The competition is rarely doing nothing. It’s best to assume in any sales situation that the competition is doing at least as good as you are, and maybe better. Selling is about winning against competitors—people like you, from companies like yours, with products or services that are, in the customer’s eyes, in the running for the deal that’s currently going down. Competition i … [Read more...] about The Competition Is Doing Nothing
Archives for July 2013
Monthly or weekly, or even at times daily, sales teams have to forecast. Before ASPEC, sales forecasts (or “order forecasts”) were often done in Excel or some other simple tool, and sent around with some manual manipulation. With ASPEC, transparency moves to the forefront. Opportunities are entered and managed right in the software – not just for forecasting, but with a focus on … [Read more...] about Introducing Sales Forecasting with ASPEC – Part 1
My favorite stories every week are right here at The HUB, but there was one this week that came close to breaking that dictum. "Backhoe stolen from construction site and used to break into bank." What makes it so much fun was that the thief was able to rip the ATM machine out of the wall of the bank, but then, even with a backhoe, he couldn’t get the cash. Pretty frustrating to … [Read more...] about The Week In Review, July 28, 2013
Mastering Major Account Selling is a free e-book by Richard Ruff and Janet Spirer of Sales Momentum, a sales training company, and it is available at their website, along with a smartphone app. The title is an imposing agenda for any book, and immediately my mind went to a 400-page text with research and examples and lessons and case studies that would take a semester in … [Read more...] about Book Review – Mastering Major Account Selling
When it’s a camera? When it’s a computer? Samsung, the Korean electronics giant, seems to be going through an identity crisis in search for the answer to this question. Recently they released two new products that are causing people to reflect on the question, “who did they have in mind when they designed this?” The first product is a decent looking camera that from the front … [Read more...] about When Is a Phone Not a Phone?