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Dec 2018 : How Long is a Piece of String? Part 1
How Long is a Piece of String? Part 1 Measures, Activities and Customer Conversations On a current project I’ve been asked for help with how to measure the success of a sales initiative. The objective is to move from the safe haven of existing relationships to capitalise on wider opportunities in accounts. This is pretty…Read more
Issue 45 : Sept 2018 : Sales 101 or Room 101?
Sales 101 or Room 101? Recently, I started a campaign on Linked-In to “Stop the Sales Training Madness” but many salespeople (myself included) look back to their first sales program with great affection. Stating that what they learned was the catalyst that kicked off their love of sales and it’s what they go back to…
Issue 44 : July 2018 : Back to Basics
Back to Basics There’s a consistent pattern in the conversations I’m having with sales leaders at the moment, and the work I’m doing with them and their teams. It seems to be prompted by the digital transformation customers are going through. This is having a big impact on the way customers buy and their expectations…
Issue 43: April 2018
Predictability and Socks for Christmas Some things in life are easy to predict – like socks for Christmas (size 42 and colourful please). Currently in the world of sales, Predictability is highly sought-after but unlike Christmas socks it’s not always so easy – when potential customers seemingly put all sorts of obstacles in the way….
Issue 42: February 2018
Have you Popped the Question? I did – on 5 February 1989, the top of the Eiffel Tower, on one knee. Romantic eh? She said “Yes, I’ve nothing better to do in July”, and I’ve been living in wedded bliss ever since. You may not have popped that question, but do you ask the “Anything…
Issue 41: November 2017
How to be confident asking the customer so-called tough questions.
Issue 40: August 2017
Set yourself up for success by planning customer meetings
Issue 39: May 2017
To Hard Sell or to Soft Sell? That is the question
New email – address book update
Please update your address book so your email server will accept the next Sphere you receive (soon), which will be from my new email firstname.lastname@example.org. Why has it changed? For years certain customers have been telling me to rebrand as Jim Wigg: “It’s you we buy, Jim, not Epicurean Associates.” When they referred me to…
Issue 38: March 2017
Getting a prospect to want to extend the conversation with you