Archive for August, 2008
A Sales Conundrum: Do We Need a Sales Meeting to Sell Nowadays?
Friday, August 22nd, 2008If there’s one thing I know about selling professional services - it’s that my chances of making a sale go up exponentially if I can meet my prospect face to face. In fact in my 20+ years in business and over £20m of consulting projects sold - I’ve only ever sold one engagement (and a [...]
Sales: It’s the Small Steps that Count
Thursday, August 14th, 2008The element of sales most visible to outsiders is the “big win”. The “rainmaker” seemingly works some magic in a presentation, or big meeting and returns home with the sale in the bag.
This often leads to a belief that the crucial element of the sale was that final event. When people look at what the [...]
Interactive Document Creation: Papershow Trial
Tuesday, August 12th, 2008Over the last few weeks I’ve been trialling a product called the Papershow from Oxford (the chaps that make those nice Black & Red notebooks so beloved of we consultants).
The product is basically a fancy pen with clever paper and a USB key for your PC. When you write or draw on the paper, it [...]
Sales Tips from Angelina Jolie
Wednesday, August 6th, 2008One of the featured resources on Rainmaker Resources is David Maister’s series of podcasts. In his Business Masterclass episode “Cultivate the Habits of Friendship” he shares a lovely anecdote about building relationships that bears repeating:
The actress Angelina Jolie was interviewed on television and asked if she had to like the characters she was portraying in [...]
