Tag Archives: Sales

New Business – Art or Science?

I am a big fan of a blog written by Bob Hoffman called the Ad Contrarian. He has a passion for calling bullshit on bullshit.  How hard can it be these days to do tha?  Yet he does it well … Continue reading

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What sort of relationship are you looking for?

The word relationships is ubiquitous in the current era of marketing – way up their with words like engagement and arghhh where are the budgets going! I wonder if we are degrading what the word relationship means by over using … Continue reading

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Is it true that salespeople train prospects to lie?

This blog from Seth Godin nails a few home truths about sales people. If you harass, embarrass, or make a prospect, a real living person lest we forget, feel uncomfortable in your presence; by asking dumb questions;  being ‘salesy’; presenting … Continue reading

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Collaborate or Compete

I sometimes worry about the amount of metaphors bounded around about doing business and selling. The most usual one is to compare business to sport, we have all done it. Compete to win. Never give up. Go for the knock … Continue reading

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One reason why new business people are un-productive?

Why are sales (insert new business if you like for sales) people mainly non productive? Maybe it’s because they are thinking about themselves rather than the buyer / prospect. I wonder how hard it would be to change that? Let’s … Continue reading

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Columbo, the best salesman ever.

When I was a kid I’d love watching Columbo. It always amazed me how someone who appeared to be such a bumbling fool, could be such a great detective. As a piece of crime fiction, Columbo is unorthodox because you … Continue reading

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Make your offer crystal clear

This a guest post from Sonja Jefferson who runs a company called Valuable Content based in Bristol. When I read her blog yesterday, I thought instantly she really practices what she preaches. And I could learn a lot from her. … Continue reading

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