yeager remains one of the world’s most revered pilots. President Gerald Ford awarded him the Congressional Gold Medal, President Ronald Reagan honored him with the Presidential Medal of Freedom – and these outstanding awards were but the cherries on a cake that included countless military and civilian…
Physics grad turned tech entrepreneur. Now in charge of growth and marketing for Collabspot. Collabspot is a sales…
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