Category Archives: Linda Richardson
Sales: Do This, Not That!
I have an astonishing appetite for candy, and it probably would have done me in long ago if not for the “Eat This, Not That!” series. Thanks to the book, I can still eat a sizable amount of candy without having as disastrous an impact on my waistline. ETNT prompted me to make the switch from Butterfingers to fun-sized York Peppermint Patties.
After the first few days of no longer indulging in my favorite treat, the initial shock was gone, and with Yorks in hand, my mood stabilized (I am now a confirmed junkie). My sweet tooth was still getting fed, just with not quite as many calories.
Maintaining the Sales Machine
In their November 2013 Harvard Business Review article Dismantling the Sales Machine Brent Adamson, Matthew Dixon, and Nicholas Toman of the Corporate Executive Board (CEB) assert that “Leaders must abandon their fixation on (sales) process compliance.” In place of “disciplined sales process” they favor a flexible approach to sales in which salespeople rely on their own insight and judgment. That they find sales process discipline and a sales force capable of insight and judgment incompatible seems untenable.
Would Your Sales Training Earn Your Customer’s Seal of Approval?
The Customer is King
This is still true, right? The phrase seems less than politically correct these days (with “king” versus “queen” or “royalty”), but if you conduct an internet search for “the customer is king,” you’ll find over 201 million returns in about 0.62 seconds. It’s still a popular phrase.
I don’t find myself quoting the Urban Dictionary much in my business life, but I have to admit, I peeked at their search return
What Can We Learn from Sherlock?
In a self-diagnostic, I would categorize myself as a multi-tasker and believe (ed) that I was pretty good at it. A juggler. But Mastermind: How to Think Like Sherlock Holmes — and who wouldn’t want to be capable of that kind of insightful thinking — has caused me to reconsider the wisdom of the approach.
What the World of Selling Can Learn from Watching Netflix
In the new world of selling the ability to see into the future to recognize the needs that customers have not identified or have undervalued is the new currency. But, is that really possible?