As we’ve covered the last couple of weeks, launching a new website can be a great learning process. But more than that, it’s an opportunity to launch new ideas and thinking. In my case, it’s meant the chance to put into practice an idea I’ve had in development for a...
In the last couple of weeks I hope I’ve sold you on two key thoughts: Half the battle is turning up The battle is less bruising when you’re talking with old clients We talked last week about some things you could discuss with your old clients. But rather than call...
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...
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...
