by Tim Hughes | @Timothy_Hughes | LinkedIn In the “old days”, what I mean is in a pre-internet/social media/mobile world, sales was “easy” you pretty much only sold to one person. Often it was IT that made the decision. They, after all, had to implement the system you were selling and they would have a...
by Tim Hughes | @Timothy_Hughes | LinkedIn I should point out that while I’ve mentioned a “blue sheet” in this blog title and that is connected with a certain Sales Methodology Company, this is a metaphor for any “legacy” sales methodology. We have a client, that use “Blue Sheets.” I remember doing the training when...
by Tim Hughes | @Timothy_Hughes | LinkedIn It all seems to be straight forward, something “works” so you capture it in a Sales Play Book. Job done. But there it sits gathering dust. Sales Play books change nothing, I wouldn’t say they are a waste of money but if they don’t provide transformation, what’s the...
by Tim Hughes | @Timothy_Hughes | LinkedIn I was reading a comment by somebody on Linkedin who said “Social selling is no use to me as I have to talk with my clients”. He did describe himself as a “cold calling trainer” so maybe some vested interest to rubbish social selling, but I spat my...
by Tim Hughes | @Timothy_Hughes | LinkedIn Somebody just posted a certificate from a social selling company that they are now a certified social seller. Shame on that company, if this is you that has posted that certificate, go and ask for your money back. Here is a quick review of that “certified” social seller!...
by Tim Hughes | @Timothy_Hughes | LinkedIn In Mark Hunter’s book “High-Profit Prospecting”, page 80 he says “There is no reason with all the information available today for anyone to have to make a cold call”. So that’s it, it’s official that cold calling is dead! It’s now “warm calling” or “informed calling” I’m told....
by Tim Hughes | @Timothy_Hughes | LinkedIn Did you know there is a quick fix for Social Selling? All you have to do is push one button and you will achieved your sales digital transformation? Think about it, moving to digital is hard, there will hardships on the way. People will want to carry on...
by Tim Hughes | @Timothy_Hughes | LinkedIn Many years ago I used to organise cold calling days. There would be a big fanfare, bacon and vegan butties in the office and we would pitch the various sales teams against each other. The whole process was gamified. That is, we would score the teams, 250 points...
by Tim Hughes | @Timothy_Hughes | LinkedIn I had to laugh the other day, some Guru was wittering on about how sales hasn’t changed and if we all went back to cold calling everything would be fine and dandy. (It may comes as no surprise to you but he sells cold calling courses. In other...
by Tim Hughes | @Timothy_Hughes | LinkedIn Buying has changed. The internet, social media and mobile has all changed the way we buy. Anybody can go online and search for your products and services, in fact they probably are right now. We have always (well in my 25 year career we have) tried to engage...
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