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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
"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.

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

The art of selling

Selling is the fine art of persuading other people to have your way.

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?"

Good salesperson as seen by Valley of the Geeks

Good salesperson as seen by Valley of the Geeks Saw this drole piece on the high-tech salesperson, entitled Selling The Dream. Have we seen that or what?

Saturday, July 24, 2004

90% of a salesperson's time

Where does 90% of a salesperson's time get spent?Most answers I get are travelling or admin (you know, filling out sales forecasts). The real and most informative answer, of course, is a huge majority of his time is spent chasing business that is never won. Even if you manage a close ratio of 1 in 3 (exceptionally high), that's a full two-thirds.And the answer? A good salesperson will evaluate and qualify each situation realistically.

New website format

I've taken the plunge and gone for the big heave-ho: the official Roger Willcocks website has been converted into a weblog.