Roger Willcocks - technology business, sales, marketing and strategy
Recent articles:
Best practice e-commerce
Using search engines to increase sales
Hiring a good salesperson
Executive coaching
How to introduce yourself professionally
How to meet Bill Gates
Use my Sales Audit checklist to see how your salespeople are doing.
"City of Liars"
my first novel: an engaging thriller set in high tech and finance.
All motivational tricks gratefully received!
e.g. "What business are you in?" "How do you cope with XXX?" "What plans do you have for upgrading your XXXX?"
Best practice e-commerce
Using search engines to increase sales
Hiring a good salesperson
Executive coaching
How to introduce yourself professionally
How to meet Bill Gates
Use my Sales Audit checklist to see how your salespeople are doing.
"City of Liars"
my first novel: an engaging thriller set in high tech and finance.
Sunday, April 10, 2005
Linked In?
I have been persuaded to provide research for Mr. Tebbutt about LinkedIn, an online network community. I have been requested for contact data on three questions, get pestered to "link in" by complete strangers about ten times and have 80 or so contacts. The survey would indicate that the whole shabang is not really beneficial - although it looks great.
We welcome his insights on Plaxo.
I have been persuaded to provide research for Mr. Tebbutt about LinkedIn, an online network community. I have been requested for contact data on three questions, get pestered to "link in" by complete strangers about ten times and have 80 or so contacts. The survey would indicate that the whole shabang is not really beneficial - although it looks great.
We welcome his insights on Plaxo.
Thursday, October 14, 2004
A close shave meeting sales targets
Incentive Magazine carries the story of the sales manager who struggled to find new ways of motivating his sales force. "Breslauer originally challenged his salespeople by offering to shave his locks if all four worldwide regions of his sales team hit fourth-quarter quotas. "All motivational tricks gratefully received!
Monday, August 09, 2004
Networking and sales
Alan MacKelworth is an inveterate and successful networker. I recently re-connected with hin on LinkedIn and was prompted to visit his site. Deep in its midst, I found some excellent words of wisdom regarding what makes for a great search business. Maybe we should all have a "10 something-or-others" on our websites: helps the passing visitor get a measure. According to LinkedIn, Alan has over 1,000 contacts in his network - I was impressed and I still suspect him of under-egging.Thursday, August 05, 2004
Sales is sales is sales...
...in the immortal words of my brother in law, Jon Palling. Systems, processes, technology mean nothing at the end of the day if you don't have the culture and attitude. "Give me a piece of chalk and I'll make the numbers," he asserted after a glass or two of wine.Sunday, July 25, 2004
Selling: random art vs. science
Most sales people are treated as unwholesome freaks who have been gifted with the gab. The truth is otherwise: the art of selling is about training, method, analysis and measurement.Your vital organs
You were given two ears and one mouth for a reason. A good salesperson will use these organs in the god-given ratio (being 2:1).Don't pitch too soon!
The poor salesman always pitches too soon. I'm reminded of this from a small conference I visited where the poor, unsuspecting punter innocently asks "so what do you do?" and gets bombarded with a 10 minute sales pitch. When you're approached in this way, have a prepared sequence of questions to help you qualify.e.g. "What business are you in?" "How do you cope with XXX?" "What plans do you have for upgrading your XXXX?"